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How to get your sales team to build relationships

It makes better business sense to serve a customer over the lifetime of the relationship rather than merely sell. A simple way to make that happen is by changing how you incentivise your salespersons

Rajesh Srivastava

Episode 2: The New Rules of Business

As a entrepreneur, what do you ask of your salespeople? If you still measure them purely on how much they sell, you're probably following an antiquated system. Smart businesses are recognising their role is wider, says business strategist Rajesh Srivastava, the host of show The New Rules of Business. And it starts with a focus on how to serve customers across the life time of the relationship. Now, there is a simple way to align your objectives. All you need to do is change the way you incentivise your salespersons.

The New Rules of Business is designed for entrepreneurs looking to create business impact and stay relevant in the new world. The show is hosted by leading business strategist Rajesh Srivastava. For more about him and for more about the show .

Also read his related column here.

(If you have any questions, please write to askrajesh@foundingfuel.com)

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About the author

Rajesh Srivastava
Rajesh Srivastava

Author and Visiting Faculty

IIM Indore

Rajesh Srivastava has 3 decades of corporate & academic experience. He has reenergised companies, including J K Helene Curtis Ltd., & nurtured brands like, Bagpiper whiskey, Royal Challenge whiskey, Blue Riband gin, Blue Riband Duet, Park Avenue range of deodorant & personal care products. He is part of the Visiting Faculty at IIM Indore. He is an alumnus of IIT Kanpur & IIM Bangalore. He is currently working on his first book.

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