Sales Training:

Sales Training America is a world class sales training and custom development training company specializing in sales training and sales skill development of our client's sales force. At Sales Training America we help our clients improve their sales profitability through the development of their sales management and sales efforts through SalesForce.com implementation. Sales Training America offers both public (open enrollment) sales training seminars well as the development of customized sales systems and sales seminars for Fortune 1000 companies across United States and Canada.

Are you one of the many corporations now focusing on core sales activities while implementing SalesForce.com while outsourcing non-core functions in response to intense competition?

If you are, Sales Training America can help there too. If you simply want to outsource some of your sales or sales management training or if you want to redefine yourself completely to survive mergers, acquisitions, leveraged buyouts, downsizing, or corporate restructuring we can help you.

For free, no obligation information on how we can help you with your sales training needs please contact us today.

Sales Training Tips:

The Cornerstone of an Effective Sales Training Strategy

Having an effective sales strategy in place is critical to the success of any business. While organizations can often debate as to what is the right strategy, there are four key areas that can be focused on and built out to build the foundation for a good strategy to be built on top of.

1. Knowing how you differ from you competition (Differentiation)
It is critical to fully understand and embrace how you are different from your competition. This could either be your strengths or your competitions weakness. Every person in the sales organization should know this inside and out. We often just focus on learning our own products and features. But for consistent results, it is just as important to know how you differ every sales person must be able to clearly articulate this to prospects.

Examples of differentiation could be features, technology, price, service, company stability, global coverage, business model, etc. If there is no differentiation between you and the competition, then you are a "me too" vendor and that is will enable a help with a strong sales strategy.

2. Knowing how you help your customers (Value Proposition)
It is critical to clearly define the benefit that you bring to your customers. How do you help them to decrease costs and increase revenue? The better you can communicate this and the more quantifiable you can get, the more effective your strategy will be. Building tools to use during a sales process to help estimate the return on investment can be very effective and could be the difference.

3. What customers benefit the most from your products and services (Target Market)
It is likely that your products and services fit better with some prospects versus others? This fit will be determined by understanding those that stand to benefit most from doing business with you. This group becomes your sweet spot and your ideal prospects. Once this is determined, this group should be the focus of your time and effort.

Examples of characteristics that will shape this group are company size, industry, location, etc. Time is limited so you need to direct attention and energy to where you can get the biggest bang for your buck. Focusing on the ideal prospect will improve the probability of an effective sales strategy.

4. What is the best way to communicate with your prospects
A key component to an effective sales strategy is how to effectively communicate with prospects to find new business. This will be greatly impacted by the product being sold and the type of customer being sold to, but will ideally be a mix of cold calling, email marketing, networking, social media, door-to-door, referrals, repeat business, etc. The answer and best fit will always be different, but there is certainty in the fact that an effective sales strategy will utilize multiple forms of communication in order to effectively get a prospect's attention.

Those are four key areas where attention and thoroughness can be placed to build a solid foundation to build on. Once you clearly know how differ, the benefit you deliver, who you need to focus on, and how you are going to communicate, a strong sales strategy of sales resources, sales processes, sales training, and sales material can all be built and put in place to drive an effective sales strategy.

Source: Michael Halper link

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