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Inspiration

MLSs make all the difference

o you believe your sales force could be perform- to your business. Tell your agents how important they
ing better? Do you long for a greater degree of are to you. Keep communication lines open, encourage
success? If so, examine your business environ- feedback, and offer creative compensation packages such
D ment and practices to find areas where minor as incentives, additional vacation time or other recognition.
adjustments could lead to major improvements. Following
are six tips: 5. Retain customers

1. Start at the top Agent retention is tied directly to customer retention. And
similar to sales reps, it's much less expensive to retain
Businesses need to foster sales success from the top down. customers than to secure new ones. Continue prospecting
This means your upper management team should ensure while also recognizing the value of your existing clients.
that sales team goals and high-level visions and strategies This is where good client-agent relationships are invaluable.
are aligned. If bureaucracy interferes with the signing of Merchants are less likely to be lured away if they feel
sales agreements, there is a problem. For example, if you personally invested in their current business relationships.
decide to increase sales by 2 percent but then slash in-house Agents must always keep in mind how important
administrative staff, agents may have difficulty even main- relationship building is. Help them hone their skills.
taining let alone increasing their current level of sales.
6. Change with the times
2. Recruit the best
Perspectives, businesses and technology are always
Skilled salespeople who are personally invested in the wel- evolving. Therefore, sales strategies must be able to shift
fare of their clients make money for themselves and the as needed. Your procedures need to be fluid and dynamic,
companies they represent. The best ways to attract such so they can remain effective. Anticipate new developments,
people are to: establish high ethical standards through and be ready to help your sales team adapt. As a merchant
your own personal behavior and your company's business services provider, some of your most valuable assets are
practices; and bring out the best in the staff you already your MLSs. Showcase them. Each agent is unique. Use their
have by training them well and keeping their skills up to skills, talents, experience and personalities to set you apart
date. Training can take many forms: boot camp style ba- from the competition.
sic training; apprenticeships with skilled agents; ongoing
mentoring, seminars and webinars on important industry
topics; training materials and relevant publications; and as-
sistance in attending industry events. Kate Gillespie, President and CEO
3. Motivate your team

Even the best agents benefit
from encouragement. Get /USAePay
/USAePay
to know your team mem-
bers. Find out what sorts
of activities and materials
help them. For some com- SMARTER SOLUTIONS
panies, performance-based
bonuses and free training FOR SECURE PAYMENTS
may get the juices flowing.
For others it might be team-
building exercises or sales Ecommerce
contests. Find out what
works best and implement Retail
effective programs.
WELCOME
4. Hold 'em close
Once you have well-trained, Mobile
motivated sales team, the
last thing you want is to
lose any of them. They're www.USAePay.com 866.490.0042
expensive to replace, and
turnover is disruptive

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