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By admin

With A Little Help From Friends…

With A Little Help From Friends…

It’s funny how our minds make connections. Over the Holidays, I couldn’t get the phrase, ‘with a little help from my friends’ out of my head. No matter where I went, that phrase kept popping into my head.

During the Christmas vacation I visited Leyland, UK. In the 1870’s, Leyland was known as the “Garden of Lancashire.”  Hewitson writes in 1872 that Leyland has a “genial, rural appearance…surrounded on all hands by a unique picture of pastoral beauty – by flowers and fruitful flocks, by blooming orchards… by grand old trees and fertile lands…you can breathe freely in the place.” The growth of the light engineering rubber and motor vehicle industries in the latter part of the 19th century changed Leyland in particular.

One local success story is that of The Leyland Steam Motor Company, founded in 1901 by James Sumner and the Spurrier brothers.  This was a significant and successful partnership and the company evolved into the world renowned Leyland Motors.  Now known as Leyland Trucks (part of Paccar), the company celebrated its 110th anniversary in 2006. “With a little help from (its) friends”, Leyland Trucks made it to the 110th anniversary of its founding and is still going strong!

Later as I walked the grounds of Worden Park, a destroyed Manor Hall, I was fortunate to pass by a Georgian walled garden which has been restored to show the wonderful working gardens that would have served the Hall. In this garden I discovered a Cedar of Lebanon “Cedrus Libani”. This tree, like the Leyland Steam Motor Company, has seen over hundred years and been buffeted by the winds of time and change. It too has been supported by the same people that supported Leyland Steam Motor Co. – the people of Leyland! No entity whether a business or a tree can stand that long without “a little help from its friends”…

So then, if your company – or your garden – is to last one-hundred years and more like those in Leyland, what will be needed to ensure success? Employees will retire and new ones will need to be hired. Those new employees will need to be trained and over the course of time, taught new skills to meet the new demands of the marketplace. Just like Leyland Steam Motors, your company will need ‘a little help from friends’. When the time comes, WIN Programs would be happy to lend a hand…

 

Sign ‘Cedar of Lebanon’, Worden Park, U.K.                                       The Tree Itself, With ‘Support’ From Friends

 

Photo Credits: L. Loizidou

 

By admin

Follow 5 rules to avoid hiring sales people that won’t perform

Follow Five Rules to Avoid Hiring Sales People That Will Not Perform

When clients are feeling the urgency to hire a sales people they are expecting too many candidates from ads posting or head-hunters and in most of the cases they overlooked that quality of candidates will make or break their business.

In this case, “more” would mean more like the ones they already have instead of more like the stronger ones they said they wanted to hire…
Change the way you select new candidate have a huge impact on the business and it becomes crucial to set up the rules that will lead you to Hire Stronger yet stars sales people, sales supervisors, sales managers and also senior business developer for corporate market.

There are many possible reasons why a large percentage of sales people candidates that you will assess or meet are not being a good fit to your business, you will not discover that before you engaged them. To avoid a very expensive bill, you have to evaluate your Sales Ghost before including in your offering the following crucial elements that will attract the best sales people.

 

Here are some to consider:

Expectations

Clients expect at least half of the candidates to be recommended and are frustrated to have very few that are worth hiring in their pipeline. Few choices mean constraints.

Compensation

Clients often set the difficulty level of the job really high, hoping to get an extremely strong salesperson. But they fail to change the compensation, keeping it the same as what they were paying mediocre salespeople. The result is that only mediocre salespeople apply for the position.

Ambiguities

Criteria that only a strong, experienced sales people could possibly possess is included in the job posting. But so is compensation consistent with a mediocre salesperson. Result? A reduction in the overall number of candidates because the pool of candidates who meet both the criteria AND can live with the limited compensation is very small.

From the same Industry?

Organizations often demands to hire sales people from their industry. For some reason, the very people who feel that way tend to be from the industries that have the worst salespeople. Nobody gets recommended!

Sales people Profiling

Organizations create an image of the salesperson that makes it sound like profiling. They require someone dynamic, motivated, with a degree, minimum years’ of experience, well-dressed, professional, and trustworthy. What does all that have to do with selling effectiveness? They forget the sales centric and predictive criteria’s that are the elements of a successful sales person selection.

Change

If you want better salespeople, you need to do the work to make sure you attract better salespeople and use a Sales Hiring Mistake Calculator.

Stop

Hiring like you always did and begin using very specific assessment tool from the sales industry and not IQ or profile assessment but select the best ones that are sales centric assessments.

By admin

Why Sales Performers are Hard to Find?

Discover the latest Sales Hiring Tools that organization need nowadays to stop selecting weak sales performers

Register for Our February 26th Webinar

 

“What Percentage of Sales Candidates are Worthy of Being Hired?”

 

Dave Kurlan, Founder and CEO of Objective Management Group. Dave will lead you through a 45-minute session that walks existing OMG clients through our Candidate Analyzer – a web tool for sorting and filtering their candidates that have already been assessed.

This LIVE webinar will be held on February 26, 2014, 11:00am-12:00pm USA Eastern Standard Time (GMT-5).

Please fill in your contact information below, and we will email you instructions for joining the webinar. Thank you!

By admin

Professional Sales Training to Keep Up With the Middle east New Market Trends

Professional sales training can provide the insight, knowledge and momentum that a company needs to reach out to a bigger segment of the market, optimize the overall profits and eliminate weaker factors that hinder growth.

The sales and marketing industry has undergone a tremendous transformation over the years. With newer trends raging the middle east market and customers becoming more and more tech savvy, the sales department of any organization needs a brush up on their skills and management.

