Admittedly, sometimes it’s easier to focus on activities rather than results. But they are not the same.
Distractive activities and disruptions can take many forms from obsessive data entry into CRM tools like ACT or SalesForce to the illness or death of a loved one. They can last from minutes to months. One study estimates that distractions and interruptions take up as much as 30% of a worker’s time and costs US industry $588 Billion annually.
Let’s face it, the world as we knew it has changed. Today, your customers are inundated with information and choices. For salespeople, it is getting harder to reach prospects and close new business. For customer service, it’s become a growing challenge to keep current customers satisfied in light of escalating performance expectations. For sales managers, monitoring sales activity is no guarantee of sales success.
Even business owners that have a “knack” for selling or service eventually reach the point where they need to build an organization around them. When this day arrives, they often discover that the skills that came naturally to them are absent from the people they hire. Without a training program and a system in place, the business simply cannot scale.
Our training builds and reinforces a systematic approach to sales, customer service and sales management. Systems save time, reduce mistakes and maximize effectiveness. And, while almost every business has a system for operations, distribution, and accounting, many businesses still “wing it” when it comes to sales.
In addition, ours is not a cookie-cutter approach. Each training program is customized to fit your industry, your company and the sales, service or management deficiencies we’ve identified during our joint “discovery process”. These comprehensive, customer-centric sales training programs are focused on accelerating revenue growth and profitability. There are programs available for each of three critical sales positions: salesperson, sales manager, customer service agent.
Sales Training
During the sales training course your salespeople learn to:
- Effectively narrow prospects based upon the likelihood of a close
- Improve closing ratios
- Increase profitable sales
- Learn how to overcome objections
- Fill their pipelines with qualified prospects
- Effectively schedule their day to accommodate unavoidable, non-selling tasks
Sales Managers
During this course your sales managers will understand how to:
- Locate and hire applicants with the greatest selling potential
- Coach each sales person
- Evaluate individual performance based upon results rather than activity
- Motivate individuals and the team for maximum achievement
- Negotiate the most favorable contract/sales terms
- Prioritize management direction
Customer Service
Your customer service staff will move from just answering calls to becoming an interactive part of your sales and support team. They will acquire the skills to:
- Successfully resolve complaints and conflicts
- Effectively communicate and follow through with prospects and customers
- Increase customer satisfaction
- Build company/brand loyalty
- Cross sell and up sell profitable ancillary products and services