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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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03
Feb, 2013

By admin

Does a Sales Certification really matter to your career?

Does a sales certification acquisition give sales people an extra edge? Do you need to prove your credentials to employers? why we should invest time and money?

Statistics showed that it is :

–   A Career Booster : Being Certified will boost your effectiveness, your career and your team efficiency: 72% rank in the top 25% within their respective organizations
–   an Income Booster: Being Certified will surely help you increase your income: 75% increased their sales by 15% or more during their training period

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

 

How a Sales Certification Benefits You

It helps you increase closing rate often lacked by a typical 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 have to be advanced to face any hurdle in their closing.

 

Training Certification for Newcomers

A newcomer is someone who has just embarked upon challenging but a rewarding career . Just like at higher level competition at entry level is also high. Having a 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 certification and tools.

 

Certification for Experienced Professionals

Experienced professional can also look for up-gradation knowledge and skills, prove your credentials 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 sale.

 

Take a Free Self-Sales assessment, fill the form below:

 

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

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

 

Who Can Acquire a Certification

If you love communicating, defy challenges and cherish a dream of excellent career the selling certification is the ideal choice for you. Professionals who have just entered in highly competitive career can learn from the experts who have spent decade selling. A certificate 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, consultants and services providers can reach their next level of career with a professional sales certification.

 

httpv://www.youtube.com/watch?v=ZeSP7OYWfLg&list=HL1359881262

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30
Jan, 2013

By admin

Franchise Sales training: 4 keys to success

A  franchise can help start up companies in different ways.This is due to the fact that at this point the business is setting up its operations and the right guidance through proper sales training franchise can really benefit.

The entire success of the sales training franchise relies on the operations the business has to carry out. It is important that the business model is implemented properly and the training session of this business model replicates the process with ease.

As per the British franchisee association:

  • 90% of franchisees have satisfactory relations with their franchisor, the highest proportion recorded over the past ten years.
  • 81% of franchisees believe they have a competitive advantage (over other small businesses) as the result of running a franchised business.

The Key to a successful Sales Training Franchise

Key 1: sales training

A good sales training franchise system does not cater to sales alone. They accept the entire company and cater to each and every department of the company. This results in the franchisee becoming the business and running all parts and every aspect of the company’s operations. Once the training is complete, it is important for the members who have gone through the training to train other employees in the company. It does not matter what department the employee belongs to.

Key 2: operation implementation

They have to explain the entire operations and assist the new employees at every step in the beginning. It is important that these franchises understand the entire system before they depart their knowledge to others. The sales training franchise process may seem long but is worth all the trouble.

Key 3: follow the system, do not reinvent the wheel

Usually people who own a franchise are entrepreneurs and have the will to buy and run a business. However, during their sales training process, they have to work through the entire process to understand how the operations of the company run. Companies who have opened their franchises over the world have a very good sales training system. These companies follow this system and are rigid with the policies they have developed.

For example, if we look at the food industry, we see many franchisors who have their franchises all over the world. Before they promote their business to new people, they want their requirements fulfilled. Some will put the new  owners through a complete program where they are taught the entire process. Others will ask the franchise owner to be in a management position for a certain period of time before they are allowed to run the business.

Key 4: look into details

The become a  franchisee is easier that establishing a new business from scratch and buying service franchise is even easier, you can be up and running in a very short time. The process requires rigorous sales training in all aspects of the operations of the franchise. The franchisee is given a clear picture of what is required from him and the amount of work he will need to put in to make sure that the franchise is successful.”

 

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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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27
Jan, 2013

By admin

Sales Management what is it really about?

Sales Management  was never more complex and challenging than it is today. Effective sales management is a critical initiative which aims to drive sales transformation or reduce operational costs. Simpler days of pushing wares into consumers’ hands have undergone drastic changes.

What is needed now is customer-focused sales management that calls:

  • for in-depth knowledge,
  • flawless execution in an atmosphere that encourages collaborative teamwork
  • Faced with the pressure to cut costs, salespersons  have to pursue the sales force aggressively to increase productivity.

  

 

 

 

 

 

 

In days gone by, the process of selling was simple, hardly needing any high-tech management of the present times. Salespersons were marching the road most of the week. Cold calling was common, but people accommodate with salespeople simply because they were a window to innovative products and services available.

Fast forward to the age of Internet; does the Internet seemingly made salespersons obsolete? and had Sales management become quite a challenge? and is the focus now on helping consumers to make informed decisions?

The environment is extremely competitive today. Efficient sales management is greatly responsible for the success of any organization. Hiring and retaining proficient salespersons is the ultimate key for a flourishing business to stay at the helm. 

As the veteran leader R. H. Grant said, “A salesman, like the storage battery in your car, is constantly discharging energy. Unless he is recharged at frequent intervals, he soon runs dry. This is one of the greatest responsibilities of sales leadership.”

The leaders are not expected to tell their teams “what is to be done”, but rather, “how it is to be done.” Technology and social media have changed the concept of sales management and are responsible for breaking down the physical barrier between the seller and buyer.

Ideal Sales

Sales management has come to include all sale related activities, like advertising, recruiting, training, motivating, evaluating, market segmentation, identifying potential buyers, compensating personnel, product promotion, personal selling, distribution, information maintenance, pricing, and product merchandising.

Sales being a two-way process, personnel are rewarded financially, while the customer gets the good or service he or she wanted. Maintaining good customer relationship is another objective of the sales department.

Due to the ever expanding nature of business, computer technology has taken over most of the functions carried out with paper and pen. Sales management are hampered or facilitated by good verbal and non-verbal forms of communication.

Making successful sales presentation helps in building and maintaining lasting customer relationship. For this, knowledge about the company, product, customer, and competitors is a must. Sales managers should develop their leadership and their ability to audit the sales persons performance. Laying effective B2B and B2C plans can help companies to thrive and make progress by leaps and bounds.

 

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Does a Sales Certification really matter to your career?