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Monthly Archives: February 2012
Increase Sales Optimization Through Organizational Growth
Successful businesses will strive for growth. Sales optimization will improve if a company’s reach and abilities are not static. For small businesses, growth represents potential in several areas, including increased survival rate, greater profits, and marketplace power. There are many ways to measure growth, with profitability being the leading indicator. Sales, number of employees, and increased market share are other parameters used to determine growth.
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Posted in Sales Aptitude
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Sales Optimization Through Value-Added Selling
In a competitive marketplace, how do you differentiate your offerings from all of the others? You can achieve sales optimization by clearly defining the attributes that make your product or service better, or worth the price. This is known as value-added selling.
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Posted in Sales Aptitude
Tagged Sales Consulting, Sales Optimization, sales training
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Top Ten Skills of “Super Salespeople”: Sales Training to Inspire Them
The numbers say it all. There are millions of people in sales. A recent US census reveals that there were 25 million B2B salespeople. How many of them are top-notch? A Harvard study shows that 4% of the country’s salespeople sell the vast majority of the country’s goods and services. This indicates that roughly one million sales people are top producers. Many reach this goal through effective sales training.
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5 Steps to Managing Independent Sales Reps: Sales Coaching Tips You Can Use
Your bottom line is important, so you’ve determined that one way to help manage expenses is to use independent sales reps. In our previous posting, we talked about how reps can benefit your company. Managing one, or more of them poses different challenges than managing an “in-house” sales team.
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Posted in Sales Professionals
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The Bottom Line – Why Using Manufacturer’s Reps Should Be Part of Your Sales Process Improvement
Do you need to cut costs and want to potentially improve your sales process? Using an outside sales force could be the answer. While many companies hire and train their own sales people, there are benefits to relinquishing a little bit of control, and bringing in manufacturer’s representatives to do the sales work for you.
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Add Prospect Personality Assessment to Your Sales Training
You’ve identified a prospect and are ready to begin your sales process. You have great product knowledge, you have information about the prospect’s needs, you may have even begun to formulate your opening pitch. But what happens if your style of communication, or area of focus doesn’t sit well with your contact? Psychology may not have been part of your sales training, but being able to make an assessment of personality types can help you to avoid making a negative first impression.... read more
Posted in Sales Professionals
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