en
|
fr
WIN ProgramsWIN Programs
Privacy/Cookie Policy & User Agreement

This website uses cookies. Cookies enable us to understand how visitors use our website so that we can improve it and provide the best experience possible. By browsing our website, you agree to our use of cookies. Cookies policy.

09
Nov, 2012

By admin

Sales Management – What It Really Is

Sales management refers to the art of planning sales:

Budgeting and controlling the sales, leading and recruitment and development of the sales staff. It explores the application of the sales techniques and management of sales operations for an entity to meet the sales target.

Sales Management Process

Sales management basically is a simple process if you plan your sales properly and review them time and again. It is necessary to set a system to keep track of the numbers. Sales planning would comprise of identifying the target markets, taxonomy and demography, quantifying the sales, setting targets, maintaining demand-supply balance and trying to increase the growth in sales.

Having done this, it is equally essential to keep a strict and vigilant eye on the KPIs (Key Performance Indicators). KPIs help you track your progress. The sales managers should review sales report frequently to understand the customers’ behavior and trend. In the end, if it is systematic, it will always convert more leads into successful ones.

 

Sales Professional

In the above section the roles and responsibilities we discussed align with that of the sales managers. Climbing down the hierarchy, we also need to understand what is required by first level sales person. He or she should be able to:

 

–    Generate leads in the target market and try to know the preferences of your prospective customers. Explain them the products or services you offer. Tell them about the various features and benefits.
–    Once you know the truly interested customers, contact them again this time furnishing all the intricate details of the sale and the deal.
–    After the prospect confirms to buy the product or service, sign off the deal in black and white annotating various terms and conditions along with the rates.
–    Negotiate in the benefit of both the parties and close the sales deal.

 

Remember, this is not the end. Once you close the deal, you need to ensure that the customer is truly contented. You need to know that the next time customer needs the same product or service, he or she will get back to you only. It is very important to retain your customers by servicing them with finesse and supreme quality. Search of new prospects must not override the retention of old customers. Always remember – A rabbit in hand is worth two in the bush. That’s the key to sales management.

Sales management, thus have simple sales techniques that one should follow to increase their top line in the Income statement.

1
07
Nov, 2012

By admin

4 Sales Careers Job Seekers Should Consider

Sales Careers

There are a number of sales careers positions available in the sales of different industries which are up for grabs for prospecting salespersons. The careers are many and varied; some focuses at helping the salespersons advance their careers in sales while others introduce them to sales careers.

Gone are the days when such careers were considered default careers meant to absorb only those people who could not find something else to do or a well paying job. These careers are now well paying after most businesses realized the importance of marketing and sales of their products and services. This article gives an insight into a number of sales careers that are at your disposal and from which to choose.

 

Sales Careers option (I) Independent sales represantatives

These are sales professionals who specialize in selling products or services from different companies but are not employed by the companies. Those who develop a sales career in this field agree to work and get compensation from the company for their effort. Their work is to offer the selling services and in return get compensation.

 

Sales careers option (II) A sales entrepreneur

This is one of the sales careers where a salesperson takes greater risks by having an interest in the product or service on offer. In most of the cases, these persons share profits or may have equity in the producing company. The sales entrepreneur represents himself and directs all his effort in selling the product or service in question.

These people must be strong, agile and hard working. They are mostly self-motivated, self-directed and work for long hours. This career is therefore suitable for only those persons who have a self drive and have very good time management skills. These people are normally free to make their own decisions and are free to try new strategies which they hope can work for them. They are autonomous and enjoy unlimited freedom.

 

Sales careers option (III) Inside sales representative

This is also one of the sales careers that are open and which anyone interested in marketing can take. These people must have a strong rapport and very powerful closing skills. They mostly make use of phones but often meet their clients to close deals. If you have high organizational skills, this is an opportunity that can help you move up the ladder. These sales persons must be prepared to spend most of their time contacting customers to find out what the customers may be looking for.

 

Sales careers option (IV) Sales director

If you are competent in finance and sales, you can easily move up to the rank of Director of sales. This position has good rewards but comes with a number of challenges which must be overcome. The sales directors earn a handsome salary and are exposed to a number of bonuses not available to other salespersons.

They are in charge of the entire sales force and must work hard to ensure that the desired results are achieved. They normally have busy schedules attending sales meetings, conferences and sales meetings.  This is one of the sales careers that come with a lot of authority since it installs one in a leadership positions with many responsibilities on his head.

