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Examples of Sales Productivity Projects
n Selling to the “C” level - A business services company launched a new product that would need to be sold to the highest levels (CEO’s, CFO’s ) in client organizations. The sales force was accustomed to selling at the “Office Manager” level and below. We developed a sales seminar to prepare sales representatives to gain high level appointments and conduct appropriate sales calls at that level. n Decision Process Selling - A manufacturer of protective packaging products had fallen into a pattern of matching prices of its lower quality competitors. Efforts to admonish sales people to “sell the added value” had little or no effect. We devised a strategy to get salespeople to better understand customer decision-making, and equipped them to help their customers make higher quality decisions about protective packaging that considered more than mere purchase price. n Prospecting - A business products manufacturer saw its sales volume shrinking due to the impact of the recession on its customers business. The company adopted a strategy of emphasizing prospecting for new customers to offset the shortfall with existing customers. To support this strategy we studied the methods of the company’s most successful salespeople to identify best practices in prospecting; and prepared a program to make those practices available to the entire sales force. n The Full Product Bundle - A computer manufacturer wanted its salespeople to compete with lower-priced suppliers by emphasizing “the total cost of ownership” rather than initial purchase price. To support training for this strategy we produced a video that demonstrated this sales approach. n Business Solutions vs. Products - We helped a truck tire manufacturer gain “mind-share” with its distributors by training it representatives to better align with distributors’ business challenges. n Selling Against Competition - We introduced an educational publisher to methods for analyzing their competitors and selling more effectively against them.
Here is a
checklist
of the issues we consider in planning sales training.
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