News: Performance Management
Sales training: Teams must remain focused on what they control
11 March 2009
Training must teach members of the sales team to concentrate on what they can control, focusing them on making calls, networking and arranging appointments, a source asserts.
Management Today recommends that nurturing relationships is one of the key ways of maintaining sales success, with interpersonal contact playing a central role in keeping the firm in business during quieter periods.
It recommends sales team members visit their acquaintances regularly to ensure faith in their brand remains strong and that they are familiar with their customers' demands.
The news provider warns businesses not to appear desperate, as this can give the other negotiating party an advantage.
It also highlights the risk of leading a counterparty to over-commit, instead advocating maintaining a balance.
Kelley Robertson, author of The Secrets of Power Selling, recently told Manage Smarter that sales training should emphasise the importance of the pitch remaining focused on the client's problems rather than the company trying to close the deal.
