Sales Training Workshops:

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 workshops well as the development of customized sales systems and sales workshops 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 Workshop Essentials To Convert Leads Into Sales

Convert Leads Into Sales. Why is it that so many sales people fail to follow up on sales leads that are handed off to them by the marketing department? It never ceases to amaze me how often I hear the same complaint from sales managers and from marketing managers who are working hard to drive new opportunities in the door. Part of the issue with sales people and their lack of willingness to follow up on sales leads is many sales people have large egos and believe that anything that has been brought to them by others is probably not very good.

They have this, "I'm the king of my territory" mindset, which translates into them thinking that if they haven't created an opportunity for the company, it must not be real. It's the job of sales management to dispel this notion and make sure that your sales people are taking all of the leads that are coming to the company through its various marketing programs seriously. A good way to convert leads to sales, is to focus weekly attention on reviewing the sales leads that are coming in from marketing and from telesales efforts and categorizing those leads in getting a quick report from each of your sales people on what they're doing to follow up on the leads that are coming in.

Lots of sales people are still resistant to this process. And sometimes, it makes sense to segment the responsibility of following up on leads between field sales people who don't believe they have the time or don't believe in the quality of the leads that they're getting, and inside sales people, whose sole responsibility it is to qualify and further advance the sale with leads that are still in fairly early stages of gestation.

Most big, best in class companies in many industries have now gone to an inside sales function whose job it is to qualify and continue to nurture leads forward, until they're ready for the involvement of outside or field sales. If your company is struggling because it's not capable of getting its field sales people to follow up on sales leads, think about changing the mix of your sales organization and moving some of your field sales resources into an inside sales role. Probably this means that you're going to have to replace a few people and you're going to need to do some recruiting because the profile and aptitudes of an inside telesales lead generation person are quite different from the profile and aptitudes of field sales personnel.

We find that many companies are in the process of reducing their field sales head count and shifting some of that mix towards an inside sales model because of the lower cost and increased efficiency, and teaming those inside and outside personnel together is a much more effective way to make sure that you're aligning your resources correctly and making sure that you're following up on every single lead that's coming in through marketing. Many companies are spending money on marketing but they're not following up on leads. As a result, they've got huge leakage through their pipeline and they're wasting resources on programs that are not being optimized. Think about how to make sure that each of those precious leads that your marketing department's producing for your company is followed up.

Source: Andrew Rowe link

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