After aptitude has been established, the basic selling skills for each role need to be taught and drilled. These include things like:
Without formal education on these topics, salespeople might be found with strange ideas and going about things the wrong way, or at least an inefficient way, rather than the effective way. Top sales training programs instill the right way to do things so that salespeople cease wasting time and making costly errors.
The individual sales person’s skills are only half of the battle. The other half is the sales processes used to put these skills into play.
Even top producers can be hampered by poor sales processes. Top sales consulting services look at a client company’s sales processes and compare them with the methods used by the best performing organizations.
For example, ASHER Strategies has identified 15 separate sales processes which we compare against our customers’ ones. Many problems with sales organizations can be traced back to one or more of these processes being flawed. The good news is that we know how to fix this.
Executives and managers who don’t work well together as a team have difficulty developing rational strategies for revenue growth. Each tends to push for his or her favorite solution (called “hobby horsing”), to the detriment of others which might actually be better.
No training can be considered a top sales training program unless it also factors in the executive and management teams, and devises ways to get them working together for everyone’s benefit.
Negotiation is a high-level skill that should be taught as its own subject in any robust sales training curriculum.
When done properly, negotiating can bring in extra profits, produce better delivery terms, and foster long-standing business relationships with those who come out “winning” on the other side of the negotiation as much as you do.
Sales training can completely transform a company’s revenue, and even its culture. Having trained over 50,000 sales professionals, we at ASHER Strategies can truthfully say we see this occur every day.
We invite your company to be next. Contact us for a no-obligation talk about your business and how our solutions can help.
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Richard Lenahan, President, Praxis
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