Tag Archives: increase sales

Sales Coaching

Problems That Sales Coaches Can Solve

Are you as a Sales Leader or Manager facing any of these issues with your team?

Sales training often isn’t enough to produce long term change in your sales team.

Read this list to see if you might benefit from a sales coach:

Having trouble with:

 

  • Generating new customers
  • Increasing returns on marketing campaigns
  • Failure to consistently achieve sales revenue goals
  • Reduce ever-lengthening sales cycles
  • Increasing costs of maintaining an effective and productive sales team
  • Keeping the sales team motivated
  • Shrinking margins – mounting pressure to discount
  • Protecting and developing dwindling key accounts
  • Increasing erosion of market share
  • Increased failure to forecast revenue with any degree of accuracy
  • Increased quantity and ferocity of competition and being outsold by competitors
  • Limited product knowledge in the field
  • Declining customer satisfaction and increasing customer expectation
  • Global market rationalization Increasing number of stalled sales opportunities
  • Finding and keeping good people
  • Managing salespeople who plan and manage their time and territory by the seat of their pants – they don’t seem to have a game plan or a strategy as to how they are going to win
  • Reducing the “last three weeks of a sales quarter” syndrome where everyone scrambles to try and pull in as much as they can to hit sales targets and we end up giving away our margin
  • The current economic crises are impacting on sales team’s ability to consistently achieve their sales quotas
  • Operating in markets where there seems to be more and more “gatekeepers”, buying committees, tendering processes, RFPs, etc., all of which prevent the sales team from gaining access to decision makers
  • It is becoming increasingly tough to get to talk to the people who matter about what they really need and want when it comes to buying our services
  • We struggle to speed up the buying process and close more deals more often
  • Sales teams that needs constant motivating. They seem to lack passion, focus and commitment
  • “Give us a quote” is a common response my salespeople are hearing. So what I find is that my salespeople often invest large chunks of their time putting together proposals for prospective clients that have no real intention of buying from them
  • The message we hear from our customers over and over is, “Your competitor can do it faster and cheaper.” And they are right! How do we sell against that?
  • No predictable and accountable selling process that moves the sale forward smoothly
  • Constantly grappling with costly, wasteful, and ineffective sales practices (e.g., low yield on direct marketing, low close ratios, high costs for branding, tradeshows, or product development)
  • I don’t have a clue where to start to get sales back on track!

 

If you or your sales team are facing any of these common issues, you should consider getting coached!

As one of Australia’s leading authorities and coaches in sales management, Ian Segail has been involved in the coaching, training and development of sales managers and salespeople for over two decades.

Drawing on 25 years of experience in sales, sales management and leading an HR and training team, Ian brings a strong dose of fiscal reality and practicality to his works as a Sales Performance Coach.

Engaging directly with business owners and both novice and experienced sales managers alike, across a wide variety of industries and selling disciplines, the focus of Ian’s work is to transform sales results for companies by improving sales management practices. Ian is the author of “Bulletproof Your Sales Team – The 5 Keys To Turbo-Boosting Your Sales Team’s Results” and a number of business articles, business reports and white papers including “The fish stinks from the head!” and “Why Sales Training Doesn’t Work.” Ian has an insatiable hunger for studying selling and people management and has passionately pursued answers to the question “How come some people can sell and most can’t?”

Check out sales resources and Ian’s blog at [http://www.salestutor.com.au]

Article Source: http://EzineArticles.com/2231945

Sales Coaching

The Impact of Sales Coaching on Sales Results and ROI

Introduction

The purpose of this study is to evaluate the impact of sales coaching on sales results and ROI.

Methods

We evaluated one region of the BDL Company. (9 sales representatives) and tracked sales results before and after coaching interventions.

The coaching interventions consisted of one to two days of field coaching. This coaching focused on observing a sales representative’s performance to a selling skills process in a doctor’s office. This coaching was conducted by Jim Price of TAP Consulting Company. Jim has over twenty years experience in medical and pharmaceutical sales and has logged over 500 hours of sales coaching. Sales representatives were sent out a sample presentation in order to set expectations for the visit.

The measurement of success was the number of referral cards sent in before and after coaching interventions. The referral card is a card the doctor faxes into a surgery center to refer a patient for surgery. We measured number of cards sent in by the group three months prior to training vs the number sent in three months after training. The referral card is an objective measurement of a successful sales call because it is what the representative closes for on each call.

Results

Before the coaching interventions the test group sent in a total of 8 cards. That same group sent in 367 cards after coaching. The average number of cards sent in per representatives was 1 per representative before coaching and 41 per representative after coaching.

The 367 referral cards sent in after coaching yielded 18 surgeries at $4,000 per surgery for a total increase in revenues of $72,000. The cost of the coaching interventions was $12,000 which resulted in a profit of $60,000 and a Return on Investment of 500%.

Conclusion

Coaching interventions conducted by a well trained sales coach impacts sales results and yields a Return on Investment (ROI) of up to 500%. Sales coaching is one of the best investments you can make in your sales team.

