The challenge of developing a top sales program for your company lies in the fact that different markets require different skill sets, and it can be tough to decide which competencies to focus on with training and process improvement.
ASHER Strategies can help, as we serve customers in many different industries and markets. We know which skills pay the best ROI based on the specific type of sales organization we are working with.
The end result is better salespeople and processes; a huge competitive advantage over companies utilizing “one-size-fits-all” sales training models.
Here are some of the core competencies which top sales programs should focus on, by market segment:
The hallmark of most B2B sales is complexity, larger prices, and multiple buyers involved. These deals can take months to set up and close, but even just one good deal can keep a company afloat for years.
With stakes this high, competition is fierce in this space. As a result, this is where the elite salespeople tend to operate.
Retail sales are much quicker in nature than B2B, so there should be a much greater emphasis on teaching the basic sales skills to prospect, qualify, handle objections and close in a compressed amount of time.
Government sales usually have to go through several layers of approval, but once locked-in can provide a stream of revenue for years to come.
Service sales are another market with specialized skills, especially when many other firms offer the same service in your region.
ASHER Strategies has developed top sales training programs and processes to address all of the above, fitting them to match the unique needs of each of our customers, regardless of the market space in which they operate.
Let us work out a sales training and process improvement solution for your business. Contact ASHER Strategies today to get started.
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Kevin Gallagher, Vice President, Information Technology Group Aegis Research Corporation