When people talk about Business Acumen for sales people they tend to cover a wide range of skills, knowledge and behaviours that they would like sales people to demonstrate in front of a customer. Here are some of the areas are commonly bracketed under Business Acumen: Accounts and financial statements Calling high at the C-suite, […]
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Business Acumen for Sales People
May 21, 2013 – 1:19 pmI speak to many Heads of Sales and Sales Managers and ask the question “What is it that your sales people are missing that would make them much more effective?” It may not surprise you to find out that they never answer a CRM system! Most of them talk about knowing more about a customer’s […]
Posted in Executive Selling, Training Tagged business drivers, business issues, calling high, sales competencies Comments Off on Business Acumen for Sales People
The Challenger Sale
May 10, 2013 – 6:47 pmThose of you who follow my work will know that as well as working with my own clients I am a facilitator for CEB’s Challenger program and the various associated workshops for sales managers. Many of you will have seen lots written about The Challenger model and so I thought I would give my perspective […]
Posted in Sales Attitude, Sales Process, Training Tagged business issues, complexity, customer commitment, gathering information, sales competencies Comments Off on The Challenger Sale
Creating competency based sales training
March 23, 2012 – 4:38 pmI have recently been asked by a prospect if I can create sales training based on competences for specific levels of sales people. In fact, I have done this a number of times for large global companies, but I have never documented the actual approach and methodology I followed in designing, developing and implementing this […]
Posted in Sales Process, Training Tagged culture, sales competencies, training needs analysis Comments Off on Creating competency based sales training
Coaching – the Sales Manager’s most important tool
February 14, 2012 – 8:45 pm“Catch a man a fish, feed him for a day. Teach him how to fish and feed him for life” – unknown. Of all the tools available to a sales manager to drive the performance of individuals in their team, coaching has been shown to be the most important in terms of achieving business results. […]
Posted in Coaching, Sales Management Tagged Coaching, sales competencies, sales managers Comments Off on Coaching – the Sales Manager’s most important tool
Knowing your metrics – driving the pipeline
February 14, 2012 – 8:38 pmGraphically a pipeline, often called a funnel, looks like the diagram shown here. It should contain all of the leads and prospects that you generate through marketing and business development activities. These will then convert into opportunities that your team are working on and track their progress through the sales stages. The pipeline takes on […]
Posted in Sales Process Tagged CRM, metrics, pipeline Comments Off on Knowing your metrics – driving the pipeline
Fishing where the fish are – segmentation
February 14, 2012 – 8:24 pmThe span of control for first line sales managers can now be is high as 12 or 15 sales people, so the amount of joint customer calls is greatly reduced. So being able to control where the sales team are spending their time is key to making the team’s numbers. This is a massive topic, […]
Posted in Customer Focus, Sales Management, Sales Process Tagged business drivers, segmentation, strategy Comments Off on Fishing where the fish are – segmentation
Creating meaningful value propositions
February 14, 2012 – 8:13 pmThe first answer to the question “what can sales people do differently” is to educate their buyers, adding value by teaching them something they don’t already know. This approach takes time, skill and resource, but ultimately is the only way to differentiate themselves from the competition. To do this, sales people need to be able […]
Posted in Customer Focus, Sales Management, Sales Process, Uncategorized Tagged business issues, gathering information, sales managers, sales person, value proposition Comments Off on Creating meaningful value propositions
Business Development Strategies
January 30, 2012 – 5:34 pmTimes are tough, customers are delaying decisions, business is very competitive, customers are more purchasing savvy than at any time and they really don’t want to be sold to by sales people. But no-one told you that selling was easy! So what is the standard response from sales managers (VPs/Directors/managers) to this situation? Unfortunately it […]
Posted in Customer Focus, Executive Selling, Sales Management Tagged Coaching, priorities, sales managers, value proposition Comments Off on Business Development Strategies
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