News: Performance Management
Sales training 'must help firms to add value'
07 May 2009
Sales training must emphasise the importance of adding value and exceeding expectations, an expert asserts.
Tony Jeary, author of Strategic Acceleration: Succeed at the Speed of Life, tells Sales and Marketing that people always need to buy products and it is crucial to ensure the company's offerings are among these.
He says that this practice is voluntary but can work to provide opportunities in the future, establishing the foundation of future business deals.
"To exceed expectations on purpose means you have an understanding of expected performance, and you realise expected performance is in no way extraordinary," he asserts.
Mr Jeary says that additional effort is needed to achieve acceptable performance, which he describes as simply mediocre.
He states that there are plenty of prospects looking for products and services, which can be attracted and retained by companies that exceed expectations.
A recent report by the Logic Group and Ipsos MORI has advised UK businesses to take steps to boost loyalty by providing strong customer service.
