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By admin

Do you get lots of “may be”, “let me think” or “I will think about it” after your first call with prospects?

Do you get lots of “may be”, “let me think” or “I will think about it” after your first call with prospects?

So far, I have posted lots of content which tells you about general mistakes in a sales call. Today we are going to talk about the situation when you do everything right but still, you got a “MAY BE” as an answer. Most people subconsciously avoid decision making after the first conversation. Every sales guru knows and advice that one needs to guide the conversation to make the prospect to come to a decision. But this is a tricky thing some time while guiding a conversation, salespeople become very pushy. So, the big question is, how do we guide the conversation while still making the prospect feel like they’re in control? There is a very simple solution for this, set up an agenda before the meeting. It will align you and your prospect on a plan for the meeting and make sure you’re working on the same team to get one of three decisions about a next step:

  1. Yes
  2. No
  3. Future meeting date & agenda (figuring out the next steps)

By following the above process, you are avoiding the “MAY BE” or “I WILL THINK ABOUT IT”. The main advantage of this process is that you are saving valuable time on the lead follow-ups. This can feel awkward at first but if you practice it in your next meetings and make it your own, I promise you will start to see such positive results that you’ll want to use again and again. If you have any specific questions or suggestions about the implementation of this process then ask me I am waiting for your comments.

By admin

Time to Put Your Sales Force on a Sharp Training Schedule

Do you lose business to competitors just because their sales force is more skilled?

If it is so, then it is probably time to put your sales force on a sharp training schedule. It may help them identify the reasons of their failure and address the skills needed to fundamentally change the way they approach clients/customers.

 

The Selling Jobs Crucial Needs

Sales is a job that needs constant upgrading of skills. Even people who have intrinsic skills of getting things off the board quickly need to hone up themselves. They need to reorganize themselves to sustain that competitive edge. Professionals who do that reap the benefits along with their organizations, while those who fail to take it into account witness plummeting sales.

Problems may crop up in the approach of even the most competent sales professionals. They may assume too much when Dealing with clients; Fail to identify compelling reasons for product sales, Premature proposing, quoting and presenting; Lack of research about competition; Inefficient differentiation, etc. Sometimes, they may just be outdone about the sales team of the professionals.

A business enterprise will do well to conduct periodic sales training, conventional or online, for their sales force as it would help them fill in the gaps and improve their performance. There are companies that specialize in conducting training courses for the sales professionals. The training offered is focused on action planning for participants to ensure impact on return to the workplace. Instructors are face-to-face with the sales team, discussing their problems and explaining to them where they had been committing mistakes. Case studies are conducted to get home the point.

A sales training schedule will touch all aspects of sales such as Direct Sales, Objection Handling, Presentation Skills, Negotiation and Closing Skills, Sales Management, Sales Writing, Telemarketing Skills, etc. making it increasingly useful for the participants.

 

Sustainable training versus Results

Professionals who receive quality sales training show tangible results. They tend to become more focused on their job, seeking out opportunities to test their polished skills. They develop better understanding of their job after the training which shows. You see more leads converted into sales, which boosts the bottom-line of the company. ROI on the sales force training becomes visible.

Any corporate sales training session is held with a specific objective. You can discuss with the trainers curriculum, duration and any nuances you want to get your team specifically trained in. If you are not very sure what real benefits the training will bring in, discuss it openly with the trainers.

Training module is designed keeping in line the job profile of the participants. Executives will receive sales training on interpersonal skills, working in teams and boosting profitability. On the other hand, module of a sales manager will include leading a team, setting objective for better efficiency, how to manage by objective and controlling environment to optimize presentation.

Participants learn communicating efficiently through process understanding, avoiding communication barriers to succeed in business, recognizing non-verbal signs of expression, identifying personal obstacles to effective communication and identifying opponent next action after reading their body language.

By admin

Sales Performance Strategy to Empower the Sales Force

Companies in the 21st century, that are facing sales performance challenges, asks themselves:

  1.  Why the market is becoming so hard to reach?
  2. Why closing clients is taken so much time?
  3. Is it the sales performance, is it our marketing strategy?

As per the last Harvard Business Review study, January February 2013 issue professor Richard Ettenson, after a study involving 500 managers and customers in multiple countries across a wide B2B industries, showed that that we need to reinterpret the 4p’s.

The rules of the game have changed and we are talking more about:

1. Selling solutions than selling our product service features
2. Value of the solution that we are offering to our leads than focusing and negotiating the prices.

In a way improving the sales performance of the sales force while implementing the consultative sales approach.

Now that client’s behaviors towards buying have changed

The hardest thing about selling today is that customers don’t need you the way they used to because:

  1. They are informed i.e. they are a click away from Google,
  2. They have access to any information they are searching for through blogs articles, free webinars etc…
  3. And in some cases we face extremely competent procurement teams or consultants armed enough with data to define solutions for themselves when we are approaching multinational companies.

Unfortunately we can still see the majority of the sales performance of organizations weakening by a sales force not prepared to face such changes and still trying to sell as sales representatives using the consultative sales techniques.

Selling Styles

• The higher up the scale the rep establishes as a base for the relationship, the greater value added to the customer experience.
• On the lower end, the salesperson relies on rapport to carry the day, adding very little to the customer.
• At the other end of the spectrum, the salesperson establishes him-self as a Trusted Adviser, using the consultative sales and  adding a significant value to the potential customers.

The act of building mutually rewarding relationships with customers, applying consultative sales techniques where sales people can help them solve their problems, achieve their goals, and maximize profitability while buying your products and services.

