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 Training Workshops: The Three C's of Sales Excellence

Being a sales professional is similar to running your own business. In most situations, you will be fairly left up to work on your own and empowered to make decisions in terms of how you manage your time and how to manage your business. With that being the case, there are clearly things you can do, and not do, to impact your success. Below is a summary of three "C's" that can help to drive sales excellence.

Consistency
The day in the life of a sales person can be very chaotic. One thing impacting this is that a sales person will be responsible for many different tasks. They will be responsible for outbound activities like finding new opportunities, working to close existing business, and taking care of existing clients. But then there are also a number of internally focused tasks like administrative work, training, and research. With diverse workload, it can be challenging to manage consistent levels in different areas.
One way to ensure consistency is to effectively manage your time and to add structure to your week. This will help to ensure, regardless of the noise of the day, that you will be able to give attention to the areas that need activity for a defined amount of time every week.

Concurrency
As mentioned, the typical sales person will be responsible for a number of different task and responsibilities. When this is the case, it can be very easy to get bogged down in one task and not give enough time to another. For sales excellence, it is critical to be able to work with concurrency allowing you to focus on many different areas at one time.
An example of this is that a sales person will always need to find new prospects. But at many given times, a sales person might have some identified prospects that need attention to close the sale. If that sales person focuses most of their time on the identified prospects and eases up on looking for new prospects, when or if the current prospects sign up, there will be a lull in the pipeline afterward. Concurrency would be still looking for new prospects while working to close the existing ones.

Competency
Every sales situation is competitive in some way or another. That being said, just work hard and working in all the areas that you need to is not completely enough for sales excellence. The remaining piece to complete that is competency. Competency refers to being competent in the field you work in, the product you sell, and the industry that you sell to.

The key to operating with competency is to continue to learn and develop. It is common to go through a company's standard training programs and then ease up in the area of continuing to learn. But that simply is not enough to ensure sales excellence. There is always more that we can learn about the company we work for, the products we sell, the companies we are trying to sell to, etc. That being said, it can be good to periodically step back from trying to find business to take an inward look to try to build on the existing knowledge that you already have.

Source: Michael Halper link

Related: Sales Training Workshops

More Sales Training Seminars and Tips