Sales Training Consultants
Performance Through People
TYPES OF SALES TRAINING
- Business Acumen Skills
-
These skills are often the ones that are forgotten when the sales training plans are developed These are the skills that provide the link between the customer's real business drivers and the actual technology implemented. Too often sales people try to win business by fulfilling the technological needs rather than understanding the real business issues and building the value proposition from there.
- Industry & market knowledge
- Understands the dynamics, trends, and pressures of customers' industries
- Understands competitors and positions our solutions appropriately
- Applies industry information, regulations, strategies, and developments to personal sales strategy
- Customer knowledge
- Understands the customer's business (strategic priorities, mission statement, organization, brand promise, processes, systems, and business operations), loyalty and satisfaction drivers, and the customer's customer
- Product & technical knowledge
- Demonstrates a knowledge of competitor products
- Aligns our products and services to applications to add value that clearly differentiates us from the competition
- Knows product applications and technical capabilities (strengths, limitations, etc.) of our products and customer's applications, procedures and processes
- Finance for sales people
- Demonstrates a knowledge of basic accounts, balance sheet, P&L and cash flow
- Understands profit, margin, ROI, TCO, and cost/benefit analyses
- Talking an executive's language
- Able to understand the differences in language and topics at executive level
- Constructs sound business cases based value to the customer's business
- Understands the real business needs driving technology implementation and positions our solution accordingly
- Industry & market knowledge
Can we assist with your training requirements? Just email us now with your details and we'll get back to you.
Contact john@sales-training-consultants.co.uk
Bookmark The Site.
Sales Blog Home
Sample courses
Sales skills
Management skills
Personal effectiveness
Consultancy
Training needs analysis
Sales force assessment
Competency based training
Training design
Sales training
The need for training
For company executives
For customers
For sales people
For sales managers
Types of training
Core sales skills
Business acumen
Individual Effectiveness
Sales induction
Delivery options
elearning
Face to face
Seminars
Power hours
DVD/CD
On the job
Measuring success
Level 1 - reaction
Level 2 - learning
Level 3 - behaviour
Level 4 - results
Common mistakes
No clear objectives
Its not sales training
What changes
No executive sponsorship
An isolated course
No sales engagement
The way forward
Tailoring for your needs
elearning for the basics
Face to face for momentum
Power training to re-enforce
Management training
Leadership
Driving the team
Coaching for results
General management
Case studies
Moving from product to services sales
Virtual team leadership
Selling managed services
Developing sales people new to IT
Delivering key executive messages
Changing management behaviour
Resources
Friends pages
Training quotes
Training feedback
Sales training books
Sales books
Leadership books
Management books
Self Help books
Sitemap
Contact
2007 Copyright © http://www.sales-training-consultants.co.uk