Many Malaysian business owners like to blame the market for their dropping sales. “The economy slowed down, it’s normal for my sales to drop.” When a business owners make an excuses like that, it’s not shocking that their sales is not looking great.
The truth is, many would think that a fall or a drop in sales is often affected by an external factor. But that isn’t always true. A poor internal management contributes to the drop in sales as well.
Just think about it, how can your sales team perform at their best/ bring it more sales if the platform they are given are not set right from the beginning? Nathan Jamail
, the author of “The leadership playbook”
, state that often business owners behave like managers instead of coach. They hire great people, place them in a position, leaves them to perform their work and never question them. And this is actually what most Malaysian business owners are doing.
They don’t talk to their people enough and giving them the necessary support for them to excel in their job.
Instead of just hiring people and expect them to perform, try creating a supportive platform for them to work. Have milestone reviews every two weeks so they can tell you what kind of problems they are facing and how everyone can assist each other to reach a goal.
If they are facing difficulties in approaching a prospect or closing a prospect, try developing a standard operating procedure for sales with your team.
Get everyone to share their best practices and inputs on how to be a great sales person and bring in more sales.
Remember, sales target is not just a job for the sales team. It involves you, the business owner as well. Change the culture and you shall see a change in your sales number.