Selling to Human Resources Businesses
The landscape of human resources businesses is fertile soil for for sales reps who are adept at B2B selling. With these useful selling tips, you can improve your sales model and increase your returns when selling to human resources businesses.
Drive and diligence are admirable characteristics for sales professionals. But selling to human resources businesses requires more than an impeccable work ethic.
New entries to the marketplace need to develop a comprehensive sales plan that leverages the lessons that have been learned by the most successful players in the industry.
Know Your Products
In reality, most human resources businesses aren't interested in middle of the road products. Before they commit to a purchase, they want to know everything there is to know about your product.
In this industry, differentiation can be the deciding factor between a close and your prospect going with a competitor's product. It's critical for your sales team to be knowledgeable and smart. If you're selling a service to human resources businesses, your sales force must be intimately familiar with the features contained in your service agreements and be prepared to resolve customer concerns during the sales cycle.
How to Evaluate Sales Staff
Periodic staff assessment is essential 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 improving performance and revenues. In some instances, it may be appropriate to team underperforming sales reps with reps that have more experience selling to human resources businesses.
How to Generate Solid Leads
There aren't any uniform rules for generating solid sales leads. However, leading sellers typically utilize a consistent strategy forlead generation. When possible, businesses that sell to human resources businesses should take steps to automate the lead generation process by leveraging technological solutions and face-to-face networking.
One option worth considering is the use of lead lists into your prospecting routines. Lead lists provided by third-party vendors are usually cost-effective compared to the labor requirements for in-house lead generation.
At Gaebler, we advise our business partners to explore Experian Business Services for human resources business lead lists. Experian is a reputable firm that is known for providing up-to-date lists that can be filtered according to your precise lead specifications.
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