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Are Your Sales People up for the Challenge?
Take my free 20 question test and see how many of your salespeople can really sell, or if they are costing you money. The "Are You Salespeople Up For the Challenge" TestRecent Comments
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Tag Archives: Sales Process
Effective Sales Process – Part 5
A well thought out and manageable sales process is simply a way of mapping out and testing all the steps, actions, tools and skills required to take a sale from qualifying the opportunity to closing, follow-up and service. Read more
Evaluating Your Sales Process-Part 4
Evaluating Your Sales Process: How Can You Tell if it’s Really Working? Firstly, do you have s sales process? Whilst this may seem like an obvious question on the surface, in reality, the majority of selling organizations don’t have one that was designed specifically for them. If they have 10 sales people; it is very likely that they have 10 different selling processes happening within their organization. Consider your current sales process – the way in which you and your sales people currently sell: When was your current selling process designed? Who was your current selling process created for? Does … Read more
Posted in productivity, Prospecting, Sales, Sales management, Sales Planning, Sales Process
Tagged Ram Charan, Sales Process, sales success
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Sales Process – What is it? Part 3
What exactly is a sales process? Think of as sales process as a recipe. Just as baking a successful cake requires the majority of us to follow a recipe, so too with selling. The sales process is the science that goes into the sales. The recipe differs from product to product and market to market. So just because you can bake a chocolate chiffon cake doesn’t automatically mean that you could bake a flourless chocolate cake! Unfortunately the vast majority of sales people believe that selling is an art and set about “doing their selling thing”. What they don’t seem … Read more
Demonstrating Why Sales Process Generates Revenue Growth – Part 2
Part 2: The 3 Elements Of Proof – Demonstrating Why Sales Process Is The Key To Sustainable & Consistent Revenue Growth I said I’ll prove it to you! Yesterday I wrote that if you don’t have a formalized sales process, and everyone is just doing their own thing, it is costing you sales every day. I also said I will prove it to you today. For this I will offer up 3 sources. 1. Common sense 2. Research 3. Science The Proof – 1. Common Sense Let me prove to you the powerful impact of … Read more
Posted in Prospecting, Sales, Sales Leadership, Sales management
Tagged Sales management, Sales Process
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Solid Sales Process-The most reliable way for increasing sales?
Solid Sales Process will Increase Sales How do you, as a sales manager, cope with having to write ever-greater volumes of sales revenue, especially in a tough economic environment? How do you get your sales team to generate the greatest amount of revenue, consistently, year after year?” When asked the above questions, most sales managers generally give variations of the following answers: hiring better salespeople being more aggressive apply more pressure on the sales team increasing the level of prospecting and sales activity ensuring that the sales pipeline is constantly full increasing the selling skills and abilities of the sales … Read more
Posted in productivity, Prospecting, Sales Leadership, Sales management, Sales Process
Tagged Sales management, Sales Process
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Sales management Strategies – Sell value to your customers
Sales Management Strategies: How to sell value that your customers will pay for. Why does your sales team lose sales to “lower price” competitors? There is a wonderful quote by Mack Hannan, author of Consultative Selling who expresses this concept so succinctly, he says, “Unless you know your value all you can sell is your cost- If you cannot price your value all you can price is your cost!” Essentially what Hannan is saying is that when your sales people focus on what goes into your products and services, all the features, benefits, and performance outcomes, (what your product/service does), … Read more
Posted in Prospecting, Sales Leadership, Sales Process, Selling Skills
Tagged personal skills, Prospecting, Sales Process, selling
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Selling Skills – Will You Make It Through The Current Economic Turmoil? – Part 3
Part 3 – Selling Skills – Process Power: Predictable, Consistent and Repeatable Selling! In reality, the majority of selling organizations don’t have a sales process that was designed specifically for them and for the way their customers prefer to buy. Of those companies that do have a formal sales process, less than 25% of their sales team follow or use it. Yet selling skills are dependent on having a solid sales process. Typically if a sales organization has 10 sales people, then it is very likely that they would have 10 different selling processes happening within their organization. What other … Read more
Posted in Sales Process, Selling Skills
Tagged sales performance process, Sales Process
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Sales Management Strategies – What Are The Warning Signs That Your Sales Process May No Longer Be Effective?
Evaluate Your Sales Process Using Sales Management Strategies There is no question that for most sales organizations, the market has shifted dramatically over the last 12 to 18 months. Many are, as they say, “doing it really tough!” Whole industries that were in full swing a year ago are no longer buying anything. Customers that were assured of monthly sales revenues have all but shut shop and gone home. Home values are down, unemployment is up, consumers are tapped out and so are lenders. Consumer confidence hasn’t been this bleak since the “recession we had to have” in the early … Read more