Posts Tagged ‘sales training charlotte’

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Is It Time To WAKE UP Your Sales Team?

Friday, May 7th, 2010

The month of May is a good time to prepare yourself and your sales team to achieve your sales goals for the second half of 2010.

Questions to consider:

1.  How many members of your sales team are on-target right now to exceed their sales goals for 2010?

2. How many members of your sales team have executable, proven sales plans in place to insure success for the second half push?

3. What are you doing to shore up the skills and performance of those members of your sales team who are not 120% of plan?

Want a cost-effective plan proven to be effective in producing results?

If you have one or more sales reps who are NOT 120% of plan year-to-date, then send them to our IMPACT Selling Workshop, May 18-19, at The Davidson Village Inn, here in Davidson, NC. 

Here’s what this program will do for you and your sales team:

  1. Provide a detailed, objective Sales Assessment for each attendee that shows how he/she stacks up against the top sales professionals that he/she competes against every day.  We will show them how to leverage their strengths and understand their weaknesses (we all have some of both!).
  2. Provide each attendee with an Rx based upon the Sales Assessment including CDs and Workbooks to shore-up their weaknesses.
  3. Provide you with a copy of the Sales Assessment to help you coach and mentor each sales person.
  4. Two days of intensive customer-focused, valued-added selling strategies that have proven to produce results in today’s “New 21st Century”.
  5. An action plan for each person to improve sales performance that you can then manage and hold them accountable for completing.
  6. A sales system that will provide the discipline that sales professionals need to be successful in today’s demanding sales environment.
  7. A guarantee that attendees will leave here with executable sales plans and strategies that they believe will produce results or we will give you their registration fee back on the spot!

Time is of the essence.  Every order your sales reps lose is an order that you will never get back.   

Register one or more of your sales reps for this program.  It will be the best investment you can make in your sales team and your company.  Remember, your company will never be any stronger than the sales people that you attract, hire, train, and ultimately retain!  We are here to help.

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Posted in Sales Leadership & Sales Management, Sales Training | 4 Comments »

Is Your Sales Team Ready To Do It All Over Again?

Monday, November 23rd, 2009

I know . . . we just talked about our “Sprint To The Finish – 2009″ and here we are asking you about 2010.  But as we have said – Extraordinary Times Require Extraordinary Actions.

It has been a rough year on your sales team – even for those who have successfully navigated through this tough selling environment.  As you close out 2009, you need to have an eye toward what happens next and how that affects members of your sales team.

What has been the emotional toll of 2009 on your sales team?

No sooner do we “Sprint To The Finish” then before your sales team can take a deep breath, they find they have to start all over again with Year-To-Date Sales at 0!  The question now is – does each member of your sales team have enough fire and desire to make sure 2010 starts on a more positive note? How do you get them re-energized for the New Year?

Many of our clients are scheduling Sales Kick-off Meetings and incorporating our Sales Attitude Assessment into those meetings so that we can help re-energize each member of the sales team.

If you haven’t planned your 2010 Sales Kick-off Meeting, call me.  We can help you launch 2010 with a positive and meaningful meeting.

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Sprint To The Finish Line – 2009

Monday, November 23rd, 2009

The finish line is in sight to the end of what for many sales professionals and many sales organizations has been one of the toughest years we have ever experienced.  I know we all can’t wait for 2009 to come to an end as we look for 2010 to mark a better business climate.  It can’t get any worse – can it? (We’ll see. But don’t get caught by surprise!)

This time of year always has its challenges – fewer sales days for that final dash to try to make sales goals for the quarter and for the year.  As Ken Thoreson pointed out in our last newsletter, you need to

1. Count the days – know how many selling days remain – create a sense of urgency with your sales team. Stay focused on your sales goals.

2. Leverage your resources – use your inside sales, customer service, and technical team members to increase customer contact.

3. Plot closing strategies – create and look for reasons for prospects to take action now instead of putting action off “until after the holidays”.

4. Increase call activity – shorten the time between follow-up calls.  Provide your sales team with meaningful information to take on each sales call.

5. Keep prospecting.  Some sales projected for 2009 will always spill over into January, but you need to take action NOW to make sure the pipeline is full of prospects for February and March.

In spite all the economic bad news of this “New 21st Century”, we still have much to be thankful for.  I wish you and your sales team a Happy Thanksgiving!

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