“When properly implemented, high ROI values can be achieved with programs on Leadership, Team Building, Management Development, Supervisor Training and Sales Training.” “An ROI of 100% to 700% is not uncommon with this type of training.”

Jack J. Phillips, Ph.D (Training Measurement Key Opinion Leader)

Bio Jim Price

Jim Price has been in the healthcare industry for over eighteen years. His experience encompasses numerous pharmaceutical and surgical sales positions As a practice management consultant, Jim has worked with physicians to improve a variety of practice issues from workflow to marketing. He has also advised hospitals on vendor consolidation and procedure efficiencies.

Most recently, Jim served as Director of North American Training and Development for Novartis Ophthalmics. In this position, he was responsible for the training and development of Sales Representatives and Area Sales Managers for the North American markets.

Currently, Jim provides contract training and consultation services for clients in the pharmaceutical, biotech and medical device industry, including: Novartis Ophthalmics, Pfizer Consumer Health, Alimera Sciences, Alliant Pharmaceuticals, Eisai, NovaVision and Ciba Vision.

As a presenter at The Society of Pharmaceutical and Biotech Trainers, Jim has been able to share his extensive experience with other sales training professionals.

TAP Consulting was created to leverage Jim’s extensive experience in physician/representative interactions. The courses offered by TAP Consulting have been designed specifically for the pharmaceutical and medical industry. Drawing on over 500 physician/rep role plays and feedback gathered from physician focus groups, Jim has been able to translate this knowledge into courses which are real time, actionable and drive results.

TAP offers courses in understanding your physician customer, basic and advanced selling skills, selling with clinical reprints and leadership training. Contact Jim Price for more information on TAP services.

TAP Consulting

Pharmaceutical Sales Training And Performance Consulting

770-596-1498

price56@comcast.net

[http://www.tapconsultingcompany.com]

Article Source: http://EzineArticles.com/1962434

Sales Coaching

Sales Coaching – Investing in Your Business

Selling is truly a wonderful profession. If approached ethically, constructively and helpfully, you’ll see the dramatical increase in every aspect of your business. Fortunately, much sales development theories take this positive direction. ‘How to sell’ is a wide subject, which covers a wide range of selling methods and theories, models and strategies.

Techniques in selling have all been effective at some stage. Many selling ideas are still widely used. Just think about what you are selling and the market that you’re selling into, the people you meet in the selling process and and you’ll find what will help you sell better. However, if you are managing sales people, the best results generally come if you allow sales people to work to their strengths and in a way that is natural to them.

The profit, gained by a company is mainly determined by its members’ relations with clients. That’s why successful and professional businessmen should focus their attempts on better understanding customers’ needs, this way enhancing the communication with clients and providing good feedback. By improving interactions with clients with the means of effective sales coaching programs, you will be able to strengthen the relations between clients and the members of your business.

Every day may bring new sales techniques. That’s why sales coaching and selling methods are continually developing. The efficiency of your sales depends on various interrelated factors, which must be included in the sales training session in order to gain only successful results at every level of your trade. The efficiency and the skills of your business members, the ability of your company to explore new sales opportunities, as well as the ability to close potential sales are the key factors of your business growth. Moreover, a proper customer relationship management maintains the clients’ interest in the products or services you offer.

Regardless of your business reach success, there is still a room for improvement! Research shows, that right after following a set of effective sales coaching programs, a wide range of different businesses have been able to see an increase of their profits by up to 40 percent! That’s why sales coaching courses are recommended for all business owners. If you wish to enhance the efficiency of your company, just have a look at sales coaching.

Article Source: http://EzineArticles.com/1162626

Sales Coaching

When to Bank on YOU to Increase Sales – Sales Coaching

Break the chains holding you down keeping you in the land of mediocrity, and unleash the success within you. Working as a captive agent is holding you back and keeping you from ever getting the success you could have as an independent agent. Are you ready to break free of those chains and write your own path for success?

Let’s face it. After a few years working as a captive agent and surviving you’ve come to realize the very things you thought you’d be getting didn’t materialize, and the way the deal is structured you’re the big loser. No need to be bitter.

It’s simple: you learned a valuable lesson you needed to learn through personal experience. I’ve had three friends who dreamed of owning a Jaguar. None of them still own one because, as they explained to me, the fantasy of owning one didn’t match the reality of owning one. Where do you go from here?

You’ll be glad to know that because you’re one of the successful ones you have options. You have the option of re-aligning with an independent agency, or starting your own independent agency where you call the shots and craft your own deals. There are only three things you need to take advantage of your options.

You start by developing superior selling skills. It didn’t take you long to figure out that presentation they had you memorize wasn’t worth the paper it was printed on. Now that you’re ready to move into the real money you need to hone the skills you’ve developed on your own into the skills of a true professional. A true professional not only makes more sales, the buyer doesn’t feel like they’re being sold.

With that said the most important skill is the ability to acquire your own leads. You know from experience, the leads you got from the captive agency and the ones you buy from list merchants are about one step above worthless if they’re even that good. Real leads reach out to you because you have something they want. Those leads can and will buy from you.

