Despite robust demand for products sold to burglar bars and resistant equipment businesses, penetrating the market can be daunting.
(article continues below)
Young businesses need to develop a comprehensive sales plan that is built on industry fundamentals.
CRM (Customer Relationship Management) technology is standard fare for most B2B enterprises.
When used properly, CRM can enhance your company's interactions with customers and prospects. If you don't currently use CRM, there's no better time than the present to get started. Companies that already use a CRM solution need to analyze their processes to make sure it is being used to its full potential.
In the B2B burglar bars and resistant equipment business industry, the inefficient use of CRM can put your business at a competitive disadvantage.
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 acceptable 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 improving performance and revenues. In some instances, it may be appropriate to team underperforming sales reps with reps that have more experience selling to burglar bars and resistant equipment businesses.
Reaching Prospective Customers
Prospecting transforms contacts into qualified leads.
Networking can fine tunes prospecting performance and conversion ratios. However, it's important to make sure your sales force isn't so focused on conversation that they miss the point of prospecting, i.e. the identification of likely buyers, key decision makers and high value industry contacts. In other words, the type of people you meet is just as important as the number of people you meet when prospecting for burglar bars and resistant equipment businesses.
Lead lists are advantageous because they narrow the field for your team. Third-party lists from reputable vendors (e.g. Experian Business Services) equip your sales personnel with a large quantity of targeted leads, making it easier for your company to balance the quantity and quality demands that are prerequisites for effective prospecting.
Ready to learn more? You may find these additional resources to be of interest.
If you currently own a burglar bars and resistant equipment business, you are in the wrong spot. These resources will come in handy:
If you want to start a burglar bars and resistant equipment business, these resources should prove useful:
If you are looking for advice on selling to a different company type, you will enjoy our directory of sales guides below.