Get More Sales People.
Stop Pitching – Sell Value – Start Growing.
Get More Sales People
Have you ever hired sales people and they spent 6 months learning how to sell your solution? Six months later, you still have poor results. Perhaps you’re just getting ready to hire a sales team. These are just two scenarios. The truth is hiring sales people may or may not be in your comfort zone. If you hire them, there is a lot of perceived risk because you are outlaying cash without the corresponding results – yet. Regardless of your where you’re at, there are things to watch out for when you are putting your sales team in place.
Sales Team Pitfalls
Reps are Not Talking to Customers
If you’re lucky your sales people spend two hours per day on the phone or visiting customers / prospects. The rest of the time they are doing admin or other work. If you haven’t nailed down your sales process, then you have a very expensive resource doing low cost work and they are not talking to revenue generating customers.
Reps are doing two Jobs
If you are asking your sales people to wear the marketing and sales hats, your revenue will be waning. These are two completely different skills sets and only a rare individual can do both. If you are asking your sales team to do both marketing and sales, they will spend all their time on marketing (because they need to learn it) and less time selling. This is expensive!
Reps are building strategy and expected to close business
Good Sales people are coin operated, meaning you pay them a good commission and they close business. Building a strategy is not in their skill set and as a result they will spend their time building the strategy and not selling. This is very costly.
Junior Reps doing Senior work
Hiring someone straight out of school, giving them a phone, and then expecting them to deliver revenue is a great way to burn cash. They just don’t have the skills. You must train them.
Reps are selling without a process
Your sales team simply wants to talk to prospects and get orders. If they have to package the products, resolve customer service issues, invoice the client, or deliver your services, then they are not talking to customers. How much is this costing you?
What Our Clients Are Saying
Some kind words from our awesome clients!
Small interactive workgroup with diverse companies made for excellent exchange of ideas
VP Business Development, Nexgen Customer Experience
We received clarity on the value of our organization and the skills to move our conversations and pitches from interest to success. The exercise of jointly crafting our value statements was extremely effective and provided great insight into each company.
CEO, Life Sciences Ontario
Our challenge was we were doing a lot of free trials and call activity with a very low close rate. Now with our clearly defined value proposition we quickly qualify the serious from the non-serious prospects and focus our time more effectively.
The training was excellent and I learned a lot in just two days. The most important new skill I developed was the ability to ask right questions and secure buying signals!
Bioenterprise Workshop Participent
I learned A LOT!! It is easy to look at the big picture and think of all your offerings but you need to step back and re-evaluate the benefits. As a marketer I never thought to look for buying signals though it is very relevant to marketers. Thanks so much.
I loved this workshop! This workshop taught me the importance of always listening to my clients and how easy it is to get caught up in the how we do it and not the why we do it for the client.
Business Development, Agsights
Sales is a Process not a Person and putting the systems will save us a lot of money and I can do the selling. Building our unique sales cycle made it all clear, money and time well spent.
CEO, Hamill APS
Well I learned to stop boring my audience, shut up and stop lecturing! Have a conversation and have the conversation with prospects that have interest in our message and give me a buying signal. Conversational selling.
Director New Product Development, Mirexus
I learned and developed my message and how to identify my brand. Also now I know how to have valuable conversations with people of value and create curiosity.” This has been the most amazing experience and important for my career.
Co Founder, The Chufa Co