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Many Sales Directors and Managers ‘inherit’ part of their Sales Team unless they are involved in a start up operation. If you have people in your Sales Team about whose knowledge you cannot be sure – have them take the Sales Capability Assessment (SCA).
Over 7000 people have taken SCA and all of them know as a result of the exercise, where their strengths lie and areas of improvement have been identified.
Selling requires a mixture of inherent and trainable skills. A natural sales personality can sell much more effectively if a real understanding of subjects such as Qualification or Objection Handling or Closing Technique, for example are in place. Many professional salespeople selling complex products over long sales cycles, achieve a hit-rate of maybe one in four situations, if they are good. Of the other three, one goes to competition and two situations result in no action. Whichever way we look at this, 75% of selling effort can be wasted. In order for your team to be more effective, have them find out what they actually know!
Why not hone the knowledge of your people and hence their skills, so that they can be much more selective in the opportunities in which they become involved and ensure that they only go for those situations where decisions, based on sound business cases, are likely to be made, within timescales that match your products and services.
SCA will help you do this and much more. It will identify whether your people know how to manage a Client Base – New Business or Account Development; it will confirm their awareness of Business Processes; it will help you help them identify the best way of managing Sales and Buying Cycles together, plus highlighting processes of structured Objection Handling and Closing Techniques.
SCA will help your salesforce determine whether they know how to present Change in a convincing manner – to help prospects and customers accept their ideas. It will also help you marshal the Resources that are available to you to support the selling effort. Perhaps most important of all, it will help your people onto the path of understanding the vital difference between real and perceived Needs so that their proposals will always offer solutions in a language that the customer will readily understand and accept. Finally, SCA will show you and your sales team how to Negotiate to get the best possible deal for your company whilst at the same time, leaving a smile on your customer’s face.
This multi-choice questionnaire (view sample questions and results) linked to a specially-designed training programme, is the way forward for you to develop your sales awareness and hence capability. It will take your people less than an hour to complete and you will have their profiles delivered to your screen immediately upon completion. From then on, you select the pace at which you want them to train themselves. Remember, these products are quality products used by the top sales professionals in the world and are available to you for a very modest investment.
If you have a question then visit our Frequently Asked Questions page or contact us to discuss it.
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