Be Interactive Pty: Build a Productive Sales Culture with these 4 Tips

    BRISBANE, AUSTRALIA, June 28, 2015 /24-7PressRelease/ -- Almost every business survives based on what they sell and how much they sell. Therefore, Be Interactive Pty believe that it is vital for a company to build and maintain a productive sales culture if they want to survive and grow their business. The firm believes that in order to succeed a business must have the right balance of effectiveness (optimisation by doing the right things) and efficiency (doing things right). Maintaining this productive sales culture will not only help the business to survive but also help it to grow, by attracting other people with top talent who can achieve this and also attracting more customers to the business.

About Be Interactive Pty: http://www.beinteractivepty.com/aboutus/

Here, Be Interactive Pty reveals the four areas that businesses need to focus on to create a productive and positive sales culture:

Strategy and planning process
Customers' buying processes have no interest in accommodating a business' planning process, so sales must respond account by account. Hence, even if the output of planning is a great strategy, the process itself often makes it irrelevant to those on the front lines who must make important decisions throughout the year in accordance with external buying rhythms and selling cycles.

Cost-to-serve and customer selection
All customers are not equal, and prioritising customers is how firms make real the crucial "scope" component of a coherent strategy, for example decisions about where to play in market. Profit is the difference between the price a customer pays the seller and the seller's total cost-to-serve a customer, which can vary dramatically. Some customers require more sales calls, or geography makes them more or less expensive to serve; some buy in large, production-efficient order volumes, while others buy with many just-in-time or custom orders that affect setup time, delivery logistics, and other elements of cost to serve. "If you can't measure your cost-to-serve, then your salespeople will be driven by competing price proposals. And when you chase price and volume -- as most sales compensation plans provide an incentive for salespeople to do -- you can wind up damaging profits and your business model. You won't allocate sales resources optimally," explains Be Interactive Pty.

Sales capacity and allocation of effort
Sales productivity is largely determined by how much the sales force can do in terms of call capacity and its capability to reach target customers. Allocating that capacity is a crucial sales optimisation lever, but many leaders lump sales efficiency and sales optimisation together and the result is a strategically inappropriate allocation of resources. The issue is not lack of data. It's knowing what data is and how to use it. Good leaders know that data is not just numbers; it is a way of viewing reality by the people who should use that data. Sales people should ignore analytics that they can't apply to where they live: in daily encounters with customers.

Performance reviews
The most under-utilised lever for improving sales is the performance review. Busy sales managers tend to treat reviews as cursory, drive-by conversations that are mainly about compensation, not evaluation and development. Reviews should be where strategic direction is revealed, where call patterns and customer selection are supported or changed, and where data is applied to customer interactions. Effective reviews help sales people to improve and develop their skills, becoming more productive and creating an all-round improved sales culture.

Be Interactive Pty is an outsourced sales and marketing firm that specialises in unique campaigns designed to improve their clients' customer acquisition, brand awareness and brand loyalty. By connecting with consumers directly via face-to-face marketing techniques the firm can create long-lasting connections between brand and consumer.

Be Interactive Pty have a sales strategy in place that drives productivity and innovation among their sales force. The firm conducts regular motivational meetings which prepare the sales reps for the day and also helps to develop their skill sets. By learning new skills the reps are able to make the best decisions for themselves and the business.

Be Interactive provides a cost effective route to market to a range of local and national clients throughout Brisbane. Our proactive approach provides measured results that guarantee return on investment for our clients. For more information follow @BeInteractiveAU on Twitter and 'like' them on Facebook.

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