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Tag Archives: sales training management



Determining a Successful Sales Incentive Plan

 

A sales management team needs to consider what the point of a sales incentive plan actually is prior to constructing one, as many leaders tend to forget why this type of system is implemented in the first place. The idea behind a sales incentive plan is that representatives may need motivation to increase their productivity and raise the number of outgoing calls that they make each day. While a number of managers will forget that this is a performance-based plan, it is vital to remember that salespeople should already be trying to get a maximum number of calls and this is an added incentive. When the sales management team sits down and identifies what they are trying to implement in Learn More.

 

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How Much Should Salespeople Talk During Customer Correspondence

 

The idea of a salesperson talking too much during correspondence with a client is something that often makes a sales management team cringe, as this approach is likely to fail. A salesperson needs to understand that they are making a value proposition and not a pitch. This means that they have to listen to what the customer thinks would bring value to their business, as opposed to leading off with their product or service. The representative needs to give off the feeling that they are there to listen, as this will demonstrate to the customer that they are interested in what they have to say. Along with giving off the appearance of caring what the prospect is thinking about for Learn More.

 

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What Is Your Top Tip For Finding Prospects?

 

A sales management team has to create a strategy for representatives at their company that not only helps to increase the number of prospects that are found, but also ensures that these potential clients are qualified to do business in a way that is beneficial for the organization. If a unified front is presented to representatives by the management team, salespeople at the company should be able to have an idea of exactly which way to pursue new clients. It is important to first divide your customer base into verticals, as this will create an organizational plan to help minimize repeat calls and allows for representatives to split up their targets. When splitting up the potential clients into verticals, group Learn More.

 

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What are the Ideal Qualities of a Modern Day Salesperson?

 

A sales management team needs to have an ideal candidate in mind when trying to hire a salesperson, as research and thorough examinations up-front during hiring can help to limit the resources that are wasted on training people who are out of place in the role. The sales training process is important for the development of a representative, but there has to be the right foundation for the manager to work off of. If the candidate is someone who is better-suited for another role at the company, this is a waste of time and money for everyone involved. A sales management team has to look at the specific positions within their sales department and tailor their selection of candidates to Learn More.

 

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What Are The Top 3 Fears Of Salespeople And How Do You Overcome Them?

 

There are many fears that salespeople may have about their job, due to the nature of interacting with new people on a daily basis. However, there are three major things representatives are fearful of concerning their job. Embarrassment The number one fear is not rejection, despite what many people think, as the top thing that representatives are fearful of is getting embarrassed in front of a prospect or a customer. You manage this fear by not opening your mouth and talking about things that you have no knowledge of, and a sales management team has to emphasize this notion during training. Representatives should not be making promises that they cannot keep or telling someone that they did something when in Learn More.

 

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What Do You Do To Attract Passive Job Seekers?

 

A sales consultant manager team has to constantly be on the lookout for new talent, especially given the high turnover rate that exists in the modern business world. Passive job seekers represent a group of employees who are currently employed, but may be open to a move either due to a problem within their company or because they receive a better offer elsewhere. Though they may have a full team of salespeople, one of these positions could open up – due to someone getting a new job or being terminated because of poor performance – and a management team has to be able to fill the void with a qualified worker. It is unlikely that you will be able to Learn More.

 

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