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 Classes for Prospecting in Down Economies

Sales prospecting in down economies is no different than sales prospecting in up economies. It is still a behavior, a discipline - doing what we have to do, even when we do not want to do it. The only difference is that you may have to invest more time in sales prospecting in a down economy. Sales prospecting can be time consuming in itself, but in a down economy, it is even more time consuming as sales prospects seem to be harder to find. Therefore, more time invested in sales prospecting is required. If you did ten daily sales prospecting calls before, you may now have to do twenty to get the same results. However, besides investing time, there is a better way to get the same or better results when it comes to sales prospecting. But first, you have to do your homework. You need to know what our sales prospects should look like - you need to profile them so that you can take a targeted prospecting approach and not a shot gun approach. It is the shot gun approach that is time consuming and does not get you the sales prospecting results you are looking for.

In a targeted sales strategy you need to define the criteria for three customer levels - A, B, and C. The 80/20 rule states that 80% of your sales results come from 20% of your customers. That 20% would be considered as your best customers. They are "A" or absolute customers, because they provide you with 80% of your revenues and without them, you would be out of business. Answer this question: What criteria best describes you're A customers? Is it profitability, loyalty, margin, volume, brand, relationship, etc.? Note your answers. Then you need to proceed with the same question for the next level of prospecting - "B" beneficial customers. So, what is the sales criteria for your "B" level of customers ? How are they distinguished from A customers? Note your answers. You can then proceed with what is the sales criteria for your next level of customers - "C" - convenient customers? How are they distinguished from B customers? Note your answers. You may find that most of your prospecting activities are probably to "C" or convenient customers, as most sales people invest 80% of their sales prospecting time where they get 20% of the revenues.

Source: Bob Urichuck link

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