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20
Apr, 2018

By admin

Sales Transformation: 3 Necessities for Groundbreaking Sales Performance

Sales Transformation: 3 Necessities for Groundbreaking Sales Performance

 

Sales transformation has come to be a new frontier in the era of rampant technical and technological shift. This is due to the ever-evolving sales environment, as well as changing communication preferences.

To bring about sales transformation in this day and age requires more than just a good pitch. There are certain measures that need to be taken, in keeping with the times. But it is doable.

The Sales Transformation Trinity

The 3 most vital requirements for effective sales transformation

1)    Using Analytics and Insight to Capture Customer Attention

A majority of customers hold insight and value received through the sales experience, as more valuable than all other aspects such as product, brand, and price-value ratio. Commercial insight is slowly proving to be the Holy Grail for sales professionals, with thought leadership taking the backseat when it comes to conversion and buying action.

This not only alludes to the information which customers are bound to find thought-provoking or interesting, but this insight will compel a customer to change anywhere from a few to all of their working and purchasing practices.

2)    Develop Expert Sellers and Strategically Superior Managers

Training sellers and bringing managers up to speed will continue, especially when the sales environment changes almost every week. These positions need to be engineered with the times and talent needs to be developed steadily.

Companies which focus on their front-line sales professionals will find it difficult to keep up with the plethora of challenges in the near future. To achieve this, a comprehensive training schedule – one which includes the managers as well as sellers – will need to be formulated.

Remember, it’s about tailoring the strategy to the ideal customer, teaching him/her something brand new, and taking effective control of the entire sales process.

3)    Align Customer Buying Processes with Internal Enablement

Sales professionals can’t be expected to remember how each customers buys, which is why it is beneficial to keep buying behaviors aligned with the skills of the sales team. This will make sales transformation the primary concern within the day-to-day sales routine of sales professionals.

Additionally, it will allow the customers to align their purchasing activities with each other, which will aid with better sales performance. Due to increasing population and more people connecting with each other, the amount of opinions and buying practices are more diverse than ever. This is why the more the customers are aligned with the content strategy, demand generation and internal enablement, the more the sales professionals will succeed with set goals.

Conclusion

The right sales ecosystem – one which features spontaneous strategic optimization – consistent managerial and seller training, as well as commercial analytics, are the key to success for sales .

Customers are brighter and more integral to the internal sales process than ever before. If a company can channel that involvement, modify it, and take advantage, it will prove advantageous throughout the year and beyond.

 

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11
Mar, 2018

By admin

Is your B2B sales team building the Value Proposition?

Is your B2B Sales team Building the value proposition ? 

Sales people that apply solutions selling starts researching prospects challenges that prevent them from reaching their goals.

Solution selling is a whole process of thinking on the behalf of prospects, asking and discovering their urgent needs.

Creating a relevant and credible value proposition will be meaningful only if it is consistently used towards prospects’ wish list.

It is crucial to apply the value proposition in every conversation that sales leaders have with prospects to close deals easily. The steps below should help with this process:

1- Find out why prospects buy from your company in the first place? What value do they seek?

2- Ask enough questions to identify their challenges and find out how important it is for them to find a solution.

3- Act like a consultant and put yourself in their shoes. Think what you should do to gain their trust

4- Make sure you have a conversation with all your prospective buyers and address their compelling reasons to buy.

5- Create the value proposition, making sure you quantify their loss or gain if they buy your product.

B2B team leaders need to master their value proposition.

Nowadays, building credibility will get you through the client’s door. However, team leaders can only build their credibility if prospects get to know them.

B2B teams need to build their network and get in touch with their base on regular basis. One way of doing that is feeding prospects with information and taking care of their business in the same way they work on of achieving their target.

Remember that prospects can access any solution/product online. Being agile and alert is the only way to keep learning prospects’ needs and market challenges.

How do you think sales organisation could support Sales leaders to make sure they are on top of their game and successfully competing in such a though environment?

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12
Dec, 2013

By admin

How a Sales Certification Will Boost Your Business?

To take your business to the top, you need a strong and consistent workforce.

Sales certification can sharpen the skills of your team and provide them all the tools that they need to bring in maximum business to the company.

It’s true that experience and expertise matter the most for the success of a sales team, but with the right training and guidance, every member of the team can perform to their level best which in turn spells instant success for the organization.

Want to know what the benefits of a sales certification are and how it can help you grow and shine in the market? Keep reading to find out:

Enhanced Professionalism

Sales certification brings the entire sales team on one equal level and increases professionalism and positivity between the salespeople. During most sales training and coaching programs, employees are taught how to function and operate as a unit in order to maintain the sales graph and boost profits for the company. This alignment amongst the team to achieve the set goals not only gives rise to better team workers but also identifies team leaders who can coach and train others to perform up to their potential.

