Is your team crushing its sales goals?

By Jennifer Barros

Status quo isn’t good enough when you are sitting in a room full of executives looking to see how your sales numbers are doing. Each day you evaluate those numbers, you look at your forecasting pipeline, your pipeline of leads and commitments, your close ratio.  You wonder,  “How can we gain market share? What can we do differently in our sales strategy?”

Have you taken the time to dig deep into how your sales agents or brokers are truly selling? You might have a Sales Manager that is doing a great job, but maybe even he or she needs a refresher on spicing things up.

You can’t improve the process unless you are willing to hear first-hand the voice of the customer and why your competitor is winning. Or maybe you are winning, but you want to ensure you are always in first place. You need to take a few steps back and sit in the seat of the agent.

Are they following these steps?

Are they relating with the customer? Are they asking the needs-based questions? Are they probing and asking the silver-bullet questions? How are their vocal techniques, their visual performance and body language, their overall vibe in nature? Are they taking rejection from the prospect too easily?

When was the last time you had your sales agents either conduct or review a Strengths, Weaknesses, Opportunities, Threats (SWOT) analysis on your market? They are on the front line selling in the competitive landscape.  Where are your areas to shine? Where can you refine your sales strategy and get ahead of the game?

In the face of an already, demanding schedule, how might you accomplish all of this? Medicare Compliance Solutions has an experienced team with decades of Medicare sales experience to help you transform your sales techniques so that you can crush your sales goals.  Contact us at 562-498-2218 to discuss your particular needs and objectives and we can work together to develop strategies tailored to your unique situation.

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