How Business Unit Managers Boost Sales Teams So They Hold On To Clients Longer Than They Usually Do

Every business unit manager is responsible for driving the sales of business unit products. Most times it also includes aftermarket services to harvest the profits from various deliveries. 

blog about how business unit managers boost sales teams so they hold on to clients longer than they usually do


Let’s look at how the business unit manager manages the sales team. Successful sales includes three important parts to the sales effort.

  1. Approach
  2. Skills
  3. Tasks

Let’s discuss the approach. In the past, sales approaches leaned to be manipulative and did not create a win win result for both sides. Now, it’s different. Every salesperson needs to use methods to uncover client’s needs through skillful questioning and then meeting those needs. The right view to the sales effort is helping people invest in meeting their needs. It’s also about imagining positive results in the future.

Next, it’s time to look at skills. What should the business unit manager favor? The answer is best practices, which apply to sales also. It’s about defining sales success. It’s not just the result but a series of steps. The first step is earning the right to the next client conversation. When the client invites you to talk, it’s the next best opportunity to help the client; the salesperson needs to know the importance of this step. The art is to develop trust, explaining how you’ll help and then helping the client invest. The first 2 steps are about trust, the next about need, then help and finally the benefit to the client. Only when the client understands the benefit, can he or she decide to buy. The business unit manager needs to ensure sales methods include the right key performance indicators (kpi’s) such as dollars per client or number of clients or total revenues. This ties to sales rewards. Often, it’s a (weighted) average with higher weight for the main goal.

Every salesperson needs to use methods to uncover client’s needs through skillful questioning and then meeting those needs. The right view to the sales effort is helping people invest in meeting their needs. It’s also about imagining positive results in the future.

The third part is the list of right tasks for the sales management team. The business unit manager needs to know the number of leads the sales team had, the ones converted to sales and the revenue it produced. This would allow the business unit manager to check earning goals each week and have a dashboard showing the sales task report. Supporting tools such as a customer relationship management (CRM) software, keeping a default calendar and doing important but not urgent tasks would help the sales manager focus on the path to success.

Since sales is the lifeblood of the business, the business unit manager needs the right steps to help it grow and sustain revenues.

Written by Suresh Iyengar, P.E., President, Business Unit Execution LLC––“Explosive Business Coaching Houston Results For Small Business”. Want even faster results? Are you ready to learn? Call 281.410.5375 and speak to your Profitability Coach Houston today!

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