|
|
|
||||||||||||||||||||||||||||||||||||||||||||||||||||||||
|
"George arrived and the results were quick to follow. Within a short time I watched him completely transform the sales department... from a group of underachievers... to a world-class sales team." read more
—Jim Pinder MBA, Former VP of Operations Lifestyle Center of America
Telesales Training That Gets Results... Fast!
Is Your Sales Process Working?
You may find this hard to believe but there are “holes” in your current selling process. Don’t worry though; even the best sales organizations are not immune to this reality. In fact, I’ve yet to see a company that doesn’t have any. It just means that your salespeople are not operating at their peak potential. No big deal right? Wrong. Your people are losing sales they could be winning if someone was paying full time attention to process.
Unfortunately, it's hard to stop the bleeding when you can't find the cut—or worse yet—when you don’t even know there’s a cut. Most companies don’t know where to start in trying to find and identify the weaknesses in their selling process that are holding their people back. Do you? OTOH, what kind of system do you have in place to insure that the best practices in your selling process are likewise being identified and duplicated across your entire organization? Your GWK Rainmaker training program will deliver these kinds of benefits by gaining working knowledge of your current selling process. First, we'll break down your sales process into its component pieces. Then we'll analyze them in terms of efficiency, cost, and effectiveness. Doing this will help us gain an understanding of the real reasons your people close sales, and the reason they lose sales. It will uncover the strengths and weaknesses within your system so we can emphasize, teach, and coach those behaviors that produce successful outcomes and duplicate them across your entire sales team while, at the same time, eliminating or minimizing the things that aren't working.
Once we’ve identified the strengths and weakness in your process, the next step is to measure them so that we can establish a system of metrics that will serve as a benchmark for future growth as we implement continuous process improvements. These standards will be valuable in helping to insure consistent performance today while empowering new growth tomorrow. Sales Process Management is a never-ending cycle of improvement that will lead to incredible increases in productivity, sales, and revenue, while substantially lowering costs.
Every company invests time, energy, and money in training their sales people. Yet as a sales trainer I can tell you there is something missing in conventional sales training programs. As a sales trainer and presenter, I have seen first hand the minimal impact that traditional sales training has in actual practice. Actually, if the key to learning is practice or repetition, then it is easy to see why traditional sales training doesn’t really work as well as it could. You’ve probably sat in on tremendous presentations that left everyone pumped and motivated. You’ve no doubt been involved with sales training that exposed salespeople to some incredible tools and practical information that could really help them in the field. But how much of it is truly assimilated and then used to produce a measurable difference in results across an entire group? My experience has been that most salespeople “learn” very few new sales behaviors they will actually use this way. They may take a few notes and intend to put some of the things they learned into practice but then they get back to their normal schedule and soon they’re not really using much of anything they learned. I’ve returned to teach the same sales training classes, sometimes several years in a row and am always embarrassed by how few of the salespeople remember or use any of the things they “learned” in previous sessions. The truth is they really didn’t “learn” them at all. Human beings learn by doing. Not by sitting in a classroom. And even more than by doing, we truly learn by doing a thing repeatedly. There is an ancient Roman proverb that states “repetitio est mater studiorum,” or “repetition is the mother of learning.” For training to be truly effective in must be practiced consistently. This kind of repetitive training is what your managers and salespeople need if you are going to increase sales and revenue by 30% or more per year. |
|||||||||||||||||||||||||||||||||||||||||||||||||||||||
Call me today at 817-776-5325 or Click here to Get a Custom Quote
|
||||||||||||||||||||||||||||||||||||||||||||||||||||||||
Establishing
a reliable system of metrics is not micro management. When we talk
about the benefits of such a system, we're simply talking about the
advantages of identifying the numbers and
averages that correspond to each piece of your selling process and
understanding how they all work together to produce a consistent
(successful) outcome. The creation of a reliable, consistent system
of metrics will allow you to operate your business at peak
efficiency and realize a level of profitability you may never had
thought possible.
It is also exactly the
kind of training I can provide for you. Once we understand the key
behaviors and drivers that lead to successful sales conversions we can
begin coaching those behaviors into your people. I call it Sales
Performance Coaching because, unlike conventional training where the
focus is on the delivery or presentation of the material, the emphasis
we’re after is on reinforcing the new behavior or skill on a consistent
basis after it has been delivered.
How to Prospect Like a Pro:
Creating Powerful Storyboards that Open