Remember:

Now that we pinpoint the Crucial need to :
1. adapt our marketing mix
2. take our sales people selling approach to a  consultative sales approach

After a study done over half a million sales people, statistical figures showed that:
• 85% of sales teams do not have a formal sales process
• 45% of sales managers struggle to manage effectively

We have to identify the sales force weakness and establish a long term sales development plan because Sales Training workshops returns on sales performance will last a maximum 3 months while a sustainable sales development strategy can lead to an increase of a minimum of 10% in sales.

Now that we all agree that Organizations have an urgent need to:
1. Adapt a new marketing mix approach to gain market share
2. Train and educated its sales force to a new selling solution approach

Whether you need to:

1. accelerate your growth,
2. reverse flat or declining sales,
3. reduce your cost of sales,
4. hire a key sales executive, or a VP of sales
5. change your sales model,
6. Or implement an efficient sales process

  • You will need to ask the right questions to identify the real issues you are facing and provide a comprehensive solution tailor made to your need
  • Then you will be able to take your sales force from an Order takers level to a Money maker’s level 

Look at this free webinar:

By admin

6 Sales force development rules to achieve more with less

How the sales force can achieve more? why most of them always fail? what should be done to turn on your sales machine?

Lots of crucial questions need to be raised to face the 2013 challenge, if you need to stand still and
grow your sales. Answering your questions is simple if you implement the following rules.

Rule 1: Be Consistent in developing your sales force instead of tight budgets

There is many ways to create a sustainable sales force whatever is your budget. There are plenty of  on-line sales training for sales people, live sales webinars or classrooms sales programs that should fit your budget. The only rule you have to follow is to invest in the sales force all year long and be consistent!

Rule 2: Never stop spending to boost your sales machine

Would you drive your car without fuel? what makes you think you can grow your sales without investing in your sales team? you must find time and money to plan  sales programs that fits your schedule, and your company needs.

Rule 3: Create an in-house sales academy whatever is your sales force size

Among the most valuable benefits of the sales academy that you can you implement in-house is the ability to deliver regular sales solutions whenever you sales team needs it in a very cost effective, consistent and personalized manner on regular basis. Focused sales development solutions will surely leads to sales performance optimization.

Rule 4: Never Recruit new blood without a sales assessment tool

Selection of new sales people is crucial step and a hassle to most of companies. Put in place:

  1. a full skills evaluation for new recruit
  2. a sales developmentInduction program for new recruits
  3. a 2 days self study sales programs along with coaching sessions for new recruits
  4. a 90 days ramp up program with Key performance indicators
  5. an online 24/7 studies self-online sales programs  for 90 days for reinforcement.

Rule 5: Link the performance of the sales force to the sales programs frequency 

Accountability is the first thing that motivate human and your sales team. Link your sales academy program to their performance. let them become accountable. Imagine yourself the chief of an orchestra, any move you do is followed closely by your team. Accordingly the better is sales academy design the better they perform.

Rule 6: Don’t forget We are all working with human being not machines.

We should expect deficiencies and work to fix that accordingly. Always look at you ratios to add, minimize, refine or sales academy tools in coordination with the sales team performance. To help them do thing differently to achieve, you should:

    1. set an accountability system
    2. monitor them accordingly
    3. coach them closely
    4. be always available for them
    5. give them faith in their abilities
    6. be their reference
    7. be credible
    8. be consistent

you can use for free the below sales force calculator to identify how you can improve your sales force. Enjoy!

By admin

Increase Sales Performance Using Technology

Increase sales performance of your sales force is probably your number one priority in 2017. How are you going to achieve that in an a global recession environment and with companies shrinking budgets year after year? What are you going to do differently?

In such environment, sales force need to work more to achieve or work smartly. Here some ideas that we believe will help a sales force to increase sales performance on the go:

 

Get a smart phone or a tablet

Be all day long connected is the rule number one, to be proactive and interact quickly:

–   To clients and prospects
–   Access easily your social network for data mining
–   Follow web based sales training
–   Get you sales manager sales coaching tips
–   Be fast, beat your competition

 

Use powerful data mining as a compass whenever you need it

Identify all possible segments of prospects within a region or an area . Address each segment with a personalized sales pitch. Using data mining to identify groups of potential clients like:

–   DataSift.com that offers the most powerful and sophisticated tools for extracting value from Social Data. imagine
–   LinkedIn.com that helps the sales force build relationships and access executives in a whole different way.
–   Social123.com that is a powerful and easy to use platform that quickly adds social media contact information to your database and CRM system.

 

Leads generation

–   Inbound marketing and social networking activity two hours a week at least create hot leads, boost sales performance and shorten the sales cycle
–   Invite your employee to follow the company activities and leave comments

 

Sales training on the go

Nowadays, sales performance is impacted by regular sales training, sales coaching and follow up. Sales people can spend few days per year in a classroom but need to spend at least 1 hour a week in sales training, follow up and sales coaching to boost performance.

Sales people are under pressure all year long,specially in these though times, they don’t have the time to spend hours of training in classroom. Though, they can easily follow :

–    On-line sales trainings any time they can, in the evening, at the airport, in the car to refresh their selling potential

–    Or Live sales training webinars to follow trends and new sales techniques and interact with sales experts for better sales performance.

Sales Coaching on time

The sales force should interact with clients all day long. Long sales meeting to coach our sales force is time consuming and a luxury, but unfortunately crucial to the our sales growth. Some web based platform are excellent to help sales managers do the job remotely.

an example CallidusCloud.com or Membrain.com  Sales Coaching, provides real-time feedback on the leading indicators that determine actual sales results, delivered on a cloud and mobile platform that lets sales managers collaborate with their team on each goal, deal by deal, to ensure successful growth, quarter over quarter.

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Do you get lots of “may be”, “let me think” or “I will think about it” after your first call with prospects?
Time to Put Your Sales Force on a Sharp Training Schedule
Increase Sales Performance Using Technology