Sales Effectiveness begins with a clearly articulated strategy
of how to win in the market (remain or become the leader) with a
segment of customers. That established, sales effectiveness at the
territory level is the result of building a sufficient quantity
of high quality relationships with prospects and customers multiplied
by an adequate number of opportunities closed that equals or exceeds
revenue targets. Simply put,
Opportunity X Closing Ratio = $$$$$
Once we have the right sales people,
there are critical skill and knowledge sets that must be mastered
to reach their potential. Depending on each companies Sales
Process, there are either three or four sets of P Skills
to be learned and utilized.
P1 – Prospecting - This one is variable depending
on each company’s method of lead generation. If your company
requires sales people to prospect, each person needs to learn how
and have the support materials and follow-through ability to manage
the prospecting process.
P2 – People - The ability to establish rapport
and trust with prospects, clients and co-workers is crucial to success.
In today’s world where product superiority is measured in
weeks, the trusting relationships you are able to grow and maintain
are very often the difference in winning business.
P3 – Process - Success in sales is no accident.
The ability to synchronize your sales approach with the prospect
company’s buying cycle is critical. Knowing which pertinent
questions to ask, planning, developing and maintaining relationships
with multiple buying influences within a company coupled competitive
knowledge is a learnable set of competencies.
P4 – Product - Still today, in the 21st Century,
what most sales people get for sales training in most companies
is disguised as product training. Now, it is important for sales
people to understand their products. What they need to understand
about their products is NOT how they work and loads of specifications.
No, what they need to know is what customer problems do they SOLVE?
And, HOW MUCH is that solution worth in dollars and cents to the
client? Consultative selling is about understanding client businesses
and how your products and services accelerate the circulation of
capital in those client companies.
Peak Performance Associates are experts at defining a company’s
sales process and aligning the sales
people’s skills to consistently achieve revenue targets!