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19
Feb, 2013

By admin

How a Sales certification can lead you to become a CEO?

Acquiring a sales certification is giving competitive edge to each salesperson to become a CEO.

It is the best way to stand out from the crowd of applicants in a room. A sales certification gives you powerful tools to overcome obstacles in understanding psyche of your prospects, learning market dimensions minutely, daring the fear of rejection, listening to people and close deals everyday.

 

Nick Moreno from the USA national sales center said: Many, but not all, CEOs have excellent sales skills. This is due to the fact that most CEO began their careers in the Sales Department.

Today, CEOs that never worked as salesperson and need to improve their sales skill and all successful salespeople will without a doubt have the potential to become CEO’s.

–  Are you a salesperson?
–  Looking to prove to employers that you are a professional successful and efficient one?
–  You will need then credentials
–  and the most valuable one to your career is applying for a sales professional certification.
sales certification

 

How a Sales Certification Benefits you?

It helps you acquiring sales education and closing techniques often lacked by typical sales professional. One important factor is that it hones your specialized skills for a particular industry. As different industries require specific selling and convincing skills, professionals salesperson have to be advanced to face any hurdle in their sales closing.

 

Certification for Newcomers

A newcomer is someone who has just embarked upon challenging but rewarding career of sales. Just like at higher level competition at entry level is also high. Having a sales certificate gets you an extra opportunity to be considered for the position. As compared to that of experienced ones’ newcomers have to take more risks. However, taking risks without proper knowledge and strategy can be fatal; on the other hand it can bear astounding fruits when you are equipped with a proper sales certification and tools.

 

Certification for Experienced Professionals

Experienced professional can also look for up-gradation of their knowledge and skills by acquiring a flexible sales certification. This increases their promotion chances as well as earning potentials. People who have worked in other positions from different sectors and willing to shift sales can also learn intricacies of sales processes and techniques so that they are better able to manage the sales pitch effectively at every step of the sales process.

 

A certification covers a broad range of topics that learners are trained on;

–  Sales Skills (Sales Process, Opening and Closing of sales with overcoming objections)
–  Management of Sales Force, Evaluation and Appraisal of Salesmanship
–  Pricing Decisions
–  Sales Budgeting and Forecasting
–  Sales Analysis, Quota and Records
–  Marketing and Communication Technologies
–  Relationship Management and Ethics

 

Who Can Acquire a Sales Certification?

If you love communicating, defy challenges and cherish a dream of excellent career the sales certification is the ideal choice for you. Professionals who have just entered in highly competitive sales career can learn from the sales experts who have spent decades in sales career. A certificate in sales also paves ways for professionals working at higher levels. This enhances their promotion and earning opportunities.

Students and graduates willing to continue learning best sales practices, customer services professionals, sales consultants and services providers can reach their next level of career with a professional sales certification.

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14
Feb, 2013

By admin

Sales Management Tips that impact Sales

A proper Sales management team will impact the sales performance by 50%. How impactful this can be to your sales?

The art of meeting and surpassing sales goals of a business through arranging of effective plans and budgets, and controlling them using efficient leadership is known as sales management.

It is a business discipline that focuses on practical application of techniques of sales. The net profits of a company’s sales operations are indicative of its sales performance. The department is headed by a sales manager whose role involves planning, managing the team of salespersons, developing talent, leadership, and controlling the assets of the organization.

The American marketing association Definition Committee defines sales management as:

“the planning, direction and control of personal selling, including recruiting, selecting, equipping, assigning, routing, supervising, paying and motivating as these tasks apply to the personal sales force.”

The process of managing the sales of a business comprises of:

–  Planning:  In order to maximize results, sales management must plan well in advance. It is also important to make concrete and accurate plans. Working along mere guess work does not help in running businesses efficiently. Planning is required for getting the correct goods to the consumer at the right time. An analysis of the customer demand has to be made, and plans should be laid out accordingly. The business must, then, proceed to respond to fluctuations in the market.

 

–   Gaining knowledge:  The sales professionals must know his/her product or service very thoroughly, their USPs, the benefits, and the utility and believe in them firmly.

 

–   Identifying target market: Knowledge has to be gained about the identity of target market and its volatility. The latest trends and fads of the market have to be kept track of. This will help to formulate appropriate methods of approaching customers and win their favoritism. Assessment has to be made of the market’s buying potential. Information sharing is important for the organization to make progress.

