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:

Need More Sales - Here's How to Get Them with Sales Training Seminars

Are the things that you are doing or not doing preventing you from closing sales? Do you know what works and what doesn't? Take a look at how you could improve your conversion rates.

Are you making enough calls or just the wrong kind of calls?

Many people believe that sales is a numbers game and this is partially true. Sales is actually a ratios game and you need to understand the key ratios in your business to be able to maximize your efforts.

You should view sales as you would a leaky bucket. If you pour a sufficient amount in at the top regardless of how much leaks out, you will still retain a reasonable amount in the bucket i.e. Closed Sales.

The number of calls that you make is equivalent to the amount of water that you pour into your bucket. How effective your techniques are and how good you are, is equivalent to the size and number of holes in your bucket.

Understanding and improving your key ratios is the equivalent of plugging or reducing the size of some or many of those holes.

It's therefore your choice as to whether you plough on regardless, knowing that you will have to make dozens of calls to make a sale. Or whether you choose to improve what you do and how you do it, drive your ratios down and close more sales. It's the difference between working hard or working smart. Of course working both hard and smart is what distinguishes the best from the rest, but just working hard on its own won't deliver results.

So how do you improve your ratios?

Well first of all you need to know what the Key Performance Indicators (KPI) are for your business. These might be, Gross Revenue, Average Sales Order Value, Number of Units Sold, Gross Profit, Net Profit etc. Once you understand what the drivers are in your business, you can work out what your current ratios are and from that how you can improve them and what effect that will have on the business.

As an example if you needed sales of $100k per month and your average sales order value was $100, your Sales to Revenue ratio would be 1000:1. If however you could increase your average order value to $110, then you’re Sales to Revenue ratio would drop to 901:1. This would mean that you would need to make 91 fewer sales to generate the same amount of revenue. Or if you sold the same 1000 units you would make $110k revenue. The increase could be achieved by cross selling, up selling, related items, consumables, peripherals etc.

Another key ratio to watch is likely to be Number of Calls/Appointments to Sales. Knowing this ratio will help you work out how many calls/appointments you need to make to achieve your targets.

As an example, if it takes on average 10 calls to make a sale (10:1 ratio) with a sales order value of $100 and your sales target is $10k, then to achieve your target, you would need to make a minimum of 1000 calls. However if you could reduce the ratio to 9:1 i.e. 9 calls to make a sale, to achieve the same results you would only need to make 900 calls. With this improved success rate, if you were to make the original 1000 calls you would achieve sales of $11,100.

Now which results would you prefer to achieve?

Make each call that you make a learning experience, carry out a brief post call analysis, review what went well and what could be improved. If you don't carry out this kind of exercise, you will be destined to make the same mistakes over and over again, without a clear understanding of what is working or where you are going wrong.

All it takes is an in depth knowledge of sales techniques, together with an understanding of the Key Performance Indicators and Key Ratios in your business and you could be on your way to vastly improved sales results.

Source: Bernard Richards link

Related: Sales Training Seminars

Back to Sales Training Seminars and Tips