If you’re looking for a better activity to contribute more to your bottom line, the most feasible today is sales training. It doesn’t only improve your significant bottom lines, but it also affects budget cutbacks, sales incentives, new product launches and personal growth.
I had some scheduled sales training for dissimilar clients: Client A and Client B, who are in need of sales training last August 1 which I would like to share the story to you.
It was identified that sales training was the solution to the problem by each sales team who was having intricacy meeting their sales target.
The sales training of client A’s was postponed until the New Year due to budget cut. Why is it that their budget for sales training were cut?
The punishment of Client’s A to the sales force was cutting the sales training budgets and other sales related activities, because of that, sales were down.
Did the elimination of sales training help increase the sales or get the team back on their sales target or even contribute to the bottom line of Client A?
Time has passed and I followed up with their request but unfortunately, I learned that the sales force was completely cut to minimum and the sales training budget was cut down, now they are in severe financial difficulty. Do you see now the importance of sales training?
When Client B struggled to meet sales target, they invested in sales training and at the end of the year they were on target. Therefore, Client B realized how sales training made a positive contribution to their bottom line.
Not only did they prepare in advance for today’s new economy of buyers but they are now providing their sales team with ongoing sales training. What do you think their results will be this year?
Sales are important to every organization in order to survive in this challenging industry. An organization is very hard to survive if there are no sales because there will be no revenue thus no one would have a job.
The lack of sales and lack of buyers focusing sales training resulted layoffs and cutbacks in today’s down economy. If there is reduction of revenue, reduction of cost is necessary but the sales training cost should not be reduced since sales is the bloodline of every business world.
On the contrary, an increased budget should be allocated to sales for the sales training. Now is the time for ambitious sales activity. It is no longer an order taking economy. It is a hunter’s economy. Prospects are to be sought after, qualified and prescribed affordable solutions. Sales training must be at the forefront. In addition, it is crucial to maintain loyal relationships with all existing customers.
There are only a few more matters which need to re-classify in the sales training, without mentioning the following points:
Traditional sales technique may no longer work well in this modern business. Every sale’s person needs to give quality sales to their customers.
Taking time to truly identify a client’s business and needs is what they want from sales people. Asking pertinent questions of sales people and listening attentively while demonstrating genuine concern for the client and not just themselves is being appreciated by clients.
Clients respect sales people who are in it for the long term relationship and not simply for the money. Ongoing sales training will cover the entire field. Sales training offers structure and creates confidence.
In today’s economy it is needed to learn how to get the best return on their time invested (R.O.T.I.) and changes are always possible thereby a change of strategy target is necessary. It should be addressed and reiterated in ongoing sales training that, sales people must also learn to profile clients by categorizing and identifying similar profiles in the market place.
Ratios are normally down during economic crisis and sales people tend to change strategies by making some comparison the previous movements of their behaviors and identify where they made the best results and had closed ratios. This can only be possible after sales training is done.
Ongoing sales training offers constant and progressive motivation especially for sales people who tend to become a product of their environment of which they have a little control. The sales person’s attitude really needs adjustments as not to use the tough times as an excuse and slow down as opposed to moving forward and taking control of their life.
Though it is normal to think of an end during economic crises but that should not be the case. There is still a way to build foundation for sales support. An ongoing sales training can lead to optimistic action and that contributes to the bottom line.
Sales training is the foundation, a strong support today and in the future. Don’t knock it down if can’t build on it right now.
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