How to Organize an Effective Sales Campaign
The best way to mount a successful Sales campaign is to make sure you pay attention to all of the details.
When I say pay attention to the details I mean make sure that you try not to overlook any thing.
The art of running a good sales campaign is a three part process.
The first thing you need to do is set down with pen and paper and start sketching out the details of your program.
You will be putting down ideas of what you will be selling, how much you will sell and where you are going to find the prospects and motivated sales force to do all of this.
While you are doing this I would suggest that you have two or three separate sheets of paper or note pads setting to your side. On these other note pads you will be putting down the ideas that come to you from your brain storming efforts while you make your plans for the sales campaign that you are going to be doing.
Sometimes if not more often the wild ideas that come up out of left field will be more beneficial than the ideas you have been normally using. This is the way that all ideas first start out but if you do not write them down they could well be lost for ever.
If you like to work from your computer you can pull up a couple of extra word or note pads so that you can write or copy and past information to them while you write.
That is exactly what I am doing here as I write this as well as many of the other articles that I have written. I then use the relevant ideas that come to mind either in this or other articles that I am writing. Sometimes of course a good idea will surface that I can be very beneficial for my own personal use.
Doing your program this way is just as effective as hiring a few high priced consultants to help you. You generally already know what you need to know and if not you will know where to find the information. So it is just a matter of twisting the ideas around in several different ways so they are more effective and easier to implement.
If you get stumped remember good free Internet sources such as Wikipedia. If you do not find what you are looking for you can Goggle your ideas as well. You will find lots of ideas at my Website http://www.thesellingfool.com/
Now one of the most important things that need to be tended to is what kind of lead program you will be using.
These days Direct mail can be very expensive and may not be cost effective in your situation. So for that reason you may want to contact or search for your potential prospects in a different way.
Other ways that this could be done is through telemarketing, exhibit booths, classified ads or using the Internet as well as e-mail.
Depending on what you are selling this method might work for you. I personally used to keep a number of sales people in leads and appointments by simply driving slowly down the street and seeing what the people had in their yards and taking notice of things that were in disrepair on their homes. If I was alone in the car I would say the street addresses into my recorder and then have them transcribed and looked up in the reverse directory so the telemarketers could turn them into leads and appointments.
I was selling home improvements at the time and this was a real winner in that business as well as several others you can read about at my Website on the page that deals with prospecting.
You will find a lot of ideas on how to prospect and develop genuine leads at my web site http://www.thesellingfool.com/
Once you feel confident that you know how to develop a good number of leads either for your self or for your sales crew you need to think about getting everyone in the organization up to speed on the offer you will be presenting.
You may need to add some pages to your old tired presentation books of the new products or services you are offering. I am not there to help you so all I can do is give you a few good general ideas on how to get it all together and organized so you can get it done.
Once you have your presentation materials and props all put together it is time to train the sales people on how to use them. Most of the time sales training is an ongoing thing with most organizations but this will be a little different as you need to get your sales crew up to speed in a big hurry as time is an essential part of the equation.
You have to motivate and inspire your salespeople to want to do this and really make them act and feel as if this is their idea. So sell them on the idea of having a great time and earning a lot of cash and prizes.
Once they are motivated really get down in the trenches and help them learn the presentation as you have it laid out.
As soon as your folks can make a great presentation with your new materials they need to stay motivated so they don’t drop the ball at the first door they enter.
The first morning you are ready to start the kick off so to speak it would be nice to start a good contest. This could be anything normally based on a sporting contest of some sort. Football, baseball, golf, poker or a horse race would be some things that come to mind. Anything will work as long as the people can get excited and follow through.
During the course of the campaign you will need to give feed back to the troops and monitor their successes on a regular basis.
Money is a good motivator but as the salespeople get their commissions anyway a wiser choice might be a few nice prizes and trophies or plaques that would go a long way to keep the salespeople motivated. It is good to have some inspirational signage in the sales office and where the sales people get together. In the lunch or break room for example.
So there you have it in a nut shell.
You need leads or plenty of places to go, a well trained motivated sales force and a real down to earth all out competition so the winners can really strut their stuff.
Once you have developed a stable full of Selling Fools like this you just can’t miss.
That folks in my opinion, is how you go about setting up and developing an excellent, profitable sales campaign. Do this three or four times a year and you and most of the salespeople can indeed retire rich.
Thank you, and wishing you the utmost success!
