Training for Best-Practices in Sales
Businesses are built on rigorous systems, information and processes. It is a waste of time, energy and money to re-invent the wheel and to operate on assumptions.
When something is working, smart people document, study and repeat the process. The most common way to measure the most successful approaches to training for sales is by using statistical reports generated by professional surveys.
The elite salespeople have discipline and values, and they follow through. Studies conducted by the Harvard Business School in 2010 show that 20% of salespeople are responsible for 62% of all sales outside of the large capital sales.
Correlation studies were released after being conducted by the Gallup Organization and by H.R. Chally. The studies spanned 25 years and looked at well over 3,000,000 salespeople. The results revealed the largest amount of sales for outside salespeople were due to their natural instincts and talent. The surveys usurped the popular notion that anyone can be trained to sell. This simply isn’t true.
Natural aptitude can easily be measured using an assessment tool.
Aptitude Assessments provide information for:
- Personality types, strengths and weaknesses
- How to effectively manage and coach leadership for maximizing sales results
- Compatibility Charts(several roles, examples below)
- Key Sales Managers
- Inside sales people
- Outside sales people
- Customer service representatives
- Account Manager
- Aptitude: Are each of your members born with a natural talent for sales?
- Selling Skills: Are they clear about how to use the top-ten sales skills?
- Motivation: Are they self-motivated, in the right kind of sales position and are they continually selling?
- Processes: Are they using best-practice branding, marketing, sales and customer relationship processes to support them?
- Identify geographic and online “customer clusters”
- Utilize “local” testimonials
- Follow up with “cluster” customers more frequently than usual
- Spoke.com
- Jigsaw.com
- Hoover’s
- Build-a-list