| Sales Effectiveness (Training Modules) |
Each of the training module mentioned below is based upon concepts of Inquire, Involve, Innovate and Impact.
How we inquire into your team member engagement strategy, involve all levels of your organization in its execution, innovate outside-of-the-box interventions to imbed your strategy into the daily fabric of your operation so that, together, we can impact behavior to get the results you want.
Coaching Salespeople
The focus of this module is to improve the skill level of a sales team. Most sales training focuses on product knowledge instead of improving performance in what salespeople actually say and do when they are in direct contact with customers and prospects.
Hiring Salespeople
Following a structured, objective approach to hiring new salespeople creates better hiring decisions. Effective hiring includes identifying candidate criteria, promoting the position, screening applicants, interviewing, analyzing to make the decision, and planning the first day, week, month and quarter for the new hire.
Interest
Generating interest uses questions to help the buyer and seller clearly identify needs and see ways to solve problems or create opportunities. You do this by applying a four step questioning model, uncovering buyer interest areas, identifying buying perspectives, and creating capability statements customized to each buyer.
Motive and Commitment
As you move toward the end of the sales process it becomes important to create a sense of urgency for the buyer and to find a natural way to ask for the commitment. You do this by communicating what the buyer lacks and painting a clear picture of what they will have with your solution. You ask for commitments through the sales process, then use one of six options to close the sale.
Objections
Objections to your solutions are a natural part of selling. You resolve objections by following a process of listening for understanding, questioning for clarification, cushioning to establish common ground, presenting compelling evidence, and evaluation.
Rapport
Building rapport is a critical step on every sales call, whether for a new prospect or a long time client. You do this by understanding what buyers want, exchanging pleasantries, grabbing favorable attention, establishing credibility, and clearly defining an agenda for the call.
Recruiting Salespeople
Filling the recruiting pipeline with sales candidates helps reduce hiring mistakes by being proactive in finding candidates rather than reactive when a position needs to be filled immediately. Sales managers need to be able to identify sources of talent, clarify criteria for making objective hiring decisions, and reach out to their networks to promote the position and identify candidates.
Sales Meetings
Salespeople often look on sales meetings as an interruption rather than adding value to their time. Agenda items for high performing sales meetings include inspiration, goal reporting, customer success stories, skill training, recognition, and commitment to new targets.
Sales Performance Defined
Defining clear performance expectations that relate to the organization's vision, mission, and values creates win-win outcomes. Identifying key result areas and SMART performance standards in these areas develop clarity. Duties and activities, and skills, knowledge and abilities are aligned to create measurable results. Regular follow up through status meetings and measuring skills and activities creates consistent feedback and results.
Solution
This step of the sales process ties your solution to the needs and interests of the buyer. You communicate with impact, with specific facts, show related benefits, customize the application to the customer, use the right form of evidence to overcome doubt, and evaluate with a trial close.
Successful Sales Leadership
Leading salespeople is one of the most challenging jobs, requiring the ability to manage yourself and a team of people who are generally high achievers and have demanding personalities. Effective sales managers need to recognize and avoid common leadership mistakes, prioritize to avoid the tyranny of the urgent, and understand the factual, causative, and value-based motivators of their salespeople.
Master the Selling Process
Applying a logical, repeatable and proven sales process helps salespeople know where they are going and how to plan for success. Sales people need to be able to follow a repeatable pattern to build rapport, generate interest, present customized solutions, overcome objections, create urgency, and ask for commitments. This module pulls together the full sales process. You will practice giving your sales presentation, as you would to an actual buyer, with peer assessment and feedback.
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