Billy J Gibson
http://www.thesellingfool.com/
Thesellingfoolbjg@yahoo.com
When I say pay attention to the details I mean make sure that you try not to overlook any thing.
The art of running a good sales campaign is a three part process.
The first thing you need to do is set down with pen and paper and start sketching out the details of your program.
You will be putting down ideas of what you will be selling, how much you will sell and where you are going to find the prospects and motivated sales force to do all of this.
While you are doing this I would suggest that you have two or three separate sheets of paper or note pads setting to your side. On these other note pads you will be putting down the ideas that come to you from your brain storming efforts while you make your plans for the sales campaign that you are going to be doing.
Sometimes if not more often the wild ideas that come up out of left field will be more beneficial than the ideas you have been normally using. This is the way that all ideas first start out but if you do not write them down they could well be lost for ever.
If you like to work from your computer you can pull up a couple of extra word or note pads so that you can write or copy and past information to them while you write.
That is exactly what I am doing here as I write this as well as many of the other articles that I have written. I then use the relevant ideas that come to mind either in this or other articles that I am writing. Sometimes of course a good idea will surface that I can be very beneficial for my own personal use.
Doing your program this way is just as effective as hiring a few high priced consultants to help you. You generally already know what you need to know and if not you will know where to find the information. So it is just a matter of twisting the ideas around in several different ways so they are more effective and easier to implement.
If you get stumped remember good free Internet sources such as Wikipedia. If you do not find what you are looking for you can Goggle your ideas as well. You will find lots of ideas at my Website http://www.thesellingfool.com/
Now one of the most important things that need to be tended to is what kind of lead program you will be using.
These days Direct mail can be very expensive and may not be cost effective in your situation. So for that reason you may want to contact or search for your potential prospects in a different way.
Other ways that this could be done is through telemarketing, exhibit booths, classified ads or using the Internet as well as e-mail.
Depending on what you are selling this method might work for you. I personally used to keep a number of sales people in leads and appointments by simply driving slowly down the street and seeing what the people had in their yards and taking notice of things that were in disrepair on their homes. If I was alone in the car I would say the street addresses into my recorder and then have them transcribed and looked up in the reverse directory so the telemarketers could turn them into leads and appointments.
I was selling home improvements at the time and this was a real winner in that business as well as several others you can read about at my Website on the page that deals with prospecting.
You will find a lot of ideas on how to prospect and develop genuine leads at my web site http://www.thesellingfool.com/
Once you feel confident that you know how to develop a good number of leads either for your self or for your sales crew you need to think about getting everyone in the organization up to speed on the offer you will be presenting.
You may need to add some pages to your old tired presentation books of the new products or services you are offering. I am not there to help you so all I can do is give you a few good general ideas on how to get it all together and organized so you can get it done.
Once you have your presentation materials and props all put together it is time to train the sales people on how to use them. Most of the time sales training is an ongoing thing with most organizations but this will be a little different as you need to get your sales crew up to speed in a big hurry as time is an essential part of the equation.
You have to motivate and inspire your salespeople to want to do this and really make them act and feel as if this is their idea. So sell them on the idea of having a great time and earning a lot of cash and prizes.
Once they are motivated really get down in the trenches and help them learn the presentation as you have it laid out.
As soon as your folks can make a great presentation with your new materials they need to stay motivated so they don’t drop the ball at the first door they enter.
The first morning you are ready to start the kick off so to speak it would be nice to start a good contest. This could be anything normally based on a sporting contest of some sort. Football, baseball, golf, poker or a horse race would be some things that come to mind. Anything will work as long as the people can get excited and follow through.
During the course of the campaign you will need to give feed back to the troops and monitor their successes on a regular basis.
Money is a good motivator but as the salespeople get their commissions anyway a wiser choice might be a few nice prizes and trophies or plaques that would go a long way to keep the salespeople motivated. It is good to have some inspirational signage in the sales office and where the sales people get together. In the lunch or break room for example.
So there you have it in a nut shell.
You need leads or plenty of places to go, a well trained motivated sales force and a real down to earth all out competition so the winners can really strut their stuff.
Once you have developed a stable full of Selling Fools like this you just can’t miss.
That folks in my opinion, is how you go about setting up and developing an excellent, profitable sales campaign. Do this three or four times a year and you and most of the salespeople can indeed retire rich.
Thank you, and wishing you the utmost success!
Billy J Gibson
http://www.thesellingfool.com/
Thesellingfoolbjg@yahoo.com
posted by thesellingfool | 6:43 PM
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