Sales Training America Seminars:

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:

Sales Training Seminars for Non-Sales People: 5 Keys to Faster Growth

From reading Spiraling Up, we know that clients often wish that their vendors offered additional services. Of course, as it turns out, over 85% of the time, companies actually offer the very services clients "wish they could offer." So, what can you do to identify those opportunities within your existing clients?

If you are a consulting company, your primary point person is likely a project manager or program manager. And, last time we checked, most of your project and program managers don't have the most favorable impression of sales people. And, why should they? When was the last time we invested resources in training non salespeople on our sales methodology? The top performing companies in Spiraling Up have a unique attribute that could be overlooked: They invest in training their non salespeople in their sales methodology. But, what does that really mean? Should we teach them how to be super-salespeople... wearing a cape and knocking down change orders in a single bound? Not hardly. Here are some places to start:

Emphasize consultative selling - Professional services companies want to buy from organizations that can help them solve their problems. The best way to accomplish that is to take the time to learn what they need though a consultative process;

Document your process - Ensure that each person in your organization understands your defined sales process, and the information you need to make informed decisions along the way;

Identify roles - Just like in a theatrical performance, each person plays a different role. Just like the casting agent is not expected to edit the film, your project manager is not expected to take the deal to closure;

Define Criteria - Help your non-salespeople detect opportunities where you may be able to help your clients;

Establish a hand-off - Once your non-salespeople identify a potential opportunity, be sure to keep everyone informed. It is important to not damage the trust relationship your team has established.

Following these steps might help you earn your disproportionate share of available business, improve communication among your team members, and maybe even help you land a place on the list of high growth businesses.

Source: Ian Altman link

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