What Sales and Service Leaders Want to Know

How can we establish a sustainable sales and sales management process?

Sales process breaks down when there is no real focus and accountability for sales, no preferred way of selling, and no integrated and systematic sales and service process. By helping you build the supporting infrastructure for sales and service, employees will be focused on their best sales opportunities and accountable for their performance.

Isn’t all sales training the same?

Only if you buy sales training from a generic training firm. Many sales training programs actually damage salespeople for life by teaching rigid, outdated selling formulas which only reinforce salesperson discomfort. Our sales training is clearly different in its emphasis on a preferred way of selling that’s based more on client knowledge than product knowledge, on its personalization to your company with detailed, “how to” selling tactics, and on its systematic process for follow-up and coaching, including sales skill certification.

With so many major initiatives on our plate, should we tackle sales first or postpone sales until everything is in place?

Improving sales should be your first step. It’s the one initiative that contributes revenue immediately to fund your other initiatives. A well-trained sales force also maximizes the profit impact of other initiatives so you get a fast payback on those investments.

How soon can I expect improvement?

For most of our sales programs, we allow 90 days for implementation of our “fast start” process with full recovery of your investment with us within the next 30 days.

Will the introduction of a sales program result in high turnover?

No, in fact, after fitting your employees to the sales and service roles in which they can optimize their performance and weeding out non-performers, you’re likely to reduce turnover by enhancing job satisfaction and improving supervisor coaching and feedback.