Sales Training Connection

AUGUST 20, 2012

Maximize playing time. If the goal is to maximize sales revenue and profit, Marketing, Technical Support, Information Technology and other key functions must all commit to driving sales. That’s a big mistake.”. Let’s take a look at two specifics that require getting serious at the CEO level.

Maximizer 101

Maximizer Sales Leadership Revenue Proposal 101

Sales Training Connection

JUNE 13, 2012

These sales reps are looking to maximize the productivity of their territory. They look for opportunities across the account – seeking additional opportunities with their current customer contacts, as well as, brand new customers inside the organization. Sales reps who play not to lose won’t “make” any President’s Club.

Strategy 121

Strategy Territories Compensation Maximizer 121

Sales Training Connection

DECEMBER 12, 2012

There are several key considerations if companies are going to maximize revenue and optimize profit. Some receive a lot of attention, some not so much. One that might deserve a brighter spotlight is customer targeting. Bain published an insightful article entitled – How leaders get the most out of their sales force.

Sales Qualified Lead 108

Sales Qualified Lead Banking Ideal Customer Profile Lead Rank 108

Sales Training Connection

JUNE 23, 2014

Companies that organize their business model to maximize their learning from every customer or potential customer interaction will capture disproportionate return. Collaborative technologies and lower experimentation costs are game-changers for business economics. The premium today is on learning quickly, not planning.

Lead Rank 108

Lead Rank Decision Maker B2C Trends 108

Sales Training Connection

OCTOBER 17, 2012

So, increasingly medical sales reps will walk into hospitals that are standardizing surgical supplies, choosing cost-effective medical devices, using health information technology, and maximizing asset utilization.

Health Care 108

Health Care Hiring Journal Networking 108

Sales Training Connection

NOVEMBER 9, 2012

So, what might sales management do to maximize performance on a large team sales call? In major sales opportunities sales calls often involve more than two people for varying reasons like the need for multiple areas of technical expertise. We know from Ringelmann that doing nothing isn’t a good option.

Engineering 107

Engineering Maximizer Training Study 107

Sales Training Connection

JULY 10, 2013

Defenders. “Defenders aren’t trying to pursue the art of the possible, or how to maximize opportunity. “The world of business really separates into two groups: the Attackers are the entrepreneurs who disrupt the status quo, try to change the world, take the hill, and who possess an anything is possible attitude.”

Territories 108

Territories Maximizer Groups Training 108

Sales Training Connection

OCTOBER 3, 2012

In the years ahead it is likely that sales excellence will become an increasingly important piece of the puzzle for increasing revenue and maximizing profitability. We would suggest that’s it is an extremely bad bet if you assume you can continue to field a superior sales force and yet neglect the importance of coaching.

Sales Coaching 108

Sales Coaching Coaching Guarantee Maximizer 108

Sales Training Connection

JUNE 24, 2013

This is a story of customer focus and the importance of Value Maximization. Often in major sales there is a misalignment between the value you have proposed and the value perceived by the customer. This is particularly telling because you may lose a sale for a reason that is totally within your control to avoid.

Proposal 114

Proposal Remedy Retention Maximizer 114

Sales Training Connection

FEBRUARY 20, 2013

So how do you maximize the effectiveness of this type of call? These meetings are also the beginning for building the trust required for partnering relationships between the buyer and seller. As we’ve often hear from our customers, “Vendors are a dime a dozen, partners are the people we want to work with.”.

Health Care 94

Health Care Consultative Selling Training Vendor 94

Sales Training Connection

JUNE 26, 2013

Learning really happens when the time devoted to practice and feedback is maximized. Like most, sales people don’t learn by listening and watching. So, a large file of PowerPoint slides is unlikely to increase sales performance. Ask anyone who has attended a sales simulation lately how the program did on the practice and feedback scale.

Hiring 110

Hiring Face-to-face Scale Decision Maker 110

Sales Training Connection

JULY 25, 2014

The best advice for maximizing your strategy coaching time is: do a really good job coaching a few, high-payoff accounts. In conjunction with the salesperson, the sales manager should target for strategic coaching those accounts that have the greatest potential for revenue growth. How many accounts? Establish the Expectations.

Coaching 99

Coaching Sales Management Strategy Face-to-face 99

Sales Training Connection

APRIL 25, 2012

When done effectively, it enables you to maximize the competitive advantages that differentiate you from your competitors. Quantifying your value proposition requires creating and communicating a clear, compelling picture of how your solution will drive your customer’s business results - allowing sales reps to make their business case.

Competition 118

Competition Discount Benefit Analysis 118

Sales Training Connection

APRIL 13, 2016

This is a story of customer focus and the importance of Value Maximization. Often in major sales there is a misalignment between the value you have proposed and the value perceived by the customer. This is particularly telling because you may lose a sale for a reason that is totally within your control to avoid.

Proposal 50

Proposal Remedy Retention Maximizer 50

Sales Training Connection

DECEMBER 5, 2012

Sales reps will always over time figure out how to use a compensation system so they maximize their revenue. Customer scenarios work particularly well for keeping the training at the practical level. The question is whether it makes sense to help them learn how to do that and achieve the company’s strategic imperatives.

