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:
A repeatable and auditable consultative sales process that is aligned with your target market’s purchasing habits.
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.
A sales management program built around the basic management skills of planning, organization, delegation and control, that focuses on:
- pipeline analysis
- opportunity assessment
- skill assessment
- sales coaching
- revenue forecasting
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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If you want to take the guesswork out of how to improve your sales game, we can help. Come to our next Live Workshop in Boston or Denver. You’ll get three days of in-person sales training, great food, expert hands-on coaching, and — most importantly! — a clear process for any sales situation so you can earn more money for your company and for yourself.