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Sales Development
Just a thought: A pretty well known, but ignored fact that impacts every business: "They don't teach SALES to MBA's and Engineers". In fact that holds true for lawyers, physcians, architects, and a whole host of domains of expertise and subject matter experts. Imagine if the domain experts had the insights of communications, the power of listening, empathy to the wants and needs of their counter-parts --- particularly at the point of decision when money was involved! -- Ok, now back from that thought ---
Business in recent years has taken on many new and complex dimensions with high impact implications for the sales function. Today's buyer is better educated, more informed and has more options than ever before. Today's business is sales driven. Along with effective sales processes and technology support, today's salesperson is a key link to success in business. In business, every person is a salesperson.
One element that distinguishes profitable companies from non-profitable companies is their ability to better execute leading practices in sales operations.
Companies need to:
- Offer professional development to their salespeople (for both external and internal sales)
- Deploy effective processes and technology to support the sales operations
- Employ a superior customer relationship orientation in its marketing, operations and service delivery
The intended results are salespeople who sell because they want to excel, and succeed because they understand why and how to utilize their knowledge. The Sales Development process not only makes sales development possible, but eminently profitable.
"Sales Development" is significantly different from simple training where knowledge is transferred from one person to another. Development occurs only when knowledge is internalized through methods of spaced repitition of concepts and practice in the environment of operations which create behavioral changes and leads to positive, results-oriented skills.
Key Areas in Professional Development in Sales:
- Developing and understanding of Success in Sales
- The Buying/Selling Process
- Prospecting Fundamentals & Advanced Techniques
- Goal Planning - Driver of Action
- Communication Skills
- Getting Appointments
- Developing a Repeatable Sales Process for Predictable Success
- Gaining Favorable Attention
- Discovering Wants and Needs
- Building the the Business Case for Action
- Presenting Benefits and Consequences
- Getting Commitment and Follow Up
Professional Development in Sales is not just for external customer facing roles in an organization. Indeed, internal roles can benefit from sales skills such as persuasion, negotiation, understanding the needs of others and influencing.
Consider what a persistent and consistent approach to sales could mean to your career and the future of your business. Contact us for a rapid analysis of your sales capability on an organizational or individual level!
info@OserandCompany.com
+1 973-454-9912
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