Open Enrollment Sales Training Seminars:

Location  Date
Houston, Texas July 19th-20th
Chicago, Illinois July 25th
NYC, Yew York July 27th
Atlanta, Georgia Aug. 10th
Dallas, Texas Aug. 16th
Boston, Massachusetts Aug. 17th-18th

 


Sales Training:

 

Sales Training Courses

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 courses. We provide pubic open enrollment and private courses at the location of your choice. We conduct in excess of 200 monthly sales training courses throughout the world.

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

Students of a Sales Training Center class course 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:

Measuring Sales Skills - Activity or Effectiveness?


I recently overheard this comment about a savvy CEO of a company with a software offering: “He runs his sales organization like a machine. He knows exactly how many calls each sales rep needs to make each day to hit their quota. And, he knows every day if they hit that number.”

I’ve seen the “Sales is a numbers game!” mantra applied often and indiscriminately in both transactional and complex sales cycles.

In transactional sales environments, there is usually a single decision maker and the customer knows exactly what he/she wants. The salesperson is the simple conduit between the customer and the product. In such situations, the focus on numbers may be justified.

However, a complex sales cycle requires many things that make it a poor fit for just focusing on activity. When you focus on numbers, you miss important things.

In complex sales, there are multiple decision makers and it is the job of the sales advisor to show how their offering can help the customer get what they want.

This means the salesperson needs to understand the customers’ business and their unique challenges. Here, the focus needs to be more on ‘effective’ conversations and less on quantity. Instead of focusing on the number of calls or emails your advisors make, you want to know if your sales team is asking the right questions to qualify prospects. And you want to ensure that the entire team knows what those ‘right’ questions are.

So why this prevalent focus on quantity?

Because measuring quantity is easier and is all that is supported by today’s ‘sales management’ tools. CRM systems make no distinction between transactional and complex sales cycles. Your existing CRMs can tell you how many calls rep ‘A” made in a day; they provides no visibility into the quality of that call. Nor do they provide the tools to help reps improve their conversations over time.

Fortunately, things have changed: Sales managers don’t have to be limited to only measuring their team’s activities to ensure they hit their targets. Now, they can offer their sales people tools that also help increase their quality and effectiveness. Measuring quantity and activity does impact sales results; we know it’s just not enough.


Source: Samna Yaqui link

 

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