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

To whom it may concern,

I have been involved in many training classes over the years. And while informative, I often find the material rather general and as such, something that gets lost shortly after the seminar ends.

When I approached John, I was interested in creating a tailored program with fresh material and one that would fit our combination of classic sales training needs with our unique technical complexities.

The results John delivered have far exceeded my expectations. The entire process has been highly professional, effective and mostly importantly, we have the sales results to show for it.

We began with a process of identifying those modules John created that would be most effective for our needs. During a series of discussions and emails, John personalized the material to exactly match the intricacies that fit our industry (laboratory robotics & research instrumentation). Our intent was for the sales teams to integrate the material into their daily sales processes so the training would transcend the course, thus maximizing the benefit.

After the course in which John kept us entertained and engaged, we created a series of follow-up webinars. The goal was to keep the material fresh and address any challenges that arose during the integration process.

Overall we are completely pleased with the results and the process. John is a true professional who can customize his material to meet the most unique challenges. We have recently expanded our scope to go beyond the sales teams to give others in the organization the benefit of these excellent tools.

I highly recommend John and his organization.

Peter Siesel; Vice President of Sales & Marketing; Tecan US, Inc.