Placing a great salesperson is easy – placing a great salesperson in THE RIGHT ENVIRONMENT isn’t plain sailing.
Read our guest blog from Mike at Persona Sales Training and understand why having bespoke sales training for your staff is the best option.
Finance Director: “What if we spend all this money training salespeople and they leave?”
Sales Director: “ What if we don’t and they stay!”
In the last few years of working with both large and small companies, what observations can we make in terms of really increasing sales and profit and cutting costs. Any of which you can choose to consider or dismiss…
Understand or calculate the real cost of sales failure/turnover
What are the components?
There are others I’m sure but for one of our customers we estimated upwards of £250K minimum [yes, I’m being conservative!]
Contributing factors to unrealised sales potential
There can be many however we should consider 4 key components for successful high performers:
The rush to employ the best of what we have seen or somebody else’s Farmer, Plodder, Account manager usually fails. In the world of today it’s time to develop and grow your own successful team with a systematic one-year flight plan.
Sales Essentials for today’s UK market
Here are some winning key skills/competencies we believe essential for the B2B market:
There are others I know but if we’ve rung some alarm bells maybe it’s time to look at how to take step forward to long term increased effectiveness?
The Sales 2.0 real cost and effectiveness on sales results
We still haven’t found one B2B customer who can sit back and rely on marketing/e-shots/google/twitter etc. to fill their sales pipeline…
Lest we forget “People buy from people they like” and “For their reasons – not ours!”
Think back, didn’t all your great sales start with a relationship first?? Let’s just get better at developing a great relationship where they see you as an asset and a partner. Then you help them through a process to buy the very best solution…
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It is not what you knowwho you know and it’s what you do with who you knowthat really matters.
Source: Richard Denny
The Six Cylinders of the Professional Sales PersonBusiness KnowledgeIndustry KnowledgeCompany KnowledgeProduct KnowledgeSelling KnowledgeATTITUDE