Your sales results sluggish?
- 01 Jul
Your sales results sluggish?
Need to BOOST sales? Ever thought about sales team coaching and mentoring?
Sales training can help aspiring sales staff to develop the necessary skills required to qualify, nurture and convert leads to customers.
Sales training is also important to grow their self-confidence to achieve sales targets on a regular basis.
People often get sales training, coaching, and also mentoring mixed-up.
Sales Training is usually a structured program that steps the individual through the basic methodology of performing sales. Within this article, I have listed a range of these steps.
Sales Coaching is where you may identify a specific area of the sales methodology where the individual may need extra help e.g. Public speaking.
Sales Mentoring provides the guidance (usually from experienced people) that in turn builds their confidence, nurtures ideas, allows for advice and criticism, and helps with their enthusiasm.
Examples of Sales Training Elements
Improving Communication Skills and Appearance Sales people need to foster a range of skills such as listening, understanding, and also asking the relevant questions. To many times sales people "sell at people" rather than "selling to people". Communications are linked to personalities and roles. Just as important as the communications are their appearance. Are they dressed appropriately for the type of product or service that you sell and does this match the customer type?
Sales Methodology There are a structured sales techniques available e.g. Spin Selling. You need to adopt something that suits you or, at least, aspects of a few techniques that you can adapt to your own process. Every sales opportunity is different. However, the sales process including qualification to conversation steps is always the same
Sales Toolkits Have you equipped your sales staff with the right tools that allow them to engage sales leads or prospects? Do you provide sales and marketing programs that support the sales person?
Marketing and PR Where are your leads from? Are the sales people familiar with the company’s annual sales and marketing programs? How does this link to their sales budget and plan? Making cold calls is twice as hard if the prospect doesn't know who the company or its products / services are. Brand building and positioning via marketing, PR using some of the very cool digital solutions available will help with integrity and reputation of the solution recommended by sales staff.
Objections Handling Objections or rejections are a normal part of the sales process. Prospects tend to seek reasons not to buy. The most successful salespeople expect to receive objections during the sales process, it's how you handle these which potentially makes you stand out from the crowd. Can you think on your feet or do you need to analyse and prepare for these? Both can be correct.
Administration and Documentation Effective sales-people understand the importance of functions such as tracking daily activities, keeping accurate records and analysing sales pipelines. This information is crucial to helping them to can help better manage their time and productivity.
Our rev™ Sales Coaching & Mentoring service is a crucial part of our overall Sales & Marketing Acceleration program. Your front-line sales staff need to have everything they require to ensure they are representing your business confidently to bring in those necessary sales. You can spend as much money as you want towards sales and marketing programs, but if your team is not equipped or capable of handling the sales enquiries, well it's a big waste of time and money!
Ask us for a copy of our rev Sales Coaching & Mentoring Program guide. You will be surprised at just how quickly you will see a return on the investment. (CLICK HERE) to enquire about rev™ Sales Coaching & Mentoring
rev™ Sales Coaching & Mentoring build skills and confidence within people so as to empower them to make more confidence and informed decisions. - Maura Gillispy, Creating Better Sales Staff
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