The Pareto principle is generally true when it comes to where sales business is generated. That is, 20% of your largest clients produce 80% of your revenue.
Executive Sales Skills
You will look at ways to gain commitment at each stage of the sales process, eventually leading to an order from the customer. You will examine techniques for maintaining customer interest over a long selling cycle and methods for gaining favorable client decisions in challenging economic times.
Outside Sales Skills
The sales process starts by building a rapport, then continues by establishing credibility, uncovering customer needs, and solving problems from a buyer’s point of view. At each step of the process, you must communicate your ability to bring value to buyers. Sales people also need to create value for themselves, as business professionals.
Generate Interest Through Informed Discovery
We will analyze several ways to acquire the information necessary to provide successful solutions while also establishing your professionalism and impressing the client with your expertise. Asking informed questions based on research and analysis of the client’s business and industry helps you earn the client’s trust, and gives them ample motivation to want to do business with you.
HR for Sales – Hiring Sales People
Following a structured, objective approach to hiring new salespeople creates better hiring decisions. Effective hiring includes identifying candidate criteria, promoting the position, screening applicants, interviewing, analyzing to make the decision, and planning the first day, week, month and quarter for the new hire.
Motive & Commitment
Toward the end of the sales process it becomes important to create a sense of urgency for the buyer and to find a natural way to ask for the commitment. You do this by communicating what the buyer lacks and painting a clear picture of what they will have with your solution. You ask for commitments through the sales process, then use one of six options to close the sale.
Negotiations: Collaboration for a Win-Win
Let’s build a foundation of understanding and develop some of the skills necessary to be successful in this arena. You will identify the variety of negotiation points, besides price, that add value to our offer. Understanding the negotiation process helps you respond logically rather than react emotionally. This allows you to reframe conversations and create collaboration rather than confrontation.
Pipeline and Territory Management
Effective pipeline and territory management begins with the end in mind. As a salesperson, you first need a specific sales revenue target, then you need to analyze each of the elements that make up that target. Effective planning requires a thorough understanding of projected business from existing accounts as well as current and new prospects.
Sales Performance Defined
Defining clear performance expectations that relate to the organization’s vision, mission, and values creates win-win outcomes. Identifying key result areas
and SMART performance standards in these areas develop clarity. Duties and activities, and skills, knowledge and abilities are aligned to create measurable results. Regular follow up through status meetings and measuring skills and activities creates consistent feedback and results.
Successful Sales Leadership
Leading salespeople is one of the most challenging jobs, requiring the ability to manage yourself and a team of people who are generally high achievers and have demanding personalities. Effective sales managers need to recognize and avoid common leadership mistakes, prioritize to avoid the tyranny of the urgent, and understand the factual, causative, and value-based motivators of their salespeople.
Uncover Sales Opportunities
We will create a map that will help strengthen your network within existing accounts and capitalize on your existing champions. Enthusiastic champions will be more likely to provide you with referrals, references, and testimonials.
Salespeople often look on sales meetings as an interruption rather than adding value to their time. Agenda items for high performing sales meetings include inspiration, goal reporting, customer success stories, skill training, recognition, and commitment to new targets.