Getting the most out of your sales channel


Tips from Jason Putnam, VP of Sales, SignaPay
At the MWAA conference, July 2014

Kim Fitzsommons, ETA President
Jason Putnam, Vice President Sales at SignaPay
Marla Knutson, Transfirst Executive Vice President

  1. Hire wisely.
    1. Have your first interview on the phone.Since this is the way the sales person will be communicating most of the time, you want to be sure his or her telephone presence is professional and engaging.
    2. Look for consistency in a resume.You’re going to invest your time and resources in your new hire.Someone who has a history of changing jobs probably won’t be with you long enough to justify that investment.
    3. Make sure a candidate can speak convincingly about previous sales success.Some things can be trained, but an inherent ability to sell speaks for itself.
  2. Train adequately but not overly.
    1. Payments is a complex and complicated industry.Productive salespeople should have a good overall grasp of the basics and feel confident that they can communicate effectively with prospects and customers.But getting overwhelmed with information or bogged down with detail will not only dilute the sales pitch, it will likely be terribly boring to the customer.Selling depends on establishing mutually productive relationships.
  3. Incent good behavior.
    1. Make sure to notice and reward behavior that reinforces or furthers the goals and objectives of the organization.
    2. Invest in “brag items” – awards or notice boards or donuts on the desk in the morning are all simple and inexpensive ways to brag about, and incent, any action that goes above and beyond.
    3. Give each member of your sales team a clear and on-going sense of what a successful future at your organization might look like, and the steps he or she would need to take to get there.
  4. Structure compensation plans to keep your team engaged and energized.
    1. Set goals that are attainable but not easy.
    2. Create sales contests.
    3. Restructure your compensation plan on a regular basis to keep it interesting.

Recent blog posts

The latest industry news, interviews, technologies, and resources

Read All Posts
April 11th, 2024
Payment Industry
Ways to Prove Your Business Exists and Is Operating

Establishing your business’s legitimacy and operational status is crucial in various situations, from securing loans to building trust with clients and partners. But how do you provide concrete evidence that …

Read Full Post
September 13th, 2023
Ways to Grow Margins for Any Small Business

In the competitive landscape of today’s business world, small and medium-sized businesses (SMBs) face the constant challenge of maximizing profit margins to ensure sustainability and growth. To thrive in this …

Read Full Post
August 7th, 2023
Small Business
SMBs and Social Media Marketing

Marketing your small business can feel like a daunting task. However, one of the small businesses’ easiest marketing methods is Social Media Marketing. Social media allows you to connect directly …

Read Full Post
Read All Posts

SignaPay Merchant Sales Interest Form

SignaPay ISO Sales Interest Form