Are salespeople the most important aspect of your company?
We are living in an age where the financial challenges in the business world have become a reality. If you ask anybody in business what you should do, everybody would tell you one of two things; either cut costs, or sell more. Because the first option sounds a bit like an early defeat to me, I would go for the second.
The salespeople play a fundamental role in your company’s survival. Good salespeople can actually get your company out of the crisis. Doesn’t that sound easy?
Unfortunately, since the financial downturn has begun to take effect on us as well, many salespeople seem to be behaving as in a state of panic. Leads for them have been reduced as people are not as willing to spend, and some salespeople without hard skin seem drained by the increasing rejection.
It is possible that your company is facing the same challenges. You may feel even worse, if you think you have addressed the issue, by either investing in product training, you have taught them how to close the deal and you have invested in marketing but still the business is not coming in. All you may hear is what could have happened, but it didn’t happen. Unfortunately, only one guy takes home the prom queen, and coming in second place does not pay the bills.
Customers are not looking for somebody to “show up and throw up” a list of features and benefits of what you can offer. The reality, as harsh as it seems clients are looking for a salesperson that will continuously add value to their organization. Neil Rackman, author of Spin Selling supports that sales have shifted from “value communication” to “value creation”. What does this mean for your sales people, is that they have to constantly create value for their accounts. Adding value means that after each conversation your clients emerge wiser and bolder.
For each client, “value creation” may mean something different. It is up to the salesman to evaluate what that value may be. At the end of the day though creating value for your client, will mean that you will create a long lasting relationship.
Times are tough right now, and at difficult times your clients will look to their “trusted advisors”. So, indeed your sales team can make the difference. The question to ask yourself is “are my salespeople trusted advisors or they show up and throw up”?
PeopleAchieve offers a variety of programmes that will help your salespeople increase their sales acumen, emotional intelligence and properly manage their accounts to increase their relationship building with their clients and offer true value.
Pambos Demosthenous
M.E. Business Development Manager
We are living in an age where the financial challenges in the business world have become a reality. If you ask anybody in business what you should do, everybody would tell you one of two things; either cut costs, or sell more. Because the first option sounds a bit like an early defeat to me, I would go for the second.
The salespeople play a fundamental role in your company’s survival. Good salespeople can actually get your company out of the crisis. Doesn’t that sound easy?
Unfortunately, since the financial downturn has begun to take effect on us as well, many salespeople seem to be behaving as in a state of panic. Leads for them have been reduced as people are not as willing to spend, and some salespeople without hard skin seem drained by the increasing rejection.
It is possible that your company is facing the same challenges. You may feel even worse, if you think you have addressed the issue, by either investing in product training, you have taught them how to close the deal and you have invested in marketing but still the business is not coming in. All you may hear is what could have happened, but it didn’t happen. Unfortunately, only one guy takes home the prom queen, and coming in second place does not pay the bills.
Customers are not looking for somebody to “show up and throw up” a list of features and benefits of what you can offer. The reality, as harsh as it seems clients are looking for a salesperson that will continuously add value to their organization. Neil Rackman, author of Spin Selling supports that sales have shifted from “value communication” to “value creation”. What does this mean for your sales people, is that they have to constantly create value for their accounts. Adding value means that after each conversation your clients emerge wiser and bolder.
For each client, “value creation” may mean something different. It is up to the salesman to evaluate what that value may be. At the end of the day though creating value for your client, will mean that you will create a long lasting relationship.
Times are tough right now, and at difficult times your clients will look to their “trusted advisors”. So, indeed your sales team can make the difference. The question to ask yourself is “are my salespeople trusted advisors or they show up and throw up”?
PeopleAchieve offers a variety of programmes that will help your salespeople increase their sales acumen, emotional intelligence and properly manage their accounts to increase their relationship building with their clients and offer true value.
Pambos Demosthenous
M.E. Business Development Manager