Whatever you decide to pursue, don’t forget that you need to assess your skills and your passions. The sales careers option is good and many entry level positions are available. Plus, most businesses offer commissions to their sales teams, which opens an opportunity for additional income if you perform well. You just need to stay on top of your sales training to continue to improve and refine your skills for higher commissions.

2
06
Nov, 2012

By admin

Sales Techniques for Absolute Beginners

Sales Techniques for Absolute Beginners

For any business to be successful, it is important that it uses appropriate sales techniques that increase the number of customers a firm holds. Retaining the existing customers is not a difficult task, all you need to do is to ensure that you give them quality products services and maintain a good relationship.

Getting new clients is more difficult and hence it is necessary that you follow and make use of refined sales techniques which can help you achieve your goals. The techniques are varied and in most cases, they depend on the product being sold and the client in question. This article briefly looks at the most common but effective techniques used by successful salespersons.
 

Using the correct sales techniques steps

The first thing that the sales person ought to do is to read the psychology of the potential client and customers to quickly understand what could be motivating him to want to buy the item in question. The salesperson should then think of the best approach to use which can help him close the sale. Different goods and services elicit different approaches.

Consequently, the right approach to be used depends on what you want to sell. For services, it is necessary that you start by building a relationship to make the prospect to relax and tell you exactly what he may be thinking. A good relationship is necessary since it helps you convince a potential customer or client buy something that he hardly needs.
 

Ask relevant questions

The next important thing that should be done to make these sales techniques a success is to ask relevant questions, which may help you understand the needs and the desires of the potential customer. This is important because it assists you to find the right products or services that can satisfy the client’s or customer’s needs. In some cases, it may be necessary for the salespersons to make the potential customer to desire the product in question.

If the sales techniques used seem to be hitting a dead end, the salesperson need to turn himself into a consultant and explain in details the benefits that are most likely to be derived from the product. Asking presumptive questions is what can help him succeed. These questions assume that something has already taken place and it psychologically prepares the potential customer to actually pay for the product.
 

Make a decision to close the sale

At this point, how you conduct yourself is vital since it determines whether to execute the sale or not. It is advisable that you remain seated because if you change the position it psychologically implies that something has changed and this may make your prospect to call it a day. This is the time you must present your contract or start writing something to compel him to make his final decision. Eye contact is important since it shows that you have confidence in the prospect. Have your pen ready and present it to him to seal the deal.

Most sales persons are humorous; use humor to allow potential customer to feel good. This is one of the sales techniques that enable the prospect to make his final decision to buy.

2
30
Oct, 2012

By admin

4 Sales training tips to build your sales force

Sales training is the backbone of your sales force and is crucial for business development and sales increase.

The findings of a study conducted by the American Society for sales training and sales Development show that employees who receive sales training and reinforcement earn 50 percent more in net sales 

1- Is sales training alone the answer?

Yes, a trained sales force will boost business development and increase sales But Only If you have assurance that your sales team has the potential to grow and achieve your goal.
Using a sales specific and accurate assessment of your sales force will help you answer this crucial answer before  investing in sales training.
 
 

2-What results should you expect from your sales training and sales development programs?

Sales development should  higher gross profits for the company. Top-earning sales companies spend about 6 percent of payroll costs on sales training along with a sales development programs to the entire sales force. Do you?

3-What sales training options do you have to develop continually your sales force at minimum cost?

On the contrary of previous generations we have three types of sales training and sales development mediums that we can use.
 
1-The classroom sales training is the most known and applied medium, yet also the most expensive.
 
2-the webinars live face to face for sales training and coaching the sales force is 30 percent less
 
3- and the online training 24/7 is 60 percent less than the  classroom workshops..
 
Sales training and sales development plans then can fit any company size because packages will be compatible with their needs , capacity and number of sales people.

4-Which sales development plan will best suit my business development along with my sales force goals?

Sales development of a sales force may vary from company to another one. It depends on the company size , business development goals and geographical spread. For example Big companies:
    • Might need to implement a sales academy within their organization in  cooperation with sales development companies.
  • Will rely on their sales expertise, new sales and business development trends , techniques and tools and while delivering them internally by their trainers.

ALSO Other cost-effective trainings and  sales development solutions are available for small and medium companies.

How much you loose from not  training your sales force?

Well  a study by ASTD showed that “Sales people completing a selling skills intensive training program show increases in productivity ranging from 35% to 1665%.”
 
Would you invest a 5 percent of your sales budget to increase your sales by 35 percent?

, , , 0
1 … 16 17 18 19 20 … 24

Recent Posts

Sales Management – What It Really Is
4 Sales Careers Job Seekers Should Consider
Sales Techniques for Absolute Beginners
sales team daily news- free subscription