Learn and Proceed!

Sales Managers are continuously challenged to reach with their team more and more ambitious targets in a more and more complex and competitive business environment. To ensure the success of training and consulting projects, Sales Mangers should respect the following five management tasks:

Measure results: Only what you can measure you can manage. The investments in training and consulting projects have to be justified and deliver the envisioned advancements resulting in improved figures. Thus it is important to tie cost-benefit-analyses of projects to clearly measurable performance indicators like for example conclusion rate of discounts given.

Individual trainings: All successful training and consulting projects have to take into consideration the individual challenges that the sales people of that special company are facing in their daily business. 'Hunting' salespeople should be trained to improve their acquisition skills meanwhile salespeople who are mainly focusing on 'Farming' have to be trained to advance their customer loyalty and retention competences.

Pragmatic and practice-oriented tools: The success of training and consulting projects is not decided and established in the trainings or seminar room and facilities but in the daily business in the front of the customers. 'Scientific' seminars with complicated, academic and trendy but hollow words not only cost us lots of money but also they cost us many lost chances. Contents of successful projects have to able to be transferred into daily business immediately.

Remove the salespeople from their comfort zone: Salespeople need courage and passion for new approaches in order to turn their trained competences into reality and thus revenue. Inhibitions to advance in sales talks hinder the sales success, and these blockings can be overcome. One way to better cope with change is to confront the salespeople with 'opening' situations, e.g. visiting the head physician of a children hospital to see how he treats his patients. Generate ideas and try to use them for your business. sales news