Open Enrollment Sales Training Seminars:

Location  Date
Charlotte, North Carolina Oct. 6th
Denver, Colorado Oct. 11th
Boston, Massachusetts Oct. 24th-25th
Dallas, Texas Oct. 25th

 


Sales Training:

 

Sales Training Seminars

Welcome to the Sales Training Center's comprehensive resource site for effective, performance-based sales training and sales development programs. Over the past thirty years, sales professionals and sales managers across the world have benefited from our highly interactive sales training seminars. We provide pubic open enrollment and private seminars at the location of your choice. We conduct in excess of 200 monthly sales training seminars throughout the world.

For free, no obligation information on how we can help you please contact us today.
 

Students of a Sales Training Center seminar will learn to:

  • Communicate more effectively with customers
  • Develop the ability to build positive chemistry and rapport

  • Deal with multi-levels sales structures—users, authorizers, and purchasing agents

  • Use post-sales call measurement to assess their own performance and identify key customer issues by thinking and responding like a business consultant

  • Recognize basic styles of buyer behavior and determine how to adapt to each style to create positive "chemistry"

  • Analyze what sales people say, reducing the potential for misunderstanding

  • Effectively manage and control anger, conflict and difficult situations

  • Develop active listening skills to focus on what customers are saying

  • Be able to facilitate, guide, and close discussions in one-on-one and group settings

  • Build and give appropriate credit for other peoples ideas and avoid putting others on the defensive

  • Make a positive impact on the quality of teamwork and productivity within the work unit by effectively giving and receiving feedback

  • Sell long-term relationships rather than price

  • Incorporate interviewing skills into the sales process in lieu of pitching products

  • Apply the appropriate sales techniques based on the buyer and behavior type

For free, no obligation information on how we can help you please contact us today.

 

Sales Training:
Enterprise Sales Seminars - In-bounders vs. Out-bounders


I recently had the honor and privilege to serve as a job reference for a former sales employee. A few years ago I hired this talented young man as an inside sales representative, and made it clear to him up front that it was our (his and mine) goal to grow him into a full-fledged enterprise sales representative. The look in his eyes told me everything I needed to know--that was all the motivation he needed. Within 18 months he had his own territory and we had retained a valuable sales employee.

 

Contrast this with another former employee, now one of the top guns at an enterprise SAAS firm. He began his career as an inside sales rep making cold calls and setting appointments for the field reps. He was so good that his field counterpart became the sales leader with the richest territory. Unfortunately, this also meant he had no place to grow. His success meant that the territory he helped develop was not going to be his anytime soon. This dissatisfaction made it easy for me to hire him into an outside role on my team, whereupon he became the number one sales rep in the company.


In my role as a sales consultant, I talk to a lot of CEO's and Sales VP's. Many of these smart, energetic and aggressive leaders are still confused about the role of inside sales. Their best inside sales reps move on while others keep hanging around. In the world of inside sales, there are In bounders and Out bounders. Confusing these types may doom your inside sales effort and chase away future top performers.


Inside sales must be an entry-level sales position with a career track, particularly if you have a small field-based team and need additional outbound sales effort. For this you need Out bounders. These are future sales all-stars in training. Whether they are centrally located at HQ or working from home office, these are the people who can jump-start your sales efforts. They must be compensated correctly and well; if they are helping to build a territory, they must share in the spoils. Field reps must understand they are a team with their Out bounders.


In bounders are customer-service representatives. Think of IT products vendors with massive call centers. In bounders respond to prospect calls, web leads and customer questions. They may pitch products and upsell additional features. They can qualify and hand-over leads to the field team. In bounders are invaluable to the company that has robust marketing and advertising to complement the sales effort. If In bounders are asked to make cold calls, their efficiency and value falls off dramatically.


As a CEO or VP Sales, you have clear choices when organizing your inside sales effort. If you intend for sales to generate its own leads (with a little help from marketing), then you need to hire Out bounders and set the expectation that they have a career path if they meet established objectives. This is the norm for most companies today, especially early stage tech and web 2.0 firms. Like a baseball team farm system, top notch Out bounders are ready to move up to the Big Leagues if a new territory opens up or a replacement is needed.


If you need lead generation and you don't want to build your own inside sales team at this juncture, then outsource to a firm that will make the cold calls for you. Treat lead generation like advertising. Run campaigns for 90 days, measure the results, continue the calls or take a break while the field reps work the fresh contacts and meetings. These callers are still Out bounders, but on temporary assignment. This reduces the risk and cost of inside sales for early stage companies and creates baseline metrics.


Take a look at your inside sales personnel. Are they motivated to help the field team build their territories? Are they skilled at banging on new doors, introducing the company, spinning the value proposition and setting meetings? Are they compensated correctly and well? If not you may find that your best Out bounders are easy pickings for other companies that can offer them a career development path in enterprise sales. If they're happy to answer the phones, answer questions and qualify leads and this is the model you want, set expectations accordingly.


 

Source: Brian Berlin link

 

For free, no obligation information on how we can help you please contact us today.