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 Tips:

Sales Courses - Shift From Fat & Nice to Lean & Mean to Increase Sales

To increase sales requires efforts be directed both externally and internally. With the current tightening of the financial industry to the future outcomes from today's economy, firms now more than ever before need to look at their internal customers, strategies and processes with a unified goal to reduce waste and enforce accountability.

Productivity research suggests that 20% of your employees deliver 80% of your results. Customer service research also suggests that 20% of your clients deliver 80% of your sales or revenue results. So what is keeping you from getting rid of all of that dead weight? Maybe you are just too fat (lazy) and nice (not performance driven) and fear becoming lean (active) and mean (hold people accountable)?

With sales research revealing the following:

Almost 50% (48%) of leads are not followed up

10% of sales people make 3 contacts and stop

80% of sales are made on the 5th to 12th contact

Why in your right mind do you still have underperforming sales professionals? Because you:

Are nice

Do not want to hurt them

Cannot find any other sales people

Sales Coaching Tip: One results driven sales person is worth the salaries of at least 2 to 3 non-performing or average performing sales professionals.

Possibly your sales managers are need to be held to greater accountability. The talents that made a great salesperson are not the same that make a great sales manager. Your sales managers need far more talent management skill or people skills than your sales professionals. Sales Coaching Tip: Sales professionals are promoted for technical sales skills excellence, but terminated because they lack human capital and managerial technical skills.

The recent meltdown in the global economy will eliminate the poor performing businesses or organizations and will strengthen the outstanding ones. These successful companies are already working on streamlining their processes, eliminating wasted steps, reconnecting with loyal customers, firing high cost, low volume external customers, developing human capital talent, improving sales skills and terminating underperforming sales professionals.

Difficult times demand that you as a sales professional, a sales division manager or a sales producing organization take action by stop being fat and nice and becoming lean and mean. This is a time of survival of the fittest because they have taken the necessary lean and mean actions to outlast the economy as well as the competition.

There is a story that I share with most of my sales coaching and human capital talent development clients. The story is short and goes like this:

Every day in Africa, a gazelle awakens and knows it must outrun the fastest lion or it will be killed. Every day in Africa, a lion wakes up and knows it must outrun the slowest gazelle or it will starve to death. So come morning, it does not matter if you are a lion or a gazelle. What only matters is that you better be running.

Source: Leanne Hoagland-Smith link

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