Selling to Businesses
Selling to Retreat Centers
The problem with selling to retreat facilities is that the wrong sales strategies can threaten your entire business model. The challenging part is crafting a selling strategy that gets your products noticed by the industry's major players.
The proper application of fundamental techniques and technology-based solutions clearly influence outcomes. But in a B2B sales environment, they may be less important than other critical resources.
Most retreat facilities expect stellar service from the companies they do business with. But service alone isn't enough. For B2B companies that sell to retreat facilities, the consistent application of sound business principles is just as important as your relationships with your customers.
Inevitably, retreat facilities are constantly evolving to meet the needs of the marketplace. Companies that sell to retreat facilities need to evolve with their customers to meet changing consumer needs. B2B businesses that take a lackadaisical approach to industry developments are at a substantial disadvantage, especially in this industry.
Subscriptions to trade journals and networking can help your company stay abreast of developments in the industry.
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 retreat facilities.
Effective Marketing Strategies
Many sales strategies begin with marketing, and the marketing strategies for retreat facilities are as diverse as they come.
Yet in this industry, marketing effectiveness is rooted in the ability to target key decision makers. Whether it's direct mail or a technology-rich online campaign, any initiative that fails to reach decision makers is a waste of time and resources.
With so much riding on the outcome, you can't afford to rely on stale or inaccurate sales leads. Third-party lead lists may be the best resource for making sure your team is equipped with the most up-to-date information possible. If you don't currently use lead lists, you may want to consider Experian -- a third-party lead list vendor with a reputation for providing regularly updated and sorted retreat center leads.
Have Friends Who Might Like This Article?
Let them know on LinkedIn
Ready to Learn More? We Think You Might Like These Articles:
Additional Resources for Entrepreneurs