Selling effectively can be described as “the skill of letting others have your way”.
The Sales Performance Factor is targeted training in which your salespeople develop the methodology used to execute the sales process and the tools to measure ongoing sales performance.
A well-structured sales process allows the user to track the progress of their client through the purchase journey. Whether you are new to sales or currently handle numerous clients in various stages of purchase, a methodology will become your most valued tool. Being able to track where you are with individual clients at any given time will enable you to prepare, deliver and follow-up client engagements more effectively and deliver beyond client expectations.
During training we consider the following key aspects as we work together to create your unique Sales Performance Methodology:
- Company values. We start by examining your company’s values and how these values influence you and your individual brand.
- Role capabilities. We next determine the specific capabilities that you need to be able to demonstrate in your role.
- Dollar-productive activities. What the key dollar-productive activities versus the ‘time-wasters’? Determining where to focus your energy is the next stage in planning how well and how often you execute the steps in the sales process.
- Measurement. Key to the ongoing success of training is the development of measurable performance indicators to which salespeople can hold themselves accountable.
My business is about closing the gap between the expectations of owners, leaders and managers and the actual achievements of their salespeople.
The Sales Performance Factor Training consists of five modules, which can be delivered over one or two days. The workshops are highly interactive and include a number of practical and group exercises.
Before committing your training dollars, I recommend that I conduct a Discovery Session with your team members to learn about their perspective of what may be contributing to their performance. This will take the risk out of selecting the most cost-effective training topics for your team. This tailored approached to up-skilling your staff will not only have greater appeal to your people, but will also provide your team with measurable guidelines for continuous improvement.