May 28, 2012

Double your sales revenue through training of your Sales Force!

Sales teams often complain about seniors who repeatedly demand target achievement but do not provide with solutions to their problems.  Teams require leadership that could lead by example but that is easier said than done. By the time a sales pro shifts into corner office there are many changes in the sales universe.  Only solution to such crisis would be to institute regular training to the sales team based on the primary as well secondary feedback.  Following three rules could proper assist you in galvanizing your sales force.
1.       Do you have a Sales Bible? Does your company have a written plan for selling?  A senior sales guy had told me once that he had the eye to spot a good sales person from an average one, and therefore success of his job depended upon recruiting a sales professional with healthy resume & pay him on time each month.  According to my friend a great sales guys would find his/her way to achieve target. Companies generally forget to standardize the selling process leaving the teams to their abstract devices. A Sales Management bible is essential to minimize the risk of weak calls to closing ratio.  A comprehensive manual of sales management would reduce the time in induction and preliminary training of new recruits.

2.       Can your team asses a prospect? A star sale pro would tell you the difference between various types of prospects and align the sales strategy to suit the situation. Need & immediate want may not be the trigger for customer to reach into his pocket.  A sale pro can walk into an office and analyze the personality type of the buyer. Subsequently the sales wizard could assess the nature of the buyer and pull out matching sales-speak.

3.       What’s New you got to offer? Everyone loves a new experience. People seek excitement through consuming new experiences. A marketing professional knows it fully well the value of keeping the offer in the ‘new & fresh’ quadrant. Not man would buy an iconic cult brand of yester years howsoever good that may be. A sales team requires regular infusion of new product, sales style, markets, customers & promotion to keep them engrossed in the process.  Just look into what new your sales team has got in the current cycle and analyze how much it has contributed to expansion.

Gurinder Ahluwalia is a marketing consultant & professor of marketing from Chandigarh, India. You could contact him at or   

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