Sales Training
I’m often asked to help a company refine their sales force compensation plans. As a consulting company, that’s work that we regularly do. I believe in having a well-designed, effectively managed compensation plan as a fundamental part of any productive sales system. But, it’s a mistake to think that the compensation plan is the entire solution. It’s only a part.…
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“How do I get ’em to do what I want ’em to?” That’s probably the question I’m asked more than any other. Frustrated CEOs, CSO’s and sales managers express that thought over and over, in one way or another. They’re talking about their salespeople, of course. They harbor a feeling that some of their salespeople just aren’t doing what they…
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Again, this week I encountered what has become a common event. I was called in to consult with a client. Sales were flat for too long, and the client knew that something had to be done. One of my first questions was this: “What do you know about your customers?” Once again, the answer was a glazed look and some…
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Here’s a lesson that every salesperson needs to learn early in their career: Sales is not magic. Just the opposite; every selling situation has a very definable, step-by-step process which, when executed with expertise, almost inevitably leads to a sale. One way to define the job of a salesperson is this: Salespeople manage a sufficient number of customers step-by-step…
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Prospecting is the first and foremost essential stage in the sales management process. Anyone working in the sales industry knows how crucial sales prospecting is to maintain a large client base, increase stream of revenue, and keep the business healthy. What’s important in prospecting is to identify and connect with the right customers who are fit for the products and…
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Behind every successful company and closed business deal is a well-defined sales process. Having an effective sales process not only improves your overall management but also helps drive an increase in revenue. According to a report, there is a significant 18% difference in revenue growth between companies that have adopted a sales management process and those that have not. …
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There are many things that can influence a businesses’ success but the most important factor is the sales development process. Having a well-structured strategy and process for sales development will determine your sales team’s overall performance in identifying leads, engaging and closing prospects, and meeting the company’s target values. So what are the necessary components that a sales development…
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Behind every successful company and closed business deal is a well-defined sales process. Having an effective sales process not only improves your overall management but also helps drive an increase in revenue. According to a report, there is a significant 18% difference in revenue growth between companies that have adopted a sales management process and those that have not. …
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An excerpt from Sell Different! by Lee B. Salz After a lengthy new client acquisition process, the time has come to submit a proposal including pricing. Countless hours are spent formulating a glorious proposal that details your comprehensive solution. Proud of your accomplishment, you present the proposal to your prospect. Skipping the “About Your Company” and “Your Solution” sections, she…
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Prospecting is the first and foremost essential stage in the sales management process. Anyone working in the sales industry knows how crucial sales prospecting is to maintain a large client base, increase stream of revenue, and keep the business healthy. What’s important in prospecting is to identify and connect with the right customers who are fit for the products and…
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