“No organization can do better than the people it has.” — Peter Drucker
The way I see it, sales managers who want to improve profitability have two choices: reduce costs or increase revenue. While cutting expenses is a great start, you can only go so far with these efforts. The next step is to increase the revenue component.
A company’s ability to generate revenue is directly linked to the quality of its sales force. Better quality salespeople are not dependent on having the lowest price to be able to sell. Top producers also know how to create demand and add value, independent of the company’s efforts.
The key for sales managers is to hire better quality salespeople and then train those individuals to reach their maximum potential.
Upcoming Event: Planning to attend the MBA Annual Conference in San Diego? Don’t miss my session, “Shaping the Future Mortgage Sales Force,” on October 13, 2009, 2:45 p.m.-4:00 p.m. I will be discussing the sales force of the future and the trend toward a smaller, better sales staff. I look forward to seeing you there!