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With four months left in 2018, our sales training clients in Vancouver, Edmonton, Calgary and Toronto are refocusing on what they can do to drive more sales into this year. Keeping things simple is always a great idea. Let’s give you a clear direction going forward.
Every one of our sales training clients in Vancouver, Victoria, Edmonton, Calgary and Toronto have heard this from their buyers. Yet, it holds no geographic barriers. It’s one of the most frustrating objections you can hear as a Professional Salesperson. Your first thought is to reply “So, what is it you need to think about?” While some Salespeople might be tempted to be that direct, delivering it without the feeling of being pushy can be a challenge. Here are a few great ways to handle this objection.
Success by design, not default. At the start of 2018, that’s the message we’re communicating to all of our sales training partners in Edmonton, Calgary, Vancouver, Victoria and Toronto. Your ability to reach your 2018 sales targets should be determined by careful thought, planning and structure. While we will gladly accept the fortune of a good economy, great product or just plain luck, smart Salespeople know they can’t reach targets that way. Whether you are in B2C or B2B sales, here’s how a Sales MBO will give you the ability to start your year with confidence.
We constantly impress the benefits of the right account base for the Salespeople of our sales training partners in Edmonton, Calgary, Vancouver and Victoria. While many Salespeople are eager to land big accounts with high annual investments, we have all had the experience of seeing some of these clients cancel, leaving massive amounts of attrition in their wake. Here’s how smart Salespeople structure their account base to ensure they’re in the best position at all times.
While we expect Salespeople to drive sales, we encourage our sales training partners in Vancouver, Victoria, Edmonton and Calgary to entice all staff to become sales-minded. This can be a great source of new business development by identifying the personal motivators of employee recognition and rewards. It encourages everyone to have a customer-focused attitude and look for opportunities to grow company sales as a team.
Do you remember your first sales call as a Professional Salesperson? We were discussing this with our sales training partners in Edmonton, Calgary, Vancouver and Victoria recently. What was your most important goal in that meeting? As one Salesperson told me “I just wanted to get through it without throwing up!” Other than holding down breakfast, what did you want to accomplish with the decision maker?
Our sales training clients in Edmonton, Calgary and Vancouver have previously believed in the philosophy of having “house accounts.” This refers to a sizable account that is usually serviced by a Sales Manager. Commissions generated by the purchases made on the house account are kept internally by the company. Let’s explain the justifiable reasons why house accounts exist and tell you why you may want to rethink this strategy.
We recently suggested a proven inexpensive sales technique to our sales training clients in Vancouver, Calgary and Edmonton. As it has application for all Professional Salespeople, we wanted to share it with our readers. Years ago, before email, it was common for Salespeople to send their clients handwritten thank-you cards. While the practice of sending mail might seem dated in light of current technology, here’s why such an easy, inexpensive gesture has returned to make such a big impact.
This is always a controversial subject between Salespeople and Managers. Both sides tend to have their own opinion and the debate can get heated and emotional. After being on both sides of desk for many years, here’s the best explanation toward a clear understanding and consensus.
It takes many qualities to be a successful Sales Manager. Making your sales budgets is the ultimate goal. Do that and earn the respect of your Sales Team and you will be someone who is remembered and discussed many years later.