Laziness is a big problem in sales. Complacency, and a general lack of enthusiasm can set in without the right kind of supervision. Create competition among your sales people by setting standards, and some realistic quotas. Have friendly competition with prizes for incentive. Meet with your sales force often for input, and feedback. Get involved with them. Make them feel they are part of a team, important to the success the business, and making the profit needed to maintain their salaries, and benefits for everyone employed.
When shopping a storefront, don't you just hate it when a salesperson points to where you should look for an item half way across the store? Or, they say, “Well, if you didn't see it, then we must be out of it.” Or, like I had happen yesterday in a furniture store when I asked why one accessory item was $19.95, and the other identical one was $39.95, and got this answer, “I don't know.” The sales lady did not offer to check.
You can see how important training is. The lack of proper training is another major problem in sales. Set up some possible scenarios, and have your sales people act them out. It should be second nature to hear such responses as, “It's my pleasure,” "Please follow me and I will show you the different items we have for you to choose from.” Such modified training works equally as well for those in outside sales, too.
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