The front end of the business so often relies on the character of its employees and lacks process to aid Management to grow revenue. While I am a big believer in relationship selling, I also strongly adhere to the benefits of structure.
Not all customers are created equal
We all know that it is easiest to call on customers with whom we have an established rapport. But are your sales people making decisions based on strategy or working within their comfort zone? In order to increase revenue you need to prioritise customer accounts. Based on historical sales, potential revenue and customer “fit” you can focus the efforts of your sales force. Do you currently know who your “A” customers are?
Why plan?
“If you don’t know where you are going, you’ll end up someplace else.”
Yogi Berra
Sales Managers the world over agree that good account plans are incredibly useful. But what makes a great account plan? Carla can train staff in the development of dynamic and creative account plans that will set your sales team apart. Further effects include;
- Ease of communication between departments
- Ability to provide guidance and coaching to frontline sales staff
- Draw on experience within the business to facilitate strategic thinking rather than leaving the onus on an individual sales person
- Scheduling of sales calls around customer prioritisation level
- Creation of different strategies for new customers, customers with growth potential and the defence of existing, mature customers
Value Propositions
How often have you been approached by a sale person who feels the need to promote company and personal credentials over your actual requirements? So often corporate presentations revolve around size and footprint of the company and THEIR product or service portfolio. When a sale person actually understands your pain points and tailors their presentation to meet your requirements they truly provide value. Carla can work with sales teams to ensure that they frame messaging so that the customer wants to listen!
Within a few days, your customer will remember 2% of your message, but will remember 100% of how they felt during your sales call.…