Ambition and confidence are admirable characteristics for sales professionals. But selling to church organs businesses requires more than an impeccable work ethic.
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Leveraging the strength of the market, entrepreneurs are knocking on the doors of the marketplace, anxious to collect their share of the profits. Competition can be tight, so new businesses need to be intentional about the way they approach church organs businesses.
Casting a Broad Net
The first step in selling to church organs businesses is to cast a broad net. Strategies that focus exclusively on the local market are not likely to succeed in an environment that is becoming increasingly reliant on e-commerce and other long distance marketing channels.
Although a geographic concentration may be a useful strategy for new sellers, you will eventually need to broaden your focus to include prospects outside of your initial range. You can also broaden your prospect base by introducing new products and partnerships into the mix.
Marketing, Promotions & PR
Young B2B companies are often tempted to buy their way into the market. Rather than taking the time to develop relationships with church organs business owners, these companies unleash an avalanche of high-priced marketing content in hopes of scoring fast conversions from buyers.
Marketing is useful and necessary. But new businesses should focus their marketing budgets on initiatives that support their value proposition. Although lead lists obtained from third-party vendors like Experian can dramatically increase the quality of your prospects, the effectiveness of your marketing efforts is limited to your team's ability to connect marketing, promotional and PR messaging with your company's unique product traits.
How to Evaluate Sales Staff
Regular sales force reviews are necessary 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 church organs businesses.
Given your interest in selling and in church organs businesses, you might find these additional resources to be of interest.
If you currently own a church organs business, you are in the wrong spot. These resources will come in handy:
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