Sales Training Australia
Here are a few Frequently Asked
Questions that our clients ask...

Q. Why do our team of 16 reps always seem happy just to meet but not exceed their monthly target?
A. We call this "cruise control" mode when your sales people have no real incentive or motivation to break
    monthly targets. Sometimes this is the fault of the representatives but usually changes to the "management"
    of the team yield instants results.

Q. My sales guys have an "us and them" mentality when dealing with our administration staff and it
     is causing internal headaches. What can I do?
A. Friction between sales personnel and administration staff is very common. Some sales people especially
    "closers" can have an abrasive manner and upset lower paid administration staff. Here we need to reinforce
    the team mindset of the sales team and realise that the promises they make to clients can only occur with
    the help of the head office staff.

Q. Our firm decided to give our sales teams in Brisbane, Perth and Melbourne a 10% lift in their weekly
     take home pay but it didn't work. What did we do wrong?
A. Motivation, particularly motivation of sales teams is a bit of a science. We know that whilst some people are
    motivated by cash others want acknowledgement, status etc. All Sales Training Australia mentoring programs
    are tailored to the "motivational keys" of the individuals in any sales team.

Q. I've been recently promoted to a sales management role with a well known manufacturing group
     with exposure to most of Australia and New Zealand but I am apprehensive as to how to control
     my team of 45 sales consultants.
A. It sounds as though a session with our firm is all you need to boost your confidence. We will help you to
    establish client call schedules, canvassing areas, sales representative reporting requests and incentive
    programs.           

Q. We have fastidiously prepared brochures and literature on our web page but they simply don't work.  
     Do you have any suggestions? (we are manufacturers distributing nationally)
A. It sounds like you have fallen into the free information trap. This is where sales people provide too much
    information an this reduces the need for the client to contact you.

Q. Over the last 3 years our logistics group has seen a three fold increase in sales staff turnover. We pay
     competitive rates and it's a great place to work. Any ideas or suggestions would be appreciated.
A. This is a common problem. Sometimes we are all just too close to our business and based on the staff turnover
    you are experiencing something is amiss. We would happily discuss undertaking a sales survey with your team.

Q. To assist our agricultural sales personnel we offer a great incentive for clients to buy including rebates
     and assistance with further promotion of the client's business. Last month we stopped the incentive
     programme and now my reps tell me it's too hard to move our rather expensive 30K plus product.
     Is this normal?
A. It's not normal as you put it but it is very common. Your team have been "order taking" which is not selling.
    There are a number of steps you can take to change their outlook.