Sales training seminar via the Internet by SalesPro Online. Krauthammer. Sales & account management. Insight Many salespeople complain of time-wasting in deskwork, ‘dead horses’, unviable tenders, roulette games with unknown players and dynamics. This best practice standard for sales professionals ignites a shift to time investment – the right preparation for the right face-time with the right stakeholders and sales partners. From short-term encounters to lasting business relationships. Programme Day 1 Me, the market, my positioning, my target The ideal profile and criteria for excellence of the sales high performer Fundamentals of inter-personal communication Questioning our assumptions and habits as a basis for learning new sales practice The Recommendation: turning every client into our best possible salesperson The 5 key attitudes of commercial negotiation The 4 types of client conversation: relationship, possibilities, opportunities, agreement Telephone prospecting: rhythm, contact, barriers, tailoring Day 2 New and existing clients, opportunity identification and qualification.
Salesforces. A platform for sales best practice sharing, skills improvement and knowledge-sharing A vision for salesforce development – 4 factors Sales excellence is not just an innate talent. It is a learned craft. One which few ‘born salespeople’ can perfect alone. Knowing this, best-in-class sales organisations channel sales talent into a solid developmental process. Transforming talent into world-class professionalism. They achieve something else, too – hiring and developing teams excellent in matching the discipline of systems and processes with the dynamism of entrepreneurship. 1: 3 different sales worlds “Our salespeople need to learn how to sell solutions, not products.” Not necessarily! Transactional selling: value created through cost reduction and ease of acquisition. True relationship management demands capturing and monitoring real customer expectations. 2: Back to basics Markets, models, processes and services have become more complex. 3: Lifelong learning What do we propose?
Your benefits. Attention sales managers! Discover the 5 attitudes to boost your commercial performance Jacques Martinot, December 2009 Our experience with commercial management and the outcomes of various research initiatives lead us to 5 key attitudes to master your commercial performance. The facts: 41% of account managers do not reach their objectives 32% of companies do not have a defined sales approach. Of the ones that have one only 52% pursue it. 55% of clients deserve a better strategic approach (strategic account plan) Where do you stand with your organisation? Do you measure these kinds of data? The establishment in sales recognises the necessity of these quantitative indicators, but are they enough? 1. You have results on your dashboard : it's good... and it’s not enough ! The traditional approach to measuring commercial results is to examine production indicators according to all the steps of the sales process.
Like every performance, commercial performance is a result of 2 forces: 2. And what about your situation? 3. 8 Role Playing Tips To Increase Your Sales Success and Improve Lead Quality! Express: Sales Compensation Management that Runs on Salesforce | Xactly. Whether you are starting from scratch or a long time sales manager, building a successful sales team can be quite the task. You need to establish a team with the right people in place, handling the various functions of sales. By building carefully and rewarding your team appropriately you can guarantee an effective and productive team. Since each function in your sales team has a different responsibility it makes sense that these roles will also have different sales incentive plans.
However managing multiple sales incentive plans can be time consuming and challenging, that’s why automating this process makes sense! Automated sales compensation will give you access to your data, reduce errors, and increase visibility amongst your teams. By automating your sales compensation process with Xactly you can: Incent and reward your Sales A-Team, Review and analyze the production and efficiency of your team, Access complex data in a matter of minutes.
E-Learning for Sales Teams | Sales. Your sales team are keeping you in business. Make sure your sales and product knowledge learning programmes mean business. The Harvard Business Review recently surveyed over 160 sales teams and they identified major sales challenges: Buyers have more information than ever before on their competitors' and their own products, so sales staff really need to know their stuff.85% of companies report increases in product line breadth and complexity. For high-tech clients it’s not usual to see a new product release every few weeks, further increasing the challenge to keep up with the product range to maintain credibility.62% say it takes more than seven months to get a sales person up to speed. Speed to competence is a key factor in enabling sales teams to be competitive. Our approach We've developed targeted elearning solutions, LMS portals and blended programmes for global sales teams in many leading organisations.
Focus on results: Product knowledge learning is a tool to equip your team. Major Pharmaceutical Company | Health & Pharmaceuticals Case Studies. 8 Easy Ways to Increase Sales. Every company wants to increase sales. Unfortunately, many people wrongly believe that selling more always entails working longer hours. Nothing could be further from the truth. Here are eight easy (and relatively painless) ways to increase sales: 1. Think about your product as a verb. Suppose your company makes glue. 2. Contacting more potential customers usually doesn't create proportionately more sales, because you spend time with people who aren't likely to buy. 3. Decide from the start that you're absolutely not going to sell anything that the customer doesn't really need. 4.
When speaking with a customer, don't give a pitch about what your product can do. 5. If you spend more time selling (especially to qualified leads), you'll make more sales. 6. The shorter your sales cycle, the more you can sell during any given period of time. 7. Remember, it's easier to make a single million-dollar deal than to make 10 deals for $100,000 each. 8. How to Write an Elevator Pitch. If you're like most entrepreneurs, you think an "elevator pitch" is a one- to three-minute sales pitch that you could presumably give during a very long elevator ride. If that's what you think, I'm sorry: You've been completely misled. Let's start with the basic fact: Nobody listens to sales pitches.
(Do you listen to them? I don't. Especially if they are coming from some bozo I just met.) To make matters worse, when most entrepreneurs give their "elevator pitch," they talk really, really fast so as to cram as much as information as possible into a short a time as possible. In professional sales, this is known as the "spray and pray" method. That being said, you're crazy if you don't have an elevator pitch, providing you realize that it's not a sales pitch, but a way to turn a casual conversation into a sales opportunity.
What It Should Really Be The original idea behind the elevator pitch was to have something that you'd say to a potential customer whom you happen to meet by chance. 1. 2. Understanding the sales funnel.