Competitive Edge

In order to continue growth and build a strong portfolio in the competitive sales industry, you need to break free from the traditional clichés and create a unique position for yourself in the market.

With professional certification, you can be assured that your sales team has additional sales knowledge and skills to cope with the latest trends and connect with the target audience and this instantly translates to optimum success and positive word of mouth marketing for your company.

Better Understanding of Customer Needs

To connect with the customers on a personal level, the sales team needs to interact and sell with the right passion and approach. Being too pushy is never a good idea and always results in a negative impression.

Different sales training modules specifically teach individuals in the sales team how they should sell the product in a way that it doesn’t go too over the top and strikes the right chord. Thus, sales certification not only makes your sales team stronger and consistent, but also increases the number of loyal and satisfied customers associated with your company.

Building Value of Your Brand

To be a sales person you need to have an understanding about the customer psyche as well as how to reach out to them in the best possible light. With the right training and certification you can boost the morale of the entire sales personnel and make sure that every member of the sales team is an expert in the field.

Continued Learning versus Sales certification

In the field of sales, there are no bounds to learning. In order to keep up with the ever-changing demands of the consumer market, constant innovation and understanding of customer wants is of critical importance.

Sales certification arms your sales team with the skills they need to perform at their best and apply their knowledge and experience for increasing business insight. With certification and training your sales team will know how to cater to the varying mindsets of consumers and put forward the solution without wasting time of the customer.

All in all, sales certification equips the sales team with technical knowledge and practical skills that boost the credibility of your brand, attract more business and result in renewed sales and profits. Getting sales certification brings instant benefits to every sales individual in your team, your organization and also your customers making it a win-win deal for everyone.

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28
Nov, 2013

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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19
Mar, 2013

By admin

Sales Performance Strategy to Empower the Sales Force

Sales Performance Strategy to Empower the Sales Force

Companies in the 21st century, that are facing sales performance challenges, asks themselves

Why the market is becoming so hard to reach? .Why closing clients is taken so much time? Is it the sales performance, is it our marketing strategy?

As per the last Harvard Business Review study, January February 2013 issue professor Richard Ettenson, after a study involving 500 managers and customers in multiple countries across a wide B2B industries, showed that that we need to reinterpret the 4p’s.

 

The rules of the game have changed and we are talking more about:

Selling solutions than selling our product service features

1.Value of the solution that we are offering to our leads than focusing and negotiating the prices.

2.In a way improving the sales performance of the sales force while implementing the consultative sales approach.

 

Now that client’s behaviors towards buying have changed

The hardest thing about selling today is that customers don’t need you the way they used to because:

1.They are informed i.e. they are a click away from Google,

2.They have access to any information they are searching for through blogs articles, free webinars etc…

3.And in some cases we face extremely competent procurement teams or consultants armed enough with data to define solutions for themselves when we are approaching multinational companies.

Unfortunately we can still see the majority of the sales performance of organizations weakening by a sales force not prepared to face such changes and still trying to sell as sales representatives using the consultative sales techniques.

 

Selling Styles

The higher up the scale the rep establishes as a base for the relationship, the greater value added to the customer experience.
– On the lower end, the salesperson relies on rapport to carry the day, adding very little to the customer.
– At the other end of the spectrum, the salesperson establishes him-self as a Trusted Adviser, using the consultative sales and  adding a significant value to the potential customers.

The act of building mutually rewarding relationships with customers, applying consultative sales techniques where sales people can help them solve their problems, achieve their goals, and maximize profitability while buying your products and services.

 

Remember

Now that we pinpoint the Crucial need to:

1. adapt our marketing mix
2. take our sales people selling approach to a consultative sales approach

After a study done over half a million sales people, statistical figures showed that:

-85% of sales teams do not have a formal sales process

-45% of sales managers struggle to manage effectively

We have to identify the sales force weakness and establish a long term sales development plan because Sales Training workshops returns on sales performance will last a maximum 3 months while a sustainable sales development strategy can lead to an increase of a minimum of 10% in sales.

 

Now that we all agree that Organizations have an urgent need to:

1.Adapt a new marketing mix approach to gain market share
2.Train and educated its sales force to a new selling solution approach.

 

Whether you need to

1.accelerate your growth,
2. reverse flat or declining sales,
3. reduce your cost of sales,
4. hire a key sales executive, or a VP of sales
5. change your sales model,
6. Or implement an efficient sales process

You will need to ask the right questions to identify the real issues you are facing and provide a comprehensive solution tailor made to your need

Then you will be able to take your sales force from an Order takers level to a Money maker’s level

 

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Is your B2B sales team building the Value Proposition?