the Guesswork Out of Selling
companies with a clearly superior product line know that their products
will not sell themselves.
meet the today's challenges,
you need to preserve your core and stimulate progress—continue
the use of your proven hiring, training, and managing methods, but add the
use of technology, and mechanisms
that take the guesswork out of selling and provides predictable results.
people with the characteristics of your top performers,
the customer facing organizations' sales development needs,
the training that furthers your customer relationships, leaving
nothing to chance,
the sales process with an effective and disciplined mechanism.
If you are committed
to a consultative sales approach that results in profitable sales
growth, then Sales Acumen is for you.
can you hire
people that have the capacity to be the best in your industry, ones that
have the characteristics of your top performers?
client touch point (salespeople, telemarketing, customer and
field service personnel, administrators,
management, and partners) has an opportunity to increase or diminish the
core recruiting and selection mechanisms provides access to an increased
pool of applicants through online services (like HotJobs or Dice), and
efficiently identifies candidates based on a sophisticated screening
process. Then the games begin—getting
the information you need to select the right candidate (people who are
like your top 20% performers).
appropriate use of technology will identify key qualities for sales
people such as competitiveness, persistence, and sales drive and predicts
critical sales behaviors including call reluctance, prospecting, and
closing sales. Having this information, which would not be available
from any other source, is a critical success factor in selecting the
right people for your team.
focusing on understanding and objectively measuring core competencies,
behaviors, and interest in companies and industries, you
insure applicants fit the job the first time, helping you avoid costly
do you train your customer-facing
have a business perspective that focuses on their customers' success?
buyers will only invest in solutions that provide an adequate return on
investment. Without a return, what you are selling has a cost, an
expense. A solution without a return always "costs to much."
The sales organization that understands their customers' issues and
desired results, adds value through the sales process. They create
solutions that exactly match their customers' needs and help their
meet the varied development needs, we use a combination of core training
programs from Miller
Heiman, and specialized workshops that are customized for optimum relevance to the mix of attendees. All
workshops use the Adult Learning Method to open the mind to learning. Leveraging
the instructors real-world experience
in exercises and role-plays, reinforces the newly acquired skills and
results in a permanent and positive change in behavior and performance. More>
best companies treat their sales management system as a strategic asset.
great companies understand that their employees are their most
important assets. They guard their management practices as closely as
they guard any other intellectual capital—they
understand management practices to be a vehicle that enables them to
attract the top performers in their industries, and enable their
sales process does not progress smoothly. A communication and coaching
forum must be available. There is a constant need to allocate company resources.
Sales predictability must be maintained.
great companies have level 5 leaders and a management mechanism that
enables them to realize their full potential. More>
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