Sales Training Classes:

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 classes well as the development of customized sales systems and sales classes 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:

Sales Training Class: How to Identify Potentially Successful Salespeople

The most successful salespeople are those who see themselves as entrepreneurial area managers. In an autonomous and consistent manner they profitably exhaust their area potential. In order to do this they have to acquire extensive knowledge of their sales area and their clients and carry out good PR work. Are your salespeople prepared and in a position to do this? Do not be afraid to sound out the knowledge of your salespeople.

Use the following checklist to identifying sales training and development needs and give your salespeople a copy in order that they can monitor themselves for self-improvement purposes. What your salespeople should know... The answers to the following questions should be either yes, no, measure needed.

1.Do they know the size of their sales area?

2.Do they know the percentage of their sales area to the whole of the UK?

3.Do they know the total number of customers (potential and existing) in their sales area?

4.Do they know some of the important sales figures for their sales area (purchasing power, retail trade turnover, industrial turnover)?

5.Are they informed about the financial and investment assistance provided by the government to certain companies in their sales area?

6.Do they know their exact number of clients?

7.Do they know the average client order amount?

8.Are the purchasing volumes of their largest clients known to them?

9.Are the future plans of their largest clients know to them?

10.Can they remember the turnover of their largest clients for the last 3 years?

11.Do they know how much business their largest clients do with competitors?

12.Who is their best buyer going to be this year do they have any idea?

13.Do they know the growth companies and branches amongst their clients?

14.Can they access information about their clients at any time?

15.Have they set an annual turnover target for this year?

16.Is overall debit subdivided into important product groups?

17.Are they able to distinguish between small, medium and large buyers?

18.Do they make different numbers

19.When fixing visit frequency do they consider the requirements of the buyer as well as turnover?

20.Do they have an idea of which buyers will play a greater role in future than they do today?

21.Do they know how much a client visit costs, on average?

22.Do they know their average turnover per mile traveled?

23.Before visiting every important client do they make a note of the visit goals?

24.Do they recognize which customers will be the main purchasers of a new product?

25.Do they work out in writing their weekly travel schedule at least eight days in advance?

26.Do they make a note of the arrival and departure times for every location?

27.Do they keep a note of the number of visits they carry out every day?

28.Have they set graduated visiting times for large, medium and small buyers?

29.Do they know the number of hours they work a week?

30.Do they know how much time they spend on average every week on:
a)Travelling
b)Discussions with clients
c)Breaks and waiting
d)Writing reports etc?

31.Do they know which business is profitable for their company and which are not?

32.Do they know how they can increase the number of lucrative business deals?

33.Do they regularly read at least one specialist journal, which their clients also read?

34.Do they know the regional associations, organizations, societies and co-operatives that their clients belong to?

35.Do they know some of the leading personalities of these organizations personally?

36.Do they know, at least by name, opinion-forming personalities (members of parliament, mayors, and bank managers) from their sales area?

37.Do they themselves take part in public life (local politics, charitable organizations, Clubs and societies)?

By using this list you have provided an excellent platform upon which to identify the sales training needs of you team. It also provides a useful focus for their individual self-development in order to maximize the potential of their area.

Source: Richard Stone link

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