All Entries in the "Sales Training" Category
Increase Business Capacity to Increase Sales
Analyzing Organizational Capacity
Analyzing Capacity within a business organization can be one of the most challenging of the sales training foundational competencies. The reason is because a positive cash flow from sales revenue generated by a high performance sales force ensures that the company can afford to risk making strategic market decisions. It needs to be able to service and deliver quality products that can be sold to grow the business.
Alert! Your Competition Just Got Your Market Research Data!!
SPANNING BOUNDARIES
Warning! Your companies market research data has just been hacked! How did this happen? Some sales guy just “spanned his boundaries!” thus the State of a Free Capitalistic System and that is a GOOD thing! Spanning Boundaries is a Sales Training Drivers World Class Sales Competency. It falls under the category of “business insight” and involves the active collaboration of cross functional teams or work groups. The purpose is to collecting critical information on organizational challenges. Sales training and the need for knowledge management will be invaluable to this process as it relates to team building, prospect data collection, cultural behavior analysis and market trends.
Wanted: Engaged Trainers and Sales Managers! Apply Now!
SETTING EXPECTATIONS – A Sales Training Drivers Foundational Competency
Setting expectations for your training class is a reflection of your expectations from upper level executive management. The Trainer is expected to deliver a training program that delivers business results. Executives want to show the impact of your training in their financial statements in the form of increased revenue and employee productivity! (Hint: this is the key to obtaining that increase in your training budget!)
Setting expectations is your most important organizational development responsibility when training a set of sales employees. This is very important!! READ ON!!
Negotiate to Increase Your Training Budget!
Negotiation is vital to organizational effectiveness. Sales Trainers can implement better sales training programs by teaching negotiation tactics. These tactics can be used to facilitate sales support and it can also be used by the trainer themselves to justify a business case to upper level management for increasing training budgets and obtaining the funds for new training technologies and resources that drives sales support. GET YOUR BUDGET BACK!
Decision Makers LOVE Me!
Building relationships – Partnering Up Pays Big
People prefer to do business with people they like! How do you do that? One of the most rewarding aspects of great sales training is teaching others how building great relationships with prospects, customers and their client referrals. This article is about building relationships.
