Sales Performance Development
Sales Skills Sales skills development involves the application of frameworks for progressing stages of the sales cycle. Telemarketing, tactical probing, needs analysis, issues assessment, cost/benefit value assessment, closing techniques, presenting and negotiating are some of the many areas which can be systemised and taught.
An understanding of the solution sales framework along with basic sales skills provide the structure on which performance behaviours can be applied.
Performance Behaviours
Sales performance is achieved not just by applying a sales methodology and learned sales skills; but also responding appropriately and exhibiting behaviours which secure your position and promote progress of the sale. Performance sales behaviours are elements of the following behavioural traits:
- influencing and persuading
- relationship building and customer focus
- communication
- persistence and methodical approach
Effectively applying ‘performance sales’ behaviours along with sales techniques and ‘solution sales’ methodology results in significant performance increases.
Performance Reporting
Progress reports and sales conversion ratios provide visibility of individual strengths and weaknesses. Sales teams can be deployed accordingly to take advantage of individual skills.
Poor performance is proactively managed by targeting areas where conversion ratios are below defined standards. Supplementary training and support can be initiated specific to individual needs.
Motivation
A motivated sales force is critical to sales performance, business growth and long term viability. Managers dedicate considerable effort and resources in maintaining motivation of their teams in order to maximise sales potential and retain key personnel.
Motivation is maintained by providing:
- Clear understanding of responsibilities and expectations with a framework for success – enabled by implementation of sales structure and methodology.
- Positive results for effort and utilisation of new skills with opportunity for further skill development – enabled by online skills development system and coaching.
- Systems where effort is recognised, appreciated and rewarded – enabled by reporting systems and technology implementation.
- Acknowledgement of performance with equitable financial compensation structures – enabled by compensation structures and retention programs.
Information about other solutions is available by selecting from ‘listbox’ below:
