Driving Sales Productivity

We’ve found that professional sales teams rarely suffer from a lack of effort. However, the disparity between effort and positive result is quite common. So what gets in the way? Is it the marketplace? Is it the competition? Could it be because of poor processes internally? Is it because there’s ineffective training? Is it because there’s too much turnover? It’s either because some or all of the above!

We know that many companies invest in the professional development of their sales teams, but become frustrated when they don’t generate the desired results. The fact is that sales organizations are only productive when there is a convergence of effort and positive results. Real productivity in a sales process is recognizable and measurable because productive processes have specific characteristics. The most successful sales organizations are defined by the following characteristics:

Customer-Focused Strategy
- That permeates the entire sales/service organizations
Standardized Processes
Competitive Differentiation/Unique Value Proposition
Sell Products/Services at Full Market Value
Accurate Forecasting
- From a sales, revenue and profit perspective
Hire, Train and Integrate Salespeople
- Who become productive in a matter of weeks rather than months
Keep their Best Employees
Retain and Cross-Sell Existing Customers
Improve Customer Satisfaction Levels
Continually Improve Sales Process/Sales Cycle Productivity
- Measure the improvement on a regular basis

When these characteristics are integrated throughout a sales organization, a level of performance is achieved that we call the Productive Selling Zone^®. When you’re in the Zone, effort and positive results converge at every step in the sales process, improving profitability, employee satisfaction and customer retention!

Testimonial

John,

I would like to take this opportunity to thank you for the outstanding training programs you have developed and taught to our staff and clients recently at Operation Stand Down Nashville, Inc.

(OSDN). You have helped make a difference in many lives.

Centered on the 'Golden Rule', your classes on Customer Service engaged everyone and made us think about the real benefits of working with each other and our clients as we would like to be treated. Your focus on finding the 'Wow' in Customer Service has helped our staff get to know each other better which in turn has translated to better success providing services to veterans. Your Employment Readiness classes helped our clients prepare for 'real world' situations as they get ready to find meaningful employment. Your training also helped them realize the process is not as daunting as they had imagined - you gave them hope. Each person I talked with has had only praise for your training sessions. Everyone appreciates the personal touch, common sense approach and passion you bring to each session as a professional trainer.

You have been a key part of our training. We look forward to future sessions.

William J. Burleigh; LTC, US Army, Retired; Executive Director; Operation Stand Down Nashville, Inc.