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, […]
Sales Training Consultants
Performance Through People
- Tag Archives: sales competencies
-
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 Also tagged business drivers, business issues, calling high 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 Also tagged business issues, complexity, customer commitment, gathering information 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 Also tagged culture, 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 Also tagged Coaching, sales managers Comments Off on Coaching – the Sales Manager’s most important tool
Sales Objections
July 20, 2010 – 3:32 pmI was running a Resolving Objections workshop a few weeks ago and I always start by getting the group to call out the most common objections they face and I write them on a flipchart to work with later in the day. I always jot down the objections after the workshop and I have noticed […]
Posted in Customer Focus, Handling Objections, Sales Attitude Also tagged empathy, gathering information, qualification, questions, sales person, value proposition Comments Off on Sales Objections
Qualification Acronyms – Instant Sales Guides
June 14, 2010 – 11:36 amAcronyms are excellent ways of remembering a set of ideas, and they are particularly good for sales qualification. To me, sales qualification is absolutely crucial for any sales person – where are you going to spend your time most effectively, which business can you win and which business should you walk away from? The one […]
Posted in Closing, Sales Guides, Sales Management, Sales Process Also tagged gathering information, priorities, qualification, questions, sales managers, sales person Comments Off on Qualification Acronyms – Instant Sales Guides
The Art of Sales
June 8, 2010 – 12:40 pmTo me, the key skill of a sales person is questioning, being able to get the customer to give you all the information you require to enable you to deliver the order-winning proposal. After all, selling is a game and the gaining of information like searching for all the pieces of the jigsaw puzzle to […]
Posted in Coaching, Customer Focus, Training Also tagged empathy, gathering information, question checklist, sales person Comments Off on The Art of Sales
Negotiation Checklist – Instant Sales Guides
June 2, 2010 – 5:50 pmPart of the Instant Sales Guides series The Negotiation Checklist Understanding the Customer ☐ What is the business issue they want to solve? (What’s their ROI?) ☐ Who is involved, who are the buying influences and how do they view us? (Executive Sponsor, User, Technical, Coach, Third Parties) ☐ Who are we actually negotiating with, […]
Posted in Negotiation, Sales Guides Also tagged BATNA, customer commitment, sales person, value proposition Comments Off on Negotiation Checklist – Instant Sales Guides
Instant Sales Guides – The Launch!
June 2, 2010 – 5:20 pmMany people have asked me if I could create a set of guides and checklists to help sales people prepare for meetings and other common sales situations – we all love a good checklist. So I am going to publish a number of these free guides under the Instant Sales Guide banner. Ideas so far […]
Posted in Sales Guides Also tagged business issues, sales person Comments Off on Instant Sales Guides – The Launch!
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.
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