Compensation 107

Compensation Strategy System Knowledge Base 107

Sales Training Connection

NOVEMBER 17, 2014

Move a small group of dedicated trainers to each district to maximize the consistency of the sales training. Try conducting the training over several sessions dedicated strictly to the training at the “district” level.

Sales Meeting 89

Sales Meeting Meeting Training Travel 89

Sales Training Connection

MARCH 4, 2015

Here are two best practices we have observed to maximize the time for doing those things that really make a difference. While all these activities may be necessary and/or difficult to avoid, when is enough – enough? One simple answer is enough is enough when there is not enough time left to manage and coach your sales team.

Hiring 50

Hiring Scale Sales Management Webinar Metrics 50

Sales Training Connection

DECEMBER 2, 2015

And speaking of sales coaching, try to maximize coaching time. From a selling perspective, go on sales calls only when a management presence is needed and when you can help build the credibility of your sales reps. Or, go on sales calls when the purpose is sales coaching. Be careful with off-the-cuff comments.

Sales Management 50

Sales Management Top of Funnel Pivotal Motivation 50

Sales Training Connection

JUNE 6, 2016

Or, when a new product is launched one could learn all the features and related information about the new product in a customized e-book and then learn to plan and execute sales calls on targeted customers in a classroom where practice and feedback in maximized.

Training 50

Training Study Negotiation Maximizer 50

Sales Training Connection

SEPTEMBER 9, 2011

Maximize the power of the group. A huge opportunity is missed if these experiences are not leveraged as a developmental opportunity. Sales managers need to provide their teams with a simple post-call protocol for analyzing the results and then periodically review insights gained. .

Hiring 99

Hiring Wireless Coaching Journal 99

Sales Training Connection

OCTOBER 24, 2012

While many companies realize that potential power of sales teams – from leveraging their brand to maximizing face-to-face selling time by their sales people – too many sales teams aren’t effective. Selling in sales teams is a challenge facing many sales forces.

Face-to-face 108

Face-to-face Lead Rank Lead Scoring Guarantee 108

Sales Training Connection

APRIL 27, 2015

Have I figured out how to maximize the time my sales team spends selling? T o optimize sales coaching effectiveness it’s important to know how you should prioritize your coaching time: Who should you coach first and what are the skill sets that deserve focus for each person to be coached?

Sales Management 50

Sales Management Sales Coaching Coaching ACT 50

Sales Training Connection

SEPTEMBER 17, 2015

Move a small group of dedicated trainers to each district to maximize the consistency of the sales training. Try conducting the training over several sessions dedicated strictly to the training at the “district” level.

Sales Meeting 50

Sales Meeting Meeting Training Travel 50

Sales Training Connection

APRIL 30, 2014

Few healthcare institutions will pursue only one of these value propositions – hybrids will be more common – like an R&D Leader also cultivating a Premium Price position or a Value Maximizer and a Convenience King. So what does all this mean to MedTech companies?

Pharmaceuticals 102

Pharmaceuticals Health Care Maximizer Study 102

Sales Training Connection

JULY 20, 2012

To maximize effectiveness the sales training program needs to be custom-designed for your high-potential sales reps and to the challenges they face. The key is to minimize lecture and maximize practice and feedback. It is not simply dusting off that old sales training program you used last year and making a few updates.

Training 96

Training Face-to-face Retention Maximizer 96

Sales Training Connection

JANUARY 13, 2016

It is suggested that each sales training event in the stepping-stone approach must based on a design that maximizes discussion, practice, and feedback. Teams maximize the opportunity for discussion, practice, and feedback. Team-based. Consideration should be given to the composition of teams.

Buyer 50

Buyer Training Meeting Maximizer 50

Sales Training Connection

AUGUST 8, 2012

This is best accomplished by reducing the lecture time to zero and maximizing practice and feedback. Off-the-shelf simulations with a few customized examples will not carry the day when a sales team is engaged in a complex B2B sale. Learning Environment. The classroom experience must be highly interactive and engaging. Instruction.

Training 105

Training Face-to-face B2B Groups 105

Sales Training Connection

MARCH 13, 2013

This is best accomplished by reducing the lecture time to zero and maximizing practice and feedback. Off-the-shelf simulations with a few customized examples will not carry the day when a sales team is engaged in a complex B2B sale. Learning Environment. The classroom experience must be highly interactive and engaging. Instruction.

Training 93

Training Face-to-face B2B Groups 93

Sales Training Connection

JANUARY 27, 2012

The learning methodology needs to maximize the time spent on practice and feedback on the new type of physician interactions and minimize time devoted to lecture. Failure to recognize the importance of coaching.

Pharmaceuticals 94

Pharmaceuticals Training Strategy Health Care 94

Sales Training Connection

JANUARY 8, 2013

So the key is minimizing lecture and maximizing practice and feedback – at least 85% of the classroom time should be devoted to practice and feedback. In Key Account training the participants already know the basic selling models and techniques. Change the instructional model.

Account 98

Account Training Territories Margin 98

Sales Training Connection

JANUARY 11, 2013

So the key is minimizing lecture and maximizing practice and feedback – at least 85% of the classroom time should be devoted to practice and feedback. In Key Account training the participants already know the basic selling models and techniques. Change the instructional model.

Account 78

Account Training Territories Margin 78