How do we improve the effectiveness of our sales team?
Do you need to improve closing net new business, growing your market share, and developing key account growth plans that deliver you an unfair share of your buyers’ wallet?
Stop throwing more salespeople at the problem, and let’s increase the sales effectiveness of your current sales team with training, coaching, systems, and a formal sales process.
If we find we have open sales roles to fill, we can help you ensure each candidate has the skills proven to drive growth in your business. If you want to improve your sales effectiveness, start here.
For the past 35+ years we have helped sales teams improve their overall sales effectiveness.
Our no smoke and mirrors process always starts with an assessment of the sales teams’ current state.
Does the sales team have the right sales skills?
Does the sales team have up to date sales tools and processes?
Do you have the right sales structure with the right people in the right roles with the right skills?
How do your sales team’s skills compare to others in your industry?
For example, does your teams’ sales closing skills look like the below graph?
Before training, coaching, designing a formal sales process this team scored 27 out of 100.
How would your sales teak score in their sales closing skills?
After training, this team was equipped with 3 closing techniques, we determined from their sales top performers to be the most effective.
In addition, we identified the top 5 sales objections salespeople should expect to hear and taught the sales team how to professionally handle those objections to keep sales flowing through the sales process to closing the sale.
This is not unusual when the data often indicates 67% of salespeople never ask for the order.
The good news is closing the sale is a skill and we help sales teams develop sales closing skills to drastically improve your sales close rates.
Once we have the data, we prescribe training, coaching and systems and process training based on your data.
In our sales training we leverage a spaced stacked training model with application exercises and practicing skills in real sales scenarios before your salespeople meet with customers.
We use online, virtual, and live instructor training designed and customized for your sales team.
Our application exercises are designed based on real scenarios your salespeople face every day.
Our training is designed for peer-to-peer learning and we capturer the knowledge of your sale’s top performers for our sales onboarding and sales playbooks.
Buyers have spoken, they do not want or need for that matter “sales reps” . What they want are consultants masquerading as salespeople. What they really need are trusted advisors share industry trends, application best practices and help improve their bottom-line.
If you would like to learn more about sales training, you might enjoy this post about refining your sales training approach.
Mark is one man business accelerator. He is a seasoned executive with a broad range of experience in sales and marketing. What makes him unique is his ability to align his organization, people and processes to ‘serve’ the market. Unlike most executives who sometimes drive to outcomes blindly, Mark is very analytical and observant. He’s also extremely trustworthy and ethical in all his dealings. His results speak for themselves … with each step, the businesses he managed outperformed expectations
Phil Myers, General Partner at Performance Edge