 

–   Coaching: Coaching the salespeople is a key in impacting the performance of results. Each sales manager role is to support each sales individual to eliminate his weakness and improve his performance..

 

–   Sales Management Training:  A 20 hours of training per year is essential to master and boost sales managers and sales supervisors performance and will positively impact the sales of each company

 

 –   Sales recruitment:  The selection of the right candidate that will sell for your organization will finally end up with a lot of sales. setting the criteria and using the right sales pre-hiring tool assessment will surely provide you with a great results.

 

Reaching out Salespeople

–  Devising new strategies: I n order to increase sales, sales management is responsible for devising new strategies, and discarding old ones in view of the newest targets set for the sales and marketing team and the customers’ demands. Working in synergy is crucial here. Sales and marketing are said to be the driving force behind all successful organizations.

–  Reporting:  It is essential for the top sales management to collect reports on predetermined parameters from the salespeople. The regularity of these reports could vary according to the type and need of the organization and the salespeople team size. The reports are to be used to chalk out the future course of action. The performance of salespeople should be mapped over time and incentives awarded.

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05
Feb, 2013

By admin

Sales Training Course that meet return on investment

Sales training course is a hot topic right now: 76% of companies are increasing their focus on training, while only 51% are spending more money. Consequently, sales effectiveness leaders are under more scrutiny than ever to prove their worth.

Sales training course is a dynamic method of getting the goods or service from the producer or provider to customers as efficiently as possible, reigning in new clients, and offering incessant motivation and training to the sales force.

 

 

Recruitment versus Training

A company can recruit salespersons after they have acquired the highest level of education or others who undergo a sales training course while they are already working. Few corporations arrange for in-house, industry-specific training for their personnel. Irrespective of the method adopted to instill the persons with the right knowledge base, practical experience, and attitude, every sales training course is aimed at bringing improvement in key areas like, sales, sales management, generating customer loyalty, personal motivation and methods of developing high performance sales team.

As pointed out by Mark Hunter, leading sales expert and speaker, “Sales is all about having the commitment to serve and the passion to sell”, the process of selling requires fiery enthusiasm, which can be mastered during sales training.

Why Sales Training should be a continuous process

A sales training course  recognizes and improves the natural instincts of the sales team.

  1. Effective training leads to creating innovative, practical ideas and knowledge that provides learners with considerable selling edge over others.
  2. Knowledge is imparted through lively training sessions that inspire learners, in-depth seminars, workshops and hands-on and simulated practical experience.
  3. The team of salespersons acquires the best selling practices at their fingertips, making it easy for it to put great ideas into action.
  4. The street tested techniques that students imbibe reinforce their accountability, help them to identify new priorities, territory planning methods, and turn them into world-class  leaders.
  5. Sales managers learn excellent ways to lead their teams, encourage ingenuity at work, retain efficient salespersons, motivate others, and establish the right, work culture during the time spent at sales training course.
  6. It has to be brought to the manager’s notice that his/her duty is not only to grow market share, but to grow people too – quality and quantity.

the process should be linked to an accountability system that leads to motivate the sales force to do better and better everyday.

The process of ongoing personal development and enhancing skills of communication, negotiation, and collaborative working is given considerable importance during a sales training. 

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29
Jan, 2013

By admin

4 Sales force tips to develop stars sales people

Sales are contingent upon the attitude of the salesman, not the attitude of the prospect. -William Clement Stone

Are you having trouble increasing your sales people figures? Are you thinking about running a sales force evaluation? or not really because you are still brainstorming?

The sales force evaluation will help you sell more and increase the business development opportunities of the company as every sales manager , managing director and CEO ever dream of. Is it your sales organization market share growth is your Number 1 challenge this year?

If your answer is a YES then you should be asking yourself the following questions:

  1. What if the team is not following your strategy? what to do to boost each sales person  potential?
  2. How do we keep it motivated?
  3. Do we need more products to gain market share and sell or is it better and easier to optimize our team?
  4. Are we following the right  strategy ?
  5. Is the team compatible with our strategy?

