How Achieve Competitive Advantage Through Your Sales Force or Team!
In the twenty-first century’s changing landscape, sales force training creates a competitive advantage in an otherwise commoditized marketplace. Sales force management is a process. For salespeople to be successful, they need training in product, competitor, customer knowledge, and sales skills. Therefore, they need a full support of the sales managers, who must create the framework of their success.
The salespeople success = The sales managers success.
Why invest in training and executive education?
“The reasons to invest in training and executive education in good times are even more compelling in bad times: you want to equip your best people with the knowledge and tools they will need to separate your firm from the competition.”
– Gary Lilien, ISBM Co-founder and Research Director “Winning Strategies for B2B Marketers Facing Tough (Or […]
Training makes direct salespeople and indirect salespeople as well as support personnel more confident, cooperative and productive. However, increase revenues.
What are the strategic training issues and challenges?
Most of sales managers don’t even understand the strategic training issues and objectives of training. If you don’t know where you are going, you will never get there. Key strategic objectives for training include reducing the time it takes to make a salesperson fully productive, teaching salespeople how to reduce the sales cycle from customer search to purchase, and reflecting buyer behavior in the training program.
Depending on your industry and the skill and experience level of salespeople hired, it may take one year for a salesperson to generate revenues or gross margins or net income equal to his or her compensation, benefits, and expenses. It may take two years for the salesperson to reach full productivity and become a profit center.
Do you know the break-even point for a salesperson in your firm?
The break-even point is the level your salesperson start to be profitable for your organisation. From my expertise the new hired salesperson require at least one year to break-even and to become move from being a cost center to a profit center, and two years to become fully productive.
Example Illustration of Break-even point (BEP):
The purpose of strategic training is to reduce the sales cycle and create a competitive advantages. The focus of strategic training is depending of the industry for examples:
- A firm dealing primarily with new systems or first time or one-time buyers – telephone or security systems- must emphasize salesperson training in consultative sales and product knowledge.
- But a firm dealing with existing systems buyers or modified rebuys – semiconductors, truck tires, business software – must emphasize training in relationship sales, negotiations, pricing, and customer knowledge.
- A firm calling on new buyers – toys, apparel, or consumer electronics – must emphasize training in selling skills.
- Last, a firm calling on commodity buyers – die casting or plastic injection molding – whose companies often delegate the purchasing task, must emphasize time management and IT training for salespeople.
- Increasing productivity and capability.
- Enhance turnover and revenue.
- Improving confidence, enthusiasm and persuasive as well as motivation.
- Making salespeople feel useful, important, and worthwhile.
Tags: Business development, Competitive Advantages, consulting, CRM, Customer experiences, Customer Satisfaction & Recovering, Effectiveness, Marketing, PROPMI, Relationship, Relationship marketing, ROI, Sales, SCM, SMART, Strategy planning