From team leads to customer support personnel, firm hold over the industry trends, resource planning, performance management and market assessment is imperative for boosting overall growth and performance of the company.

Wondering why more and more organizations around the globe now opt for professional sales training certifications for their management and sales force? Keep reading to find out:

 

Team Management

One of the core advantages of professional sales training is that it guides sales personnel to perform up to their full potential and opens doors to creative learning and performance tracking on an organizational level.

Sales training enables teams to think and perform on the same level which reduces the performance gap between the upper management and the sales employees. Professional sales training brings out leadership qualities in an individual and this added exercise and experience results in a positive impact on the company’s sales performance.

 

Personal Growth

Nurturing of interpersonal skills and inner motivation goes a long way in boost sales performance like never before. Professional sales training helps an individual identify their hidden team management and leadership skills and this individual growth leads to catapulted sales and profits for the entire organization.

 

Knowledge of Leading Selling Skills

The industry trends are converging towards a techier and web oriented approach for marketing, advertising and sales leads generation. Knowledge of these latest selling trends leads to more sales and ultimately results in loyal and happy customers for the brand.

 

Time and Resource Management

Professional sales training is all about gaining an insight about available resources, highlights of the company services and the pros and cons of operating in the current market. This detailed handle over company information and resources enables sales professionals to manage their time and resources with an edge and this brings greater returns and profits for the company.

 

Planning Skills

The fact that makes professionally trained sales individuals rise up to higher ranks and managerial positions in the company is that sales coaching enables them to plan proactively and confidently and reach out towards greater sales prospects and targets quickly and effectively.

 

Focused Approach

Identifying the needs, requirements, mindset and expectations of the target market is essential for gauging optimized sales and bring in more business for the organization. Assessing the market situation and then winning over clients by getting inside their shoes is the main factor that translates to long term loyal customers for the company. Professional sales training arms you with all the concepts you need to nail market trends and identify customer psyche.

 

Broader Perspective

Professional sales training enables you to think outside the box and implement your creative strategies, skills, experience and knowledge for conceptualized growth in the market. Whether you are looking for local success or want to expand your reach to the global markets, professional sales training arms you with all the tools and skills you need to make an impact in the market and win over clients.

 

This performance-emphasized growth is the key reason that makes professional sales training a vital ingredient for success and makes a professionally trained individual a valuable asset for the company.

By admin

5 Sales Training Topics to Automate Sales Performance

Does the consistent delivery of Sales training topics will help sales performance?

Optimizing sales performance requires training with an edge. Addressing the right issues at the right time can leverage the performance of the entire sales time which can in turn bring a robust growth in the success graph of the company.

Training the sales team is of critical importance, because it is essentially this workforce that brings the real customers and the real bucks to the business. When you coach with the right attitude and target the key problems, success and growth automatically follow.

Wondering how you can excel in sales training to improve and automate sales performance? The following five topics demand your immediate attention! Focus on these key areas to bring an instant lift to your team’s performance.

 

Planning, Discovery and Sales Management

The most critical and important of all sales training topics, teaching sales reps how to plan, execute and discover profitable sales opportunities deserves special attention and consideration. Most sales training programs fail in the first place because while reps are trained how to bring in customers, they don’t know how to manage their growing responsibilities, discover new opportunities and plan for prospect goals.

Thus, it is important to train, motivate and encourage each sales rep to perform up to their full potential and drive them to achieve automated sales performance.

 

Popular sales training topics for this genre include

– Uncovering the needs and wants of the customer.
– How to understand the buyer mindset.
– Managing positive and negative feedback.

 

Lead Generation and Networking also as sales training topics

Today, there are more and more advanced mediums available to rake in sales and increase brand recognition and customer engagement. Training sales representatives on how to use these sales mediums to improve networking can be highly beneficial and can automate sales performance and customer retention to a large extent.

 

Popular sales training topics for this genre include

– Networking and referrals.
– Maximizing the use of technology in sales management.
– Creative selling skills.

 

Negotiation Skills

Negotiation is one of the most important abilities of a sales rep. A lot of people think that the quality is inborn, but with the right training and insight, any sales rep can negotiate with customers effectively and drive the company’s sales target to new heights. When training about negotiation, it is important to focus on the additional factors too which facilitate effective negotiation and help the sales reps connect to the customers on a more personal and relatable level.

 

Popular sales training topics for this genre include

– Negotiating and its relation to customer engagement.
– Winning over clients with presentations and communications.
– How to handle objections.

 

Customer Support Skills

The difference between an order taker and a sales person is the way they interact and communicate with the customers. Selling in the right way to the right people with the right approach is the main factor that will channel success and growth to your company. Building strong customer dealing skills is one of the most important sales training topics out there because it converts a customer to a loyal customer. Coaching sales rep on how to talk about the company and the products and how to sell a service instantly automates sales performance and results in positive results down the road.

 

Popular sales training topics for this genre include

– After sales services.
– Get more from a sale with a good closing.
– Increasing credibility in the eyes of the customer.

 

Communication and Relationship Building

Closing any sale on a positive note opens doors to multiple opportunities in the future. Not only does it result in customer loyalty, but also positive word of mouth for the organization in general; which can bring in more sales and more business in the future.so the answer is a regular and continuous sales training topics to select based on the on time needs of the sales force.

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With A Little Help From Friends…
Follow 5 rules to avoid hiring sales people that won’t perform
Why Sales Performers are Hard to Find?
Professional Sales Training to Keep Up With the Middle east New Market Trends