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Do you have any of these sales management challenges? |
- Our best competitive strategies aren't getting executed. How do our salespeople acquire the mental stamina to see it through?
Surprisingly, many salespeople know what to do and how to do it, but when they have the opportunity to articulate their best competitive advantage, they can't think on their feet to see it through. We give sales managers systems, skills and disciplines that create effective behavior change and resolve the most frustrating sales management challenges.
- Too many proposals go out to poorly qualified opportunities. The close ratio is not what it used to be.
When the sales manager's behavior is focused more on quantity than quality of sales performance, the assumption of the salesperson is "if I write enough proposals, some will stick." Learn how to instill an ordered thinking process that focuses on quality of activity and is aligned with writing proposals that are co-authored by the customer, and are crafted as a supporting document for the decision to buy.
- We throw a lot of time and money at sales training. They get excited for awhile, but then they drop back to their old habits.
This has been a recurring theme with much of sales training offered today. However, sales training sticks when it can be immediately applied, causes behavior change, is reinforced in the field by sales managers and when it measures the business impact of the behavior change.
- To deliver our complex solutions we need a highly-qualified team. It's frustrating because all too often the left hand doesn't know what the right hand is doing.
Empower all your salespeople with "big picture" thinking and leverage capabilities to the greatest competitive advantage. Discover an innovative sales management system of checks and balances that will transform your team's capacity to acquire, expand and retain profitable customers.
- Tracking progress through the sales cycle shouldn't require guess work, and leave us in the dark.
Shift your thinking from an activity management model to a decision management model and learn how to measure where the customer is in the decision process. Once this is understood and executed, you will have a "Decision Based" sales management model that determines sales probability and establishes accurate forecasts.
- There's no doubt my team is producing a lot of activity, but the lack of accomplishment leaves me holding the bag with poor bottom-line results.
Salespeople tend to confuse activity with results. Learn to develop sales management systems that focus on the quality, along with quantity, of behavior. By conducting a thorough sales performance audit, learn how to spot sales management issues which reinforce inappropriate activities.
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