 Strategic development questions

  1. Do you need to hire stars salespeople ? or do we need to build on each sales person skills and potential for growth?
  2. do you need  more sales coaching or sales training? or No we only need to restructure our team ? what is our  competitive advantage?
  3. what is your  business development plan?

Lots and lots of  strategy questions that every one of us would like to grasp the magical answers. I can tell you that the only magic is to identify each person:

  1. process to close deals,
  2. potential  to make more deals
  3. desire and level of commitment
  4. set core competencies and to achieve all that you should start with  a sales force evaluation.

 

4  TIPS to successfully develop your force

TIP # 1:  Each sales organization should go through a sales force evaluation at least once a year.

The full overview sales force evaluation should answer the following questions:

  1. Is my sales management team efficient enough ?
  2. Is each sales person providing us with the full potential?
  3. can your  force consistently overachieve?
  4. who is reaching his full potential?
  5. can they hold my margins?
  6. Who can grow?
  7. Do we have the right core competencies?
  8. can we reach a higher market share with the current sales person?
  9. who is trainable?
  10. who is coachable?
  11. everyone has an adequate  process?
  12. how to be sure of our competitive advantage ? etc..

 

 

TIP # 2: Each managing director should look at his organization globally, so he can identify the sales force competitive edge to successfully increase market share.

  1. Are we better from the competition or worse?
  2. Is our  supervisor team and our  managers using their full potential?
  3. etc..

 

TIP # 3: Each managing director and sales manager  should have a full range of actions to improve his sales organization, market share, sales force skills and create then a real competitive advantage to drive success.

 

TIP # 4:  Each managing director should  optimized his budget for better sales training and sales coaching that will be dedicated directly to take the sales force and market share to the next level.

 

 

 

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25
Jan, 2013

By admin

Sales Training Impact on sales representative and organizations

Sales training has catalytic effect on performance of a sales representative ability to boost dramatically his career and income.

Acquiring a Sales Certification ramp up, based on research, sales representative on the job 50% faster than their peers and can save a company over $100,000 in hiring and development costs in the first 18 months on the job.

One of the many reasons why people go in for sales is the rewards in astounding sales career. Once you are fully equipped with necessary tools and strategies, sky is the limit. There are endless opportunities and a proper Sales certification prepares you for tackling all minor and major challenges in your sales career.Formal sales training equips sales representative to learn the details involved in sales closing.

 

Advantages of sales training

Acquiring a sales training certification In highly competitive sales environment, and standing out from the crowd is crucial nowadays One of the most effective tools to stand out from the crowd is acquiring experience, skills or educations which are lacked by an ordinary sales representative. A certification in sales is the best way to ahead with your sales career and surely support each one of you to get better opportunities. Whether you are a fresher or an experienced one, a sales certification is an excellent refreshing tool to further your career in sales. It provides you with a needed set of skills and techniques in a very short time period as per the convenience of learners.

 

A Sales Management Certification program will get you an edge in

–   Implementing change management strategies
–   Enhancing efficiency of your sales team by implementing effective Sales Management techniques
–   Applying talent management processes to build a passionate and dynamic sales team that differentiates your organization from the competition
–   Enabling you to create result oriented job profile, design compensation plans, conduct interviews effectively and select potential sales candidates.

 

Major Areas Covered by Sales Certification Program Covers

Sales certificate program covers all vital area necessary for robust sales performance such as;

–   Sales Management Styles
–   Leadership in-Sales-Management
–   Change Management
–   Operation Management Tools
–   Talent Management
–   Territory Management

 

Features of Sales Certificate Programs

Various Sales training programs are designed keeping in view industry specific requirements. These are focused towards enabling sales representative to realize their sales potential; here’s what make these programs to be preferred by all;

–   Duly recognized
–   Flexible
–   Current
–   Online Sales training

Online technologies have enabled sales professionals to overcome the biggest restraint in availing sales training; the time barrier. With this sales professionals are able to hone their skills without worrying about time restraints. Web-based sales certificate programs are flexible are focused on enhancing overall skills set of sales representative. With online sales training programs, upgrading sales skills needs nothing more than an efficient computer system, internet connection and chosen sales training program. With an industry specific sales certification program professionals can hone their sales skills and deliver best performance thereby enabling them to advance their career despite all odds.

 

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How a Sales certification can lead you to become a CEO?
Sales Management Tips that impact Sales
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