How to make sales training stick. C O M P L I M E N T A R Y W E B I N A R This document contains proprietary information of ValueSelling Associates. Its receipt or possession does not convey any rights to reproduce or disclose its contents or to manufacture, use, or sell anything it may describe. Reproduction, disclosure, or use without specific written authorization of ValueSelling Associates is strictly forbidden. 19 th November 2015 | David N
This document is posted to help you gain knowledge. Please leave a comment to let me know what you think about it! Share it to your friends and learn new things together.
Transcript
How to make sales training stick.
C O M P L I M E N T A R Y W E B I N A R
This document contains proprietary information of ValueSelling Associates. Its receipt or possession does not convey any rights to reproduce or disclose its contents or to manufacture, use, or sell anything it may describe. Reproduction, disclosure, or use without specific written authorization of ValueSelling Associates is strictly forbidden.
19th November 2015 | David Nisbet
AgendaBackground/context
Why sales training fails…
Critical success factors of an effective sales methodology
• Increased margins• Less discounting• Increase in revenue• Shorter sales cycles• Increase in strategic account
penetration• Fewer calls required to close business • Increased transaction size• Improvement in % of deals closed• Increase in number of deals won• Mutual value articulation
• Increase in follow-up letters• Increase in proposal presentations
prior to submitting final offer• Use of appropriate language during
discussions of sales opportunities• Drop in technical resources
involved until opportunity qualified • No evals/proposals released until
ALL components uncovered• Certain sales reps turning around