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07
Dec, 2012

By admin

5 sales strategies to prevent organisations from collapsing

Sales force must use five sales strategies to face a tougher competition,better educated clients and fierce economic recession.

Organizations face stagnant or decreasing sales try sometimes to search for other markets and products to face the challenges while  new sales strategies approach are available to answer though market situation  Sales force must change change their way of approaching clients to prevent from collapsing in the coming 5 years.

A study , by Mc. Kinsey quarterly , show that Organizations identified three primary sales trends:

  1. Customers have become more demanding
  2. Companies are exploring lower-cost ways to make clients happier and to generate sales growth.
  3. Organizations large and small are following the lead of business-to-consumer such as Amazon.com by making smarter use of customer data to predict behaviour drive sales

 

Organizations are requested to adapt and face the market changes and modify their sales approach to prevent from collapsing in the coming 5 years.

For this matter we detect 5 sales strategies to help the sales force increasing their sales.

Strategy 1- New Prospecting

Finding leads is harder, it takes nowadays more than 15 times to reach a CEO. Cost per lead are higher and time consuming struggling. That is why in the last decade organizations change their way of searching for leads and approaching them. Leading organisations takes actions through the following list of prospecting sales strategies:

      • Attract on-line traffic to their web through blogging, seo, social networking
      • Insert call to actions to their articles and websites
      • Use networking techniques on LinkedIn, Facebook Google, etc.. to get in touch with maximum prospects
      • Write article on their Blog and communicate daily with social media through platforms like hootesuite
      • Educate leads and customers
      • Bring the best of the industry trends and news to position themselves as leader in their field and beat their competition.
      • All the above mentioned actions if used all together will boost a high volume of interested hot leads to the sales force.

Strategy 2- Approaching leads never been that easy!

Usually, whenever the sales force receive a request, they get in touch with fresh hot leads using classical mediums such as  phone and emails. While nowadays it is much more easy and powerful to keep in touch with prospects all the day long through social network, Skype or Google  and be able to reach them at any time. One the sales strategies approach is the mix between all the following mediums to bond with your audience:

  • by phone,
  • mail,
  • skype
  • Social network LinkedIn, Facebook…
  • and direct smooth interaction becomes king!

Strategy 3-  Have a sales conversation strategy and follow-up

The management of the incoming leads is crucial. If you received a request from a lead it means that your solutions, products or services are needed. When you reach this point, the questions that you should be asking yourself are:

  • How to convert leads to clients?
  • What are the questions you should be asking to identify quickly in the process their compelling reasons to buy?
  • How much they are willing to pay?
  • Who is the decision maker ?
  • When they want to buy?And why?

What if the sales force approach prospects with a great sales conversation but they are not ready to buy now?

Strategy 4- Nurturing leads strategy for 30% increase in future sales

Nurturing leads that are not ready to buy becomes a crucial step in the new selling 2.0. keeping the conversation going with prospects is essential to be present when they are ready to buy.

Today there is on the market many platforms that help you design and nurture your leads and prospects without a hassle. Once you design your a email strategy the system will automatically send these pre-set messages to the list, filter they answers and nurture them. Organisation should notice an increase of leads conversion to clients up to 30%.

Strategy 5- Evaluate your sales force potential. be sure the sales force is ready for it!

With a nurturing system in place, prospects will come back with a follow up request when they are ready to buy. Then the sales force should you use all the techniques that are essential to close directly the prospect and cash in. But are they ready to to face tough questions and close deals?

sales force evaluation answer a of questions among them:

  • How to increase the sales force closing rate up to 50% ?
  • what sales skills to they need to boost their sales?
  • how can they grow their sales by 20% in the coming 12 months?

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03
Dec, 2012

By admin

Sales Career – Getting Ahead in Any Industry

The sales and marketing industry offer several career paths and positions you can apply for if you are one the flood of business-minded people. This is due to the fact that every industry that exists require a corresponding sales career.  Have a step forward in your sales career with the following examples of careers.

 

Sales Career in IT Industry

One of the industries that requires a greater number of sales professionals is the IT industry. Not only that this industry provides a substantial income but it also gives job security since technology nowadays is really a major factor in the industries.  You can make sure of a longer commitment with this type of industry but be sure that as the nature of the IT world changes, you as a sales professional will also get better every day in your sales career. It still comes down to lots of hard work.

 

Sales Career in Medical Devices

Compared to the IT Industry, the Healthcare industry provides even more job security because every year, people spent more money on healthcare. Because of this, the money that goes to this industry will also benefit the sales professionals working for it. A consideration in this industry is not what the sales career should be, but which avenue the sales professionals should explore.

 

Independent Sales Representative

Sometimes, the economy is not always running positively, so if you are considering other income potential jobs, you can try independent sales reps. Even big companies that sell products and services still need someone to market their products. They turn to independent sales rep that are easier have transactions with. The internet provides many options for this type of sales career.

 

Sales Career in Food Service

Food is one the major things that do not go out of trend because aside from the air we breathe, food is a major thing people need. The Food Service Sales professionals will allow you to market food related items or establishments. There are certain competitions in this category but this competition only makes the market for food sales professionals even stronger.

 

Manufacturer’s Representative

This category sells products for a specific manufacturer and thus needs a sales professional to represent only one manufacturer.

