Selling to an Industry

Selling to Correctional Institutions Businesses

Most would agree that correctional institutions businesses are high value sales prospects for businesses with an eye on growth. For businesses that target correctional institutions businesses, the upside is that a strong selling approach can lead to quick gains in this market.

Not surprisingly, correctional institutions businesses play by the same rules as any other type of business; they respond to businesses that offer solid, affordable products.

If selling to correctional institutions businesses is your core business, the likelihood of conversion improves dramatically when you incorporate a few proven resources and techniques into the selling process.

Aggressive Recruiting

Profitable returns begin with aggressive recruiting tactics. Your company can't afford to send an inferior sales team into the field.

Companies that sell to correctional institutions businesses should focus their attention on self-motivated candidates. At the same time, you need to make sure your sales hires are capable of operating as part of a team. Individuals who lack the ability to sell in a team environment will ultimately hamper your sales efforts, no matter how good they look on paper.

How to Evaluate Sales Staff

Frequent employee evaluations are a must for companies that sell in this industry. Businesses that achieve significant market share recruit the cream of the crop and routinely evaluate them against performance goals and benchmarks.

Although annual reviews may be enough for other business units, sales units should be evaluated quarterly with monthly or weekly reviews of sales totals. Training, coaching and sales incentives can be useful for increasing sales volumes and individual achievement. In some instances, it may be appropriate to team underperforming sales reps with reps that have more experience selling to correctional institutions businesses.

How to Find Correctional Institutions Business Leads

Leads are the foundation of successful selling. The first step in lead generation is to analyze the local market. From there, you can expand your search to include the yellow pages, Internet searches and trade listings.

The names of correctional institutions businesses you obtain through your own efforts need to be qualified through phone calls, emails, and face-to-face conversations.

But the most dependable source of qualified sales leads is often a third-party lead list provider. When it comes to high quality lead lists, we recommend Experian Business Services to our business partners. Experian has a reputation for providing accurate and filtered lead lists that can be used for direct mail and other marketing efforts directed toward correctional institutions businesses.

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