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90 Day Sales Team Upgrade
Many executives and sales leaders come to us
seeking help in improving sales revenues through
sales training and consulting. They say "Help our
team Close better" or "Our team needs
Negotiation training" or "Our team needs to
improve Probing skills" or "Our sales pitch is all
over the map." These are all legitimate
concerns and competency areas that can be
improved, however it's not the full story. It's like trying
to improve a car's performance by installing leather
upholstery, a new sound system and higher grade
gasoline. It's better, yes, but there are other areas that
need a check-up and potential overhaul.
In this MXL SalesNote issue we will examine
the key
areas that allow us to claim the ability to "upgrade" a
sales organization in 90 days. Specifically, it's about
activities, competencies, and forecasting process.
It's a new year. How's your team going to perform in
Q1? What are you doing today that will ensure your
team is the ultimate selling machine by Q2
and the rest of 2010?
Upcoming Speaking Event Michael will be speaking on the topic "Sales Effectiveness in 2010" and his recent book 42 Rules to Increase Sales Effectiveness. ![]()
Sales Competency Training - Month 1 At MXL we break down our Strategic Sales Execution training into adjustable modules:
Each trained team member gets a copy of Mike Griego's book, 42 Rules to Increase Sales Effectiveness. ![]()
Sales Activity Inventory - Month 2 We maintain that this information is vital. It's on management and reps to understand and set appropriate goals and standards. It takes 30 days to track and understand this. It takes management commitment and attention to detail to correlate the data to performance and draw relevant conclusions. This is a key part to our Upgrade a Sales Team in 90 days Program. MXL's Activity MetricsTool is a powerful resource here. ![]()
Sales Forecast Process Review There are steps to take that can be tailored for any environment, be it a weekly, monthly or quarterly process. The key is developing a forecasting process that holds value for both rep and management. The combination of a well-trained team practicing modern sales effectiveness, performing targeted optimized levels of selling activities, and conducting timely, helpful and rigorous pipeline/forecast management, makes for a sales organization that's developing into that ultimate selling machine. How's your forecasting process? Give us a call to discuss and review. ![]()
Inspiring Actions ![]()
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