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 Classes

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 classes. We provide pubic open enrollment and private classes at the location of your choice. We conduct in excess of 200 monthly sales training classes 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 workshop 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:

Sales Management Classes - Becoming a Great Sales Coach


Jim Collins has made a mint on his best-selling book, "Good to Great." But recent research on sales coaching by the Sales Executive Council suggests that the difference in sales productivity achieved between a team led by a "good" sales coach vs. a team with a "great" sales coach is not that significant.


The research found that salespeople who work for a manager with "medium" coaching effectiveness achieve 97% of their sales quota, vs. 102% of quota for those who work for a highly effective sales coach. This modest 5% difference in sales achievement compares to the whopping difference between reps coached by a manager with "low" coaching effectiveness (who reach just 83% of quota) vs. one of medium effectiveness (97% of quota achieved).


The implication is that good coaching is good enough to capture the lion's share of the potential benefit from improved sales coaching. The difference between "medium" coaching effectiveness and "high" effectiveness is just 5%, while the difference between "Low" effectiveness and "medium" is a whopping 14%.


Sales managers can achieve a significant improvement in sales results if they can improve their coaching just a little bit. So the question is, "what is "good sales coaching"?


What Is "Good" Sales Coaching?
Sales coaching has two components: performance management and developmental coaching. Performance management is the monthly or quarterly one-on-one meeting where you review a rep's sales results, activity level, and evaluate their performance.
Developmental coaching, on the other hand, is about developing the salesperson's competence and willingness to sell better going forward.


In short, performance management looks primarily to the past; developmental coaching looks to the future. To be a "good" sales coach you must engage in both performance management and developmental coaching on a regular basis.


The problem is that, with all the distractions sales managers face, the first thing to go out the window is developmental coaching. I recently interviewed several sales managers one-on-one for a Fortune 500 client, and discovered they were spending less than 5% of their time coaching, yet 85% of the duties described in their job description were directly related to coaching salespeople. Another way to say this is that these sales managers were spending 95% of their time focused on 15% of their job description. Not good.


These reactive, "fire-fighting" sales managers fell back on the quarterly performance one-on-one that for was, for them, more of a creative writing exercise. They hadn't observed their salespeople selling, so when a sales rep produced a bad month the sales manager didn't know why.


If the only type of coaching you're doing is evaluative in nature, then salespeople don't think of it as coaching. They think of it as criticism.


In contrast, if you're helping your salespeople to think through what they need to do to win a sale and at the same time striving to improve their selling skills - which is developmental coaching - then your salespeople will more readily accept all of your suggestions for sales improvement.


Any sales manager not engaged in developmental coaching on an on-going basis would, in my opinion, fall into the "low" coaching effectiveness category. For you to consider yourself a good sales coach you must make developmental coaching a priority.


To achieve a significant increase in sales you don't have to be a great sales coach - you just have to be a good one. But to be a good sales coach you've got to spend more time developing salespeople's skill and abilities with sales training classes.


To increase sales productivity you don't have to be a great sales coach - you just have to be a good sales coach. How much time do you spend in developmental coaching of your salespeople?


 

Source: Kevin Davis link

 

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