On top of that… research has shown that traditional sales methods are increasingly unproductive. In fact, aggressive sales styles and product only (one product at a time ) focused selling are now so outdated that some customers are simply refusing to buy from or even meet with salespeople using these techniques.
In fact, there is plenty of evidence that high-performing sales people are those who listen and respond, who are flexible, and who think in terms of developing a solution to an emerging customer problem in the real world of ever-increasing customer expectations and more emphasis on return on investment and value.
Harvard University conducted a study with thought leaders in sales and sales management internationally. These included top sales leaders in major corporations, leading academics who have published in the sales field, and senior practitioners within sales associations or research-oriented sales consultancies.
What they found was that today’s Professional Sales People and Sales Managers need a distinct set of skills and abilities.
Business Acumen and Customer Insight - specifically, beyond what the customer has articulated. In complex relational sales, customers expect sales people to act as Business Consultants and demonstrate a broad strategic understanding of their business and how our solutions will Impact Bottom Line.
Relational Skills - across all the research in sales and key account management, Trust is repeatedly cited by customers as important in their selection of a supplier.
Managerial & People Management Skills - ethical standards and integrity, adaptability, & openness to change, and strong influencing skills.
Cognitive Skills - innovative problem solving; mental toughness, resilience and the ability to work under pressure and Identify Sales Opportunities with both Existing Customers, as well as with New Business.
Sales Managers and Leaders face the same challenges… to win in today’s market, they need to: improve & drive performance in others; develop and maintain relationships with key customers; rapidly grow sales from existing customers and develop new business opportunities; manage high-level sales calls; develop & implement new product offerings in both print & online and, with their team, successfully negotiate and close deals. All this with increased pace & urgency in the face of stiff competition… no small task. Our recently researched and developed SM series has been designed to provide Sales Managers with the skills, processes and motivation to drive individual, team and business performance to face today’s challenges.
With a focus on learning from both each other and thought leaders in sales and sales management, these sessions concentrate on improving skills through a combination of highly practical exercises, work based activities and group discussions. Designed to develop skills in managing oneself, managing and motivating others and, ultimately, managing the business as a whole, managers will leave with a specific action plan in relation to their own individual and team development, as well as the confidence to really maximize performance. The SM series is structured to ensure that each session is built upon in the next, thereby providing a comprehensive, highly interactive, motivational and practical experience.
SM021 - The Art of Sales Management Friday, May 31, 9:30 am – 1 pm, VPC,
SM022 – Coaching Salespeople Friday, August 16, 9:30 am – 1 pm, VPC
SM023 – Managing Sales Behavior & Motivating Sales Success Friday, October 11, 9:30 am – 1 pm, VPC
For more information on how our SM series and how to join our Sales & Sales Management discussion email me at bcrawley@metroland.com.
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