Below we have outlined key areas that often play an instrumental role in optimizing sales.
When was your sales strategy and plan last reviewed? By routinely refining and assessing your sales plan, you can promote your own unique selling points (USP) and improve sales. Effective sales strategies should cover how to capture information and insights from meetings. Sales strategies should also focus on presales: identifying leads and submitting bids. Set goals, create processes; evaluate routines and documentation. Never stop testing – continually assess and evaluate the effectiveness of everything you use or do to promote your business.
How effective is your current promotional material? Which story lines resonate? How can various sales tools support sales staff? How can you best tailor your material to different target groups? Promotional materials can be visually stunning and you can optimize sales by designing material that meets the requirements of various sales related questions.
Web pages can bolster critical stages of the sales process. Many websites benefit from revisions and improvements to make them more compelling and effective as sales tools. How can web pages be used prior to, during and after a meeting? Also, how can you digitize repeated pitches and messages to ensure consistency and save time?
Video Debriefs allow sales staff to record how they make sales pitches and presentations. Video Debriefs can also be extensively used during the sales cycle and dialogue. Create Video Debriefs to control your message even when sales staff does not meet the client in person. Video Debriefs can also be effective in training new sales staff and follow-up in after-sales processes.
Sales mentoring involves the preparations and follow-up of sales-related client meetings. The mentoring can be done by internal staff or by an external sales coach. Weekly sales mentoring focuses on adjusting and customizing sales material to the individual client. Effective mentoring should also include negotiations, meeting tactics, delivery of key messages and profiling sales targets. Sales strategy and material are important, but so is the sales process itself.
Meetings and workshops with sales staff bring all these best practices together. We can review strategy, material, pitch, negotiations and ongoing results. Various types of internal meetings give the opportunity to adjust and customize processes and material. Critical factors, both positive and challenging perspectives, should be given visibility, time and resources to be explored and improved on.
6 Communication Programs
Excellence in sales is the result of detail-oriented strategizing, the refinement and perfection of messaging, and the honing of sales techniques and processes.
Sales are the culmination of your efforts to identify, attract and successfully deliver to your clients.
Road Map to The Full Service Program
Core20 assists managers, sales executives and sellers in planning and executing sales. We help to design sales material and develop its uses. Goals, processes, structures, training and reviews are focal points for working on the entire sales value chain.