The way business is conducted today is vastly different from how it was even twenty years ago. With the rapid changes in technology, some companies are setting sales targets for the following year based on products that are still being developed. In some ways the life of a salesperson is easier in that communication methods have improved greatly – you can contact clients from anywhere on the road and often can reach them directly on their cell-phones. On the other hand, it has never been harder to reach people who are inundated in calls and emails and have set up powerful gate-keepers as a result. Getting an appointment to meet with a decision-maker can take many months and can be canceled many times. Of course, researching a company and understanding a consumer’s needs is vastly facilitated by the wealth of information available on the internet, but your competitors have all this at their fingertips as well. How can you ensure that your salespeople stand out and make an impact?
Keeping up with changes in the market-place
It is said that most consumers/ business clients are looking to partner with a company that can offer them advice based on a clear understanding of their needs. Selling has gone way beyond providing a list of features and now rests on your being able to describe the benefits of your product or service – and not in a generic way either; your sales pitch needs to be customized and specific to your audience. This also means that the type of person recruited into a sales position is different from before – think of the now laughable image of the encyclopedia salesman who wedged his foot in the door. Salespeople of today need to build strong relationships with their prospects, they need to know how to write persuasively as their first approach to a client will probably be in the form of an email, and they need to know how to differentiate themselves so that their communication doesn’t fall into the amorphous pit where hundreds of other pitches land.
Investing in corporate sales training in TX
No matter how good your sales team, they will need on-going training to keep them sharp and up-to-date with changes in selling approaches. They should know how best to utilize technology in a presentation, how to influence decision-makers without ‘over-selling’ and alienating a prospect, how to use webinars and other forms of imparting knowledge effectively, as well as understanding the channels that must be followed to become a supplier. Some companies need their suppliers to be involved in social outreach programs, to have a prescribed diversity in their boardroom, or a specific share-holding by women. All these factors should already have been uncovered by your sales team, but they need to be aware that this is necessary, and this is where corporate sales training in TX will greatly assist.
Having your salespeople at the top of their game will require investing in corporate sales training in TX. SELLect Sales Development can provide the exceptional training that you need and deserve. Visit their website for more details.
