Sales Training Courses:

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 courses well as the development of customized sales systems and sales courses 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 Seminars and Tips:

Sales Training Performance Improvement Actions

As you head into the home stretch for 2009 and begin planning for 2010 and beyond, management at every level should review and act upon four key sales performance improvement areas.  These are business fundamental practices that can result in increased revenue, profitability and efficiencies, reduced expenses, and minimized or eliminated business risk.

1. REVIEW THE 3 P's 

Management at every level should be reviewing and evaluating PEOPLE,  PROCESSES, and PERFORMANCE. It's not a new concept that the quality of your people has a direct impact on your company's performance. In a tough economy, each and every employee must be as productive and efficient as possible. You need to have competent and cohesive people placed in the functions that allow them to best contribute to your success.  While end of the year reviews are common practice, management should CONSTANTLY be reviewing their people, providing guidance, implementing remedies for low performing staff members, and when necessary, replace or move those performers to other functions in the company where they might contribute. In this economy, you cannot afford lagging performance - you will perish if you do.

This is is also the time that management can review, and modify if necessary, all of the company's processes from operations, sales and marketing, product R & D, manufacturing to customer service.  Each process needs to defined, documented, and communicated to every member of each department.  Each process should have metrics that allow for the evaluation of performance.

Measuring performance is critical because this determines how efficiently your processes are. Many firms find themselves in trouble because they either have no process, the wrong process, no metrics or the wrong metrics. Running a company is a premeditated sport.  Without a solid plan, the right people, the right processes and solid performance monitoring, your company will lack direction and not perform to its potential.

2. HIRING YOUR SALES FORCE CORRECTLY

Revenue generation drives your entire company. Your sales management team and your sales force need to be securing customers and revenue. Paul DiModica, a leading speaker and author on Sales Management techniques writes in his book, Sales Management Power Strategies, that you need to  "match the needs and sales experience of the candidate's life cycle with your company's life cycle." What does this mean for your hiring practices? Always hire 'full cycle sales people.'  These are salespeople who understand the need to prospect, manage their time, generate leads, follow up, and close. Look for salespeople that match your company profile.  A salesperson from a $100 million dollar company may have done a superlative job given the support and resources, but will they do well in your $20 million dollar company operating with lean support resources?  

3. SALES VALUE PROPOSITION 

This economy is the toughest we've seen since 1968. Resources are tight and discretionary spending by your clients is even tighter.  In order to get above the noise, your sales and marketing teams should have complete clarity on the the value proposition for each product or service that you sell.  Keep in mind that your clients will purchase your product if it will help them improve their business performance by either increasing revenue (or productivity), decreasing cost or expenses, or eliminating or managing business risk.  When you present your value proposition in these terms, your prospects will view you as a peer rather than a vendor.

4. TRAINING, TRAINING, TRAINING

Sales Management needs to implement ongoing training and support from day one of a salesperson's hire.  The company sales processes, product training, and sales practices need to be communicated as part of the premeditated sales and marketing process.  Regular meetings, planned reviews, and role playing need to be an integral part of the process. Industry surveys indicate that the average sales professional personally invests $0 in their ongoing training and skills development. You expect doctors, lawyers, and teachers to undergo ongoing training - why not professional salespeople?  Areas to consider for training include time/territory management, how to write a sales plan, how to manage key accounts,  how to make executive level presentations, how to create sales value propositions, and so on.

Related: Sales Training

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