All Entries Tagged With: "sales 2.0"

The Power of BELIEF. It is all about YOU.

Sales behaviors will be driven by your belief that you can sell. Change your beliefs, and you’ll change your behavior and get better results. Well, it has always been said, “If you believe it, then it shall become so”. As Henry Ford said: “Whether you think you can, or think you can’t, you’re right.” YOU ARE WHAT YOU THINK.

Building Business Skill

Train with Business Skill

According to the book “World Class Selling: New Sales Competencies“, the art of building business skill involves demonstrating business understanding to develop solutions relevant to business success. Key Actions include:

• Incorporating business and industry acumen into work. (Understanding terminology and key processes to communicate effectively with stakeholders.

• Exhibits business oriented perspectives in assessing tools. (How to achieve profitability, assessing value and priorities).

• Incorporates leagal and contractual requirements into work. (Standard contracts, Statement of Work, requirements and setting expectations.

• Incorporates financial understanding into work. (Costs and financial returns, business value, resource positioning.

The emphasis on teaching business skills training is is unique. The knowledge and understanding that each business has distinct challenges, strengths, and weaknesses is crucial to delivering quality sales training. The best sales trainers will  invest time and energy into creating programs that address each business need, employee need, and management / leadership need. Strive to develop a long-term solution to business needs in a way that best suits the the individual and your company.

“Practice Your Craft” – Move your own Cheese!

Duke University (and U.S. Olympic) Men’s Basketball coach Mike Kryryzewski (Coach K.) believes “When the going gets tough, your stars want to play. The best thing you can do as a leader is let them play.”

How does this relate to Sales Training?

Well it says a lot about the how Sales People are trained to master the  “Knowledge, Skills and Attitudes” needed to perform sales activities effectively.

Sales Training Drivers prides itself on following the models set within the framework of the World Class Sales Competency Model. Competence is a masterful concept that deserves attention. Practice heeds unconscious competence and has relevance in building the sales team. Practice teaches timing, time management, and how to intuitively sustain the probability of consistent monthly business revenue.

There is no argument for the condition of “Practicing your Craft”.  You certainly must crawl before you begin to walk. So, why not “Play” when you are “Performing”?

What do you mean by “playing”?

Set your mind on having fun with your sales activities while focusing on getting your selling skills to the competent level. Pushing Sales Performers and stretching their knowledge, skills and attitudes under pressure, may just be the thing that builds the sales profile necessary for mastering the art of selling consistently and adapting to the daily changes that affect you in a selling environment.

Be a Leader of Change! Resistance is Futile.

Facilitating Change is a World Class Sales Competency that needs attention! This subject is so COMPLEX and CHAOTIC that it is very difficult to explain, manage or measure. As a Trainer, it is critical now for you to be able to understand how change affects your company and is reflected in your training. Let’s keep this SIMPLE!  

Your Decision has Power and Authority

Prioritizing Stakeholder Need

Your decision has real impact.

We make decisions everyday on the job. Sometimes we face decisions are hard, and when there is more at stake, we want to make sure that we did the best to make the right decision, took the right action, and did it in a timely way. We also want to make sure “why” we are moving forward in one direction or another.