INTRODUCTION
There are
tremendous pressures on any modern Sales Organization. Customers
are becoming more powerful, more discerning and more demanding,
growth has become an enduring theme in all vendor organisations
big and small. Product and strategic specialists are becoming
embedded in customer facing sales engagement teams; the
pressures on sales managers and leaders have become enormous.
Our work with
Sales Teams from across the world has focussed on
'Eight'
specific areas (detailed below) which encapsulate the
Key
Characteristics
which lead to High Growth
and Successful Long Term Sales.
ONE
-
Segmentation of Customers
according to the value placed on sales
coverage and revenue streams - Sales people need to be developed
in Strategic
Business Skills, Long-Term
Development Planning and
Business Visioning. As well as gaining a deeper
understanding of customer's 'Actual'
as opposed to 'Perceived'
needs.
TWO
-
Deploy Multiple Sales Channels
to provide the coverage that will meet customer needs at a
profit. Each individual high value customer has complex needs
that can be met through an increasingly large variety of
channels, with different cost structures, different capabilities
and in many cases different pricing models.
THREE
-
Action Based Organizations
are winning the day. Leaders that dispel old paradigms and drive
change do bring substantial
results. This means staying focused on the transformation;
taking some risks with new products and services as well as
New Routes and
Channels to
Market. Change is becoming the
mantra of all great sales organizations who have the ability to
change rapidly and effectively to maintain a
Competitive
Advantage.
FOUR -
Leaders are making Sales
Productivity a Top Priority. For high
growth sales teams, the days of administrative chores are in the
past. Many successful organizations now treat sales time and
sales productivity as a valuable and easily misplaced asset.
They surround the sales people with people and processes to
ensure they maximize efficiency and effectiveness.
FIVE -
Leadership has moved from 'Charismatic' to Active
and Supportive.
Leaders are now team players as well as team leaders in the true
sense; ensuring the 'team back home' is delivering an exemplary
Customer Relationship based
service in support of the needs of the sales people
Leaders are also
focused on goals, will defend sales activities within the
administration of an organization, and are very knowledgeable,
communicative and consistent. Leaders need to be great
Coaches and
Mentors. Leaders make sure that
everyone in the organization keeps focused on the prize of
attaining the numbers and the goal.
SIX -
The 'Right' Customer Facing
People matter More and More. The
Brand
Behaviour, as it is enacted through the people part
of integrated marketing communications, matters more now than it
ever did. The Key Attributes
for any customer facing person are:
Powerful Consultative Skills,
a positive Can-Do
attitude,
Strong
Work Ethic,
Team Orientation and above
all a Willingness
to actually 'Listen-To' and
'Talk-With' the customer.
SEVEN
-
Sales must get closer to
Marketing. Sales organizations do not
have sufficient resources to effectively research customers, do
customer targeting, research the competition, develop go-to
market, develop sales messaging, design and develop sales
collateral, or successfully complete all the other 'tactical
marketing' tasks. The most successful sales organizations are
either Partnering with or
have fully Integrated with
their Marketing Teams.
EIGHT -
Dedicate Sales Resources to
'Delighting' the Customer.
Understanding customers needs and wants intimately and
delivering the package of products and services that will
actually Delight them.
Delight means going that one step further than any other value
based marketing competition. Delight also means knowing the
customer so well you will constantly deliver something extra
that they would not expect.
The Unique
'2-day' Sales Force Academy
We will deliver a
Unique
'2-day' Sales Force Academy
Workshop specifically for you; based on the
Eight
key Characteristics
above and targeted against your actual business needs.
We guarantee to 'Delight'
you by going the extra mile. By 'showing'
your sales people how by making just small changes, they will
learn to fully Engage 'With'
and Develop Your Customers;
ultimately,
increasing your sales productivity by up
to 100%.
Our workshops are
Bespoke,
Relevant,
Fast-Paced,
Fun,
Exciting, Highly
Interactive, Engaging
and most importantly; Led by proven
'Sales
Professionals' who will demonstrate a
unique capability in developing
Significant and
Highly Profitable Client
Relationships.
We are the 'People
Engagement Specialists' and have become
Leaders in the field of
Business Focussed 'Emotional Intelligence'.
If you would like to find out more about our
Unique '2-day' Sales Force Academy,
we shall be delighted to hear from you in order to
arrange an initial meeting.
Kindest regards
Philip Holder
(CEO)
