Driving Sales Productivity
Weíve 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 thereís ineffective training? Is it because thereís too much turnover? Itís 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 donít 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
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When these characteristics are integrated throughout a sales organization, a level of performance is achieved that we call the Productive Selling Zone®. When youíre in the Zone, effort and positive results converge at every step in the sales process, improving profitability, employee satisfaction and customer retention!
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.
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