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:

Wearing Two Hats Costs Sales - Professional Sales Course

In many businesses and professional service organizations today, sales team members are asked to wear two hats--the “sales promotion” hat and the “customer or client service” hat. In some organizations this dual responsibility for the sales staff cannot be avoided, but in those organizations where this sales and service function is not set in stone, you would be wise to off-load the service responsibilities from your sales professionals to members of a service team.

Sales managers don’t need built in structural excuses for poor sales performance. However, by asking your sales team members to service accounts, you give poor performers a perfect way to excuse their lack of sales by simply telling you they were working on problems for their clients or customers and had less time to make sales or prospecting calls. For the 80 percent of sales professionals that sell 20 percent of the goods and services in the United States and Canada, the two hats role is an ideal situation. If they have a choice in the matter, they will always gravitate to servicing accounts and taking orders over generating new business from their selling activities.

It’s difficult at best to reprimand a staff member for poor sales performance, but almost impossible to do it when the reason for a lack of sales is that the representative was saving a large account. If wearing two hats is not critical to your organization’s success, why set up an impossible management situation.

It is vital that you take away every structural activity performed by sales team members that gives them an excuse for not being in front of decision-makers selling your products or services. In the long run, setting up an order desk and support staff are far more cost effective than taking sales professionals away from their primary responsibility of bringing in new business for your company or professional organization.

Source: Virden Thornton link

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