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 Seminars - Evaluating the Impact of Sales Goals


Within every sales team, you will find some sort of measurement that is used to determine the success of the team and of course the success of the company. Some companies call them goals, while others call them projections. Some sales teams measure success in sales profits, some measure revenue and many measure both.
Regardless of what you call them, sales goals are part of every sales team and are almost always directly tied to the compensation of each sales person.


I have always found the process of establishing sales goals to be intriguing as it's truly a very fine balance between profitability, morale and helping people maximize their potential. It is so delicate that making mistakes establishing goals can crush morale or limit the true potential of a team. It is not an easy task and I recommend sales leaders and managers constantly evaluate the impact sales goals have to the performance of their team.


I have had the unfortunate experience of witnessing many talented sales people fall victim to managers and executives forcing unrealistic sales goals and growth expectations on them. No, I am not one of those people who complains about goals all the time and bashes management, I am simply using this topic as a means to communicate the importance of examining the impact sales goals have on a sales team.


The most recent example I have is of someone I have worked with who is a veteran sales professional. His tenure, sales and generated profits exceed that of 95% of his company's sales force and he has consistently been a top performer. In fact, out of the hundreds of sales people, he is number eight. Not bad!


Over an extended period of time, he was handed down revenue and profitability goals that were so much of an unrealistic stretch, he rarely came anywhere close to achieving them.
While others on his team were doing half the business, hitting their goals and being recognized, he looked like a slouch. And even though he rarely hit his sales targets, he was still one of the top producing, most profitable and experienced sales professionals the company has. His business grew faster than the norm and with the exception of his sales goals all performance indicators point to a highly successful and profitable member of the sales team.


So I ask the obvious question. If you have someone who has been with the company for years, is ranked amongst the top five percent of performers in the company and is more profitable than five average performing sales reps combined, why would you make that person feel like a failure? The answer is obvious. It's obvious, but for some unknown reason, those responsible for establishing goals had their head in the clouds and failed to recognize it. The goals were set the way they were and the impacts were never evaluated.

What is the end result? One of the top performing, most profitable sales people in a company is unhappy, frustrated and feeling like a failure. Not a good thing at all.


Most sales professionals who have dealt with the sales goaling process, understand that there has to be a little give and take. Goals are supposed to be a stretch
and you should have to go above and beyond to achieve them. The bottom line is it shouldn't be easy. The other side of that story is companies must ensure the goals are realistic and don't make top performers feel like idlers. Profitability, growth and pushing you to be your best are the goals of every sales oriented business, but sales managers and executives must make sure they don't get too greedy and fail to recognize the connection between goals, morale and performance.


 

Source: Christopher Thompson link

 

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