For a sales organization to consistently meet its revenue objectives and maintain its state of competitive readiness, it must be committed to more than just sales coaching. It must establish and maintain a “high performance sales culture.” There are four (4) key elements necessary to establish and then maintain a high performance sales culture:
Sales Process:
A repeatable and auditable consultative sales process that is aligned with your target market’s purchasing habits.
Sales Coaching:
A sales coaching program taught by sales professionals that provides attendees with the tactical selling skills and practice required to execute the company’s defined consultative sales process.
Sales Management:
A sales management program built around the basic management skills of planning, organization, delegation and control, that focuses on:
- pipeline analysis
- opportunity assessment
- qualification
- skill assessment
- sales coaching
- revenue forecasting
Commitment:
A commitment to sales process and skill maintenance that includes:
- sales tools and job aides designed to help your sellers develop an in-depth knowledge of your prospect’s critical business issues and economic drivers
- custom designed seminars to address identified needs and skill improvements within the sales organization
- individual sales coaching and sales leadership training on an as needed or remedial basis conducted by sales training professionals
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