Sales Development

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Why salespeople should continuously develop

The problem:

Sales is a results-orientated career where even the most successful sellers face repeated rejection, a range of objections and numerous prospects who don't want to talk to them. It isn't widely viewed as a profession, so people are expected to find their own way of doing the job. Even where companies do offer training to their sellers, its usually only product/service related.

The solution:

Training salespeople with selling skills enables them to deal with these challenges so they can produce higher, tangible results. Effective sales training covers 3 types of learning;

it reinforces what they already know and motivates them to improve what they already do
it enables them to use skills and knowledge they are aware of, have previously learned but don't apply
it introduces them to new skills, tools, tips, disciplines and techniques so they are better prepared and more capable to succeed

The advantages of developing your salespeople:

They'll be better prepared and skilled to convert more opportunities, to stand out from the competition and help your prospects and customers want to choose to do business with them (and you!)

The benefits your business will gain as a result:

There are many benefits of developing salespeople including but not limited to your team being able to:

increase the number of sales made and total sales value
increase the amount of new business developed and won
increase average order value
increase average customer spend, improving share of wallet
improve profitability by selling at higher prices
improve prospect perception of your products, services and company with you seen as the supplier they want to do business with
improve seller confidence and motivation which will enable them to close more sales more often and be more motivated to go after additional, new business
improve customer relationships so they (and you) get more opportunities (through repeat business and referrals)
reduce lost time as they become more efficient and better organised through improved planning and preparation
reduce unnecessary discounting (e.g. they'll stop matching competitor pricing to win orders)
save wasted money and lost time spent on excessive travel, accommodation and related expenses
improve efficiency by ensuring every sales contact activity has an objective, opportunities are continuously progressing and the seller is prepared so things can develop
gain new customers and grow market share
identify and develop new markets for your products and services

Newly employed or experienced salespeople? There's more ...

Further reasons to develop your salespeople ...

In many industries today the average sales employment longevity is approximately 2 years. For new sales employees it can take that long to get fully ‘up to speed’ so the danger is the employers never see the full benefit of recruiting them. After 2 years typically the ‘good ones’ (who are delivering results or have the potential to) can leave tempted by a ‘greener grass’ and the not-so-good ones (those underperforming and/or who lack potential) will either have been ‘found out’ or will probably be managed out. In both situations you will have spent considerable money and time on them (especially with recruitment company fees) and you risk not getting a return on it.

Investing in sales training and development for your team shows you value them (important to your better performers giving them an additional reason to stay with you). It also helps those within your team who have untapped/under-developed potential to become top performers by giving them structure, confidence and by improving their existing skills (sometimes those deemed 'not-so-good' just need support and encouragement). Either way your team will be better equipped to sell more, more profitably.

For more on this read our blog post:

Why Most Newly Employed Salespeople Don't Last More Than 2 Years

Wit2S

Why salespeople should continuously develop

The problem:

The solution:

The advantages of developing your salespeople:

The benefits your business will gain as a result:

Newly employed or experienced salespeople? There's more ...

Further reasons to develop your salespeople ...

Featured Products

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Why salespeople should continuously develop

The problem:

The solution:

The advantages of developing your salespeople:

The benefits your business will gain as a result:

Newly employed or experienced salespeople? There's more ...

Further reasons to develop your salespeople ...

Featured Products

Add me to the Wit2S community

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