The route to an effective sales organisation

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The route to a successful sales organisation:

1. Successful organizations manage costs AND drive revenues.

a. Sales people have to be ever more effective, selling more with the same resources.

b. Recognise that the customer makes the decision to buy - the sales person facilitates the buying process.

c. Appropriate propositions to sell….supporting the strategy

2. Selling is a conversation between 2 people/organizations

a. Uncover issues that people are prepared to invest money in to solve

b. Confirm that you have a potential solution

c. Convince the customer that your solution is best

d. Agree what needs to happen for them to buy

e. Remember:

i. Simple and effective communications between the 2 parties
ii. Talking without listening is not a conversation

Customers pay to have someone solve their problem.

Clients do not care about your sales methodology. They care about having their issues addressed.

Sales methodologies should not complicate selling. They are there to help manage the sales process.

Effective sales people require:
Managers who coach; Processes that work, and;
Messages that add value

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The route to an effective sales organisation

  1. 1. TextCopyright Accredit Limited. All rights reserved.
  2. 2. ME R - Driving S ales E ffec tivenes s Successful organizations manage costs AND drive revenues. • Sales people have to be ever more effective, selling more with the same resources. • Recognise that the customer makes the decision to buy - the sales person facilitates the buying process. • Appropriate propositions to sell….supporting the strategyCopyright Accredit Limited. All rights reserved.
  3. 3. ME R - Driving S ales E ffec tivenes s Successful organizations Selling is a conversation between 2 manage costs AND drive revenues. people/organizations • Uncover issues that people are prepared to invest money in to solve • Confirm that you have a potential solution • Convince the customer that your solution is best • Agree what needs to happen for them to buy • Remember: • Simple and effective communications between the 2 parties • Talking without listening is not a conversationCopyright Accredit Limited. All rights reserved.
  4. 4. ME R - Driving S ales E ffec tivenes s Customers pay to have someone solve their problem. • Clients do not care about your sales methodology. They care about having their issues addressed. Selling is a • Sales methodologies should not conversation complicate selling. They are there to help Manage between 2 manage the sales process. people costs AND • Effective sales people require: drive revenues • Managers who coach; • Processes that work, and; • Messages that add valueCopyright Accredit Limited. All rights reserved.
  5. 5. ME R - Driving S ales E ffec tivenes s Message Environment - Focus on the needs Resources of the customer, not the features of the solutionCopyright Accredit Limited. All rights reserved.
  6. 6. ME R - Driving S ales E ffec tivenes s Message Environment Resources - Make it easy for customers to buy - Encourages sales people to think of the customer not their productsCopyright Accredit Limited. All rights reserved.
  7. 7. ME R - Driving S ales E ffec tivenes s Message Environment Resources - Sales People who ask questions and listen to the answers - Managers who coach their people - Teams who focus on customer need not managing their managersCopyright Accredit Limited. All rights reserved.
  8. 8. ME R - Driving S ales E ffec tivenes s Accredit works with Marketing to: • Create messages that Message are customer centric and focused on understanding customer need by asking questions and really listening Resources EnvironmentCopyright Accredit Limited. All rights reserved.
  9. 9. ME R - Driving S ales E ffec tivenes s Accredit: • Works with Senior Message Management to identify and remove any barriers which reduce the effectiveness of the sales organisation Resources EnvironmentCopyright Accredit Limited. All rights reserved.
  10. 10. ME R - Driving S ales E ffec tivenes s Accredit: • Trains sales people to have regular and effective conversations with their Message customers; • Support managers to regularly coach their teams; • Objectively assess sales people and managers in the execution of their Resources Environment rolesCopyright Accredit Limited. All rights reserved.
  11. 11. ME R - Driving S ales E ffec tivenes s Message Resources EnvironmentCopyright Accredit Limited. All rights reserved.

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