Growing your business becomes an exciting opportunity. It is at this time, as a business Manager or Director, you will look to employ a sales team to develop and increase revenue. Achieving the right fit for your business should bring further opportunities to expand.
BDMs are experienced in selling not coordinating. Structure their work and job description to allow for this. Include set budgets, strategies and plans so they can do what they do best: generate revenue.
A good BDM will thrive on meeting budget and should be driven to exceed KPIs and targets. Ideally, you don’t want to see them in the office that often, you need them out, building business opportunities, executing your sales strategy, targeting specific markets, planning interstate trips and budgeting for sales conferences.
A good BDM will bring with them a wealth of contacts and established business relationships. If you're employing an inexperienced BDM, wanting to prove their sales capabilities, ask them how they intend to find new business? What streams or resources will they use to generate revenue? Responding with LinkedIn, industry websites, competitor pages, would be a strong and appropriate response.
Your investment in paying well and creating a supportive environment should be deemed by their sales, proactive calls, conversion rates while meeting financial and non-financial KPIs
If you give your team the resources and tools, the right team member will excel and make your business more money.
Nicole Bates, Managing Director, shares sales strategies and solutions for your hospitality business.
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