All Entries Tagged With: "sales management process"

Great Training = Great Employees!

Great Training takes practice and knowledge of human performance improvement principles. Your job is to evoke a knowledge transfer that makes an impact to specific business results that are measurable and defined.  But, not everyone listens to you. (Surprise!)

Here are some solid, human performance principles that you can incorporate into your training regardless of your curriculum that will encourage and motivate anyone. 

Meet the Metrics! Sales Management Madness.

YOUR SALES MANAGER IS NOT AVAILABLE TO ANSWER THAT QUESTION.

YOUR EXPERIENCED SALES REP  JUST LOST ANOTHER SALE.

THE TEAM NEEDS TRAINING…(AGAIN). What is the problem here?

A Business Case Built to Last: The GREAT Pyramid of Training

Building a Business Case: Your Final Answer.

Building a business case is a sales competency of the ASTD World Class Sales Competency Model. Designing a business case can be a useful management tool that is pivotal to an organization’s success. It is used in supporting the overall planning and decision making for both operational and financial decision making that surrounds company products, services and solutions. 

CRM

Success with Customer Relationship Management
Where multiple actions and reactions become a singular concept…

Sales success is driven by more than just a closed deal, your organization must build long-term relationships with your most valuable customer. Today, maintaining sales relationships is just as important as closing the sale. Having an expert sales force helps keep revenue flowing, but it is critical to maintain customer relationships so your client continues to bring in revenue to your marketing funnel, year after year.

Think about it:

Do your sales practices monitor and evaluate customer relationships after the deal is closed? What would your customers say about your execution? Turn your customer relationships into long-term revenue, and be ready to explain how you did it

(so you can do it again).

Truly successful sales people are able to do both, close the deal and maintain an excellent rapport with their clients. Ensuring your customers are satisfied is part of the entire sales process.

Some companies have customer service representatives handle client issues, and other companies expect their sales people to follow up with their clients on a continual basis.

Whatever your company desires, it is imperative to educate all levels of sales and customer service teams. The one characteristic of a well-established company is having an excellent customer relationship management system.

This system is exclusively designed to focus on building good relationships with customers so they grow and become even more successful.
Customer Relationship Management starts with a firm foundation built on sales competency and can help your sales team stay on the same page.

Sales Leadership Anyone?

Many sales managers fall into the trap of being “deal troubleshooters”.  How does you sales management training cope with this? Does your sales management training help sales managers become better people leaders?

Sales Leadership Considerations:
Do people want to become excellent and well-respected leaders? How do you know for sure?

Can salespeople help each other succeed, or is it really an individualistic and autonomous occupation?

How effective is your sales training at helping people understand the leadership skills they bring to the table?

How does your sales culture support (or impede) the development of individual sales leaders, at even the most entry-level positions (or is that even worth thinking about)?

A solid and unified team of sales professionals is a key factor to meeting the company’s targets and achieving its long-term goals. Developing sales leaders would are able to communicate well with the rest of the team and gain team member support is critical.