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02
Dec, 2012

By admin

14 reasons why your sales force is losing business to the competition

If your sales force is losing business to the competition because of the recession, lack of sales management or lack of sales force performance, you know that avoiding the decreasing trend becomes challenging and not an easy task any more!

Statistics show that in last few years the percentage of businesses that close their door is incremental and the way of doing business is changing drastically.

Nothing is more frustrating than losing business to your competitors – specifically  when you there is great solutions to avoid it. frustration growth when your sales force is telling you that it is this close to get the deal but didn’t. Why did you lose it?

Our learning experience In most companies and for most salespeople show that losing business  comes down to one or more of the following several factors :

  1. Sales force don’t listen
  2. Sales force assume too much
  3. Questions weren’t tough enough
  4. Sales force did not differentiate the company effectively
  5. Compelling reasons to buy were never identified and addressed
  6. Poor qualification
  7. Poor relationship
  8. Lousy job of putting the value proposition into prospect’s context
  9. Premature proposing, quoting and presenting
  10. Lack of questions about the competition and/or incumbent
  11. Selling at the wrong level or to the wrong people
  12. Ineffective differentiation
  13. Sales force present features instead of benefits instead
  14. They were outsold

Identify why you are losing business to the competition and tell what can be done to fix it. All types of companies can use these solutions to their needs whatever they are small, medium or corporations. Solutions that should address their specific problems and needs.

For example, a typical company have in general , 20% of its sales force that achieve the sales targets while the remaining 80%  are facing difficulties or performing poorly. the first thing that we need to know what is holding my team back?

A Ground Zero Skills Assessment become a must to have answers to  address them in the shortest time possible:

  • can they achieve what I want to achieve?
  • do they have the potential to grow?
  • are they trainable? are they resistant to change?
  • do they have the required skills to success?
  •  etc…
Based on the results you will be able to design an action plan. A multi-plan is designed. like skills development, coaching on the grounds, sales territory adjustments,  and sales approach…

you are  invited to take the following test to identify what it the best for your company

Let me know your comments?

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29
Nov, 2012

By admin

Sales Management Training: Gain Your Edge

Are you managing a sales team?
Is the pressure of performs of your team on your shoulder?
Need help and tips to manage your Team?

The information age has changed the way we do business. A sales team is capable of making or breaking customer relationships and business reputations. As a sales manager you are responsible to make your sales team focused, directed, energized and motivated. Being a strong and improved sales manager can improve an entire sales team. A manager is responsible for managing sales team and a sales management training program can help and enhance your skills to lead and manage a team.

As a sales manager, sales management training can help you improve your professional skills and help you know what separates the top leaders in your field from everybody else. A skilled sales manager with the help of sales management training can create value not only for the team but also for the company and for the customers. The sales and leadership techniques and provided during sales management training can help you manage and build your team for greater success.

Sales Management Training Programs

Sales management training can get you to the next level. The skills and attitudes which you will gain from a sales management training will reflect on performance of your sales force you manage and equip you with latest sales techniques and effective ways to manage your time, your customers and your sales team. Sales management training can ensure you are properly prepared to:

  • How to motivate your team
  • How to reach your sales goals
  • How to increase sales knowledge
  • How to identify which sales techniques work
  • How to identify, build and retain an effective sales team
  • How to identify individual strengths in your team

If you are a sales manager and managing a sales team which is not performing and don’t know how to change it? Sales management training can reinforce you with tools and skills to lead a Sales team and deliver long-term revenue growth.

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28
Nov, 2012

By admin

Why Professional Sales Training Is Necessary for Any Business

Professional sales training aims at a corporation’s strategy for long-term sales sustainability by imparting:

–   Professional sales development
–   Improving sales team productivity
–   Increasing bottomline

The aim of this training basically, is to make the sales team, the best professionals in their field. Even then, at the heart and soul of this professional sales training, is interest to improve sales while guaranteeing productivity performance for sales teams.

Professional sales training also gives participants skills and tools which can be used to bolster interaction with maximum results for every call made. Moreover, these programs also make it easier for participants to implement the best-selling procedures, qualifying this program as both tactical and strategic. Instilling pre-call planning is a crucial aspect of this program as well.

 

In-House Professional Sales Training

In-house professional sales training is another crucial aspect of this process and targets mainly, a unified sales team within the organization’s life. For young sales professionals, this is an interesting opportunity to not only gain industry knowledge, but also share and learn from veterans who can also gain from being motivated and re-energized. Also, focusing on restructuring weak points, unique selling points and the entire performance of the team also helps improve the team’s motivation.

At the center of professional sales training is helping bring new customers to an organization. It’s however, important to note that whereas the focus is new customers, adding value to existing customers in the face of stiff competition is another critical function of the professional sales training. To achieve this, the skills imparted are dedicated to learning from exactly what happens in the field.

Professional sales training while focusing on the team, also considers the value of individual training, values and goals. This includes addressing issues of performance within individual’s sales teams to find sales people who not only fit into the organizations structure, but also getting new sales people to join.

Professional sales training aims at the overall sales of the organization. These include skills and techniques which will equip sales team members achieve individual targets and those of their organizations. This can only happen when the skills and techniques in selling are imparted to become second nature to them.

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Sales Career – Getting Ahead in Any Industry
Why Professional Sales Training Is Necessary for Any Business