If you truly want to scale your lawn and landscape business, you must grow an effective sales team. And to do that, you must become quite good at both marketing and sales management.
They don’t teach Sales Management at school or university – almost nowhere, really.
So, how do you learn to be a great sales manager?
If you truly want to scale your lawn and landscape business, you must grow an effective sales team. Click To Tweet
Seven Sales Management Techniques – That I Have Gathered in My Time as a Landscape Business Consultant
- Become an encourager. Being a transactional manager won’t cut it. You have to shift to being more of an encouraging coach to make your sales team grow and flourish.
- Use Incentives to Break Through Your Own Thinking. If you want your salespeople to hit even higher goals, be creative with incentives.
- Data is Your Friend. Tie your commission plan into profitability of the work as built. Back it up with data so your sales team can agree with any changes to payouts. This way you tie sales people and production people together.
- High Earners DON’T Want Ceilings. To attract the very best salespeople, show them how to earn large payouts, with no ceilings to what they can earn. The sky is the limit for the very best.
- Salespeople Like to Sell. Do not detract your salespeople with production, but instead keep them focused on initiatives that will build marketing and sales. Not every company can do this, but it is an interesting concept.
- Become a Marketing Expert. If you want to grow your sales, you must provide branding support and name recognition, and lead flow (if you are doing residential work). Great salespeople want to work for great companies with great branding and marketing.
- Operations Must Keep Up. To scale your business with great salespeople you need scalable operations. Great salespeople must believe in your operations.
To scale your business with great salespeople you need scalable operations. Click To Tweet
Your Challenge: If You Want To Scale Your Business, You Must Become A Very Good (If Not Great) Sales Manager.
- Someone needs to be the sales manager in your firm; not just a note-taker, but have good analytics, bring accountability as well as support, encouragement, and sales strategy.
- It takes personal effort and drive to learn sales management skills. Make it a personal learning goal.
- It requires the entire company to support and stand behind your salespeople. They need to “believe” in your operations 100% and if they do they will run through walls for you.
Regards, Jeffrey Scott