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Point of View :: Sales Force Effectiveness
Sales growth occurs and can be maximized when your sales force understands and is aligned with your business strategy; their compensation plan drives the right behaviors; and they are adequately equipped with a sales process and common sales language that fits your business environment.
The effective salesperson's role: Consultant and Strategist.
Consultant |
Strategist |
- Brings value to the client beyond just product-oriented solutions (a business consultant).
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- Brings value to their own organization by selling profitable solutions to qualified customers for genuine win/win strategies.
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- Knows critical success factors at the industry and customer level.
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- Evaluates competitive opportunities first to differentiate their company's offerings.
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- Creates competitive solutions, matching customer's business needs and buying style, to advance them beyond their competition.
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- Builds and tests sales strategy with manager and peers to maximize both client value and company success.
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Key Sales Competencies |
- Prospecting and qualifying.
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- Developing solutions which target customer's real needs and motivations.
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- Gaining trust in the customer relationship.
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- Being a problem solver and strategizer.
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- Asking the right questions and listening to the customer's answers.
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- Presenting solutions which differentiate their products and services from the competition.
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- Discovering the customer's real business needs and personal buying motives.
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- Following through to serve and support the customer.
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