First point needs to be staggering figures of success and failures!!!! Talk about companies haemorrhaging, staff jumping ship and turning around after applying the process. Marketing manager and various other departments – saying perhaps we should have consulted with you and our colleagues a little further??? * From here blend into a summary of my own experience – FIRST started selling was when I was about 5 and sold my eldest brother that it was not a good idea to keep tying me up to the kitchen table. From there I progresses to door to door, telemarketing, door to door at night, B2B, B2C and have transacted on items ranging in value anywhere from $10 up to the 10’s of Millions earning commissions slightly shy of $500K in the one transaction. / credibility – using company logo’s Agenda - (Next Slide) Summary of me and my experience – credibility(use logo’s of companies – 2/3 pages……… Share with you all the key areas and components required to instil Sales Excellence Everything is factual and has been measured and I have observed/ work on.
Do we want to grow? What products and services do we want to offer? What customers and markets do we want to serve and target? * What are or will be our ‘Unique Positioning’ in the market – Cost, Quality, Performance, Our service or combination? 2. Have we considered both the internal and external environments sufficiently to support our objective? Internal – our people, systems, culture 3. What leaders will help us 4. Do we know what the outcomes will look like. Can we clearly articulate the types of behaviours we are looking for people to demonstrate that are aligned with our ambition…across ALL parts of the business? AND are we prepared to make an INVESTMENT in all of those areas required to get us there ?
Talk about the importance of a Sales & Management Process that is quantified - When ever I work with a company who has engaged me to help them with the Sales functionality of their business I always ensure that it makes sense! It needs to have been quantified…. People will need to be trained on this and follow up coaching and reinforcement is paramount! Give examples – How do they engage with their customers? – is there any prior thought before they open their mouths????? It never ceases to amaze me at how many people are out there making it up as they go along….Sure some will say – yeah but I am successful….and I acknowledge that…But let me ask you the question…how much MORE successful could you be if you adopted some new behaviours that are adopted by the very leading sales people within their own industry? How many MISSED opportunities are there sitting all around them?? MARKETING / TOOLS AND PRODUCT AMBASSADORS TO ASSIST! * (Don’t give away secrets – tell them how WE customise for them a step by step process that works!)
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