Vitally important last and final piece: the confidence you gain from knowing what you’re doing and how to do it. This confidence comes from knowing how to run a business not represent a business. As an entrepreneur you stand to have all the gain because you take all the risk. Smart entrepreneurs reduce their risk by aligning themselves with others who can help them to get where they want to go faster with fewer mistakes along the way.

Although you would think the best source for learning how to develop a successful agency would be an agency mentor this can be a misguided perception. It’s great to have a mentor show you how they do things so you can emulate them and do those things too. The danger comes from making the same mistakes the mentor makes and trying to duplicate a business model that doesn’t match your strengths.

Indeed, the success that got you where you are isn’t what will get you where you want to go. You understand that. Others, like you, have found coaching is one of the quickest ways: to develop professional sales skills helping more prospects buy from you, develop the means to acquire your own qualified leads, and develop a successful and sustainable business.

Put more money in the bank by counting on yourself. Identify the areas you want to improve, and reach out and get the help you need. As the success you have today has proven the quicker you take action and the quicker you take right action the quicker you get what you want.

Yes, now you can discover the “7 Secrets” [http://increasesalescoach.com/]

Turn yourself into a Sales Genie [http://increasesalescoach.com/marketing-article]

Increase Sales Coach Gets Results Sales Training Can’t because it’s never just a sales issue.

Article Source: http://EzineArticles.com/1132404

Sales Coaching

You Now Almost Effortlessly Increase Sales – Sales Coaching

It’s painfully obvious to you the prospect needs your service. You’re excited because you know you can immediately help your prospect get exactly what they want. For some odd reason though, the prospect doesn’t seem to see things the way you do.

Rather than being perplexed or frustrated by this recognize you now have the power to make an easy sale. That is as long as you don’t blow it by trying to push for a sale the prospect isn’t ready for. At the moment you have a little misalignment issue to overcome.

Even though you:

 

  • understand the prospects problem
  • know exactly how your service will remove or eliminate this problem
  • and know the tremendous benefit your service provides for your clients

 

Your prospect doesn’t have any of this clarity, yet.

Your prospect is thinking:

 

  • “I better be careful what I say here before this sales person starts to try and talk me into buying something I don’t want to buy”
  • “I’ve tried to solve this problem before and it didn’t work, so I have no reason to believe your solution will work either”
  • “I’m not sure how your solution has much to do with resolving my problem anyway”

 

Now before you allow all this to make your guts churn and your head pound take a deep breath and prepare to remove the prospects concerns. Let’s put this in perspective. What if you were in the prospects seat?

You already know a confused mind will not buy. The buyer is simply confused about how this solution you’re so excited about matches up with their situation. They don’t “see” it working or they don’t “see” it working for them.

Aha, now you’re beginning to “see” the real problem. There are actions happening or not happening for the prospect, and those actions are inner twined with the prospects problem. You also have the problem that buying requires an action on the buyer’s part. So how do you align these actions?

Do you remember when you were a child and your parents told you “what you need to do is…?” Do you remember your reaction? I’ll bet you didn’t like it. Guess who likes it even less when a sales person tells them what they need to do? Yep, your prospect hates to be told “what they need to do.” Telling a prospect what they need to do immediately angers them, and makes them more likely to take an action exactly opposite the action you recommend.

Add to this negative response you’ve just triggered the confusion they have about your solution and, uh oh, you’ve set yourself up for “no sale” now or ever. So let’s back up a little bit and get you in the right position. The right position is a position that helps the buyer to buy.

Here’s how easy it is to increase sales and have your prospects eager to buy. Once you recognize your solution is a match for the problem the buyer faces instead of moving in the direction of selling move in the direction of discovery. Your objectives are to discover the current actions and uncover the desired future actions.

Make no mistake: problems and solutions are both about actions. Get the prospect to tell you about the actions or inactions happening now, and the outcomes those actions or inactions are producing. Then instead of telling them how those actions would be different if they’d just use your solution, ask more questions.

Ask your questions in a way that helps the prospect “see” a new more desirable future. Let’s use an example you can easily relate to as a buyer yourself. You want to take a vacation. You’ve already chosen the location and established a budget.

You have the choice of going on-line and booking and planning the entire trip yourself, or you could use a travel agent. You’ve done all this yourself in the past, however; you’ve sometimes been disappointed by the choices you made because you missed out on some things. You responded to an ad you saw about vacationing in the location you desire.

As you talk with the travel agent the agent asks,

 

  • “What if you and your family could spend 5 days in Hawaii within the agreed upon budget and everything was completely taken care of for you?”
  • “What if when you arrived you would already have reservations to do all the things you most want to do on your trip?”
  • “What if you could secure the dates, prices, and reservations now and wouldn’t have to think about it from this moment forward?”

 

The travel agent is getting you to “see” what it would be like to have their solution.

Not only that, but the agent is also helping you to see who takes what actions and when. The details of these questions are helping you to mentally see into a future you desire. Your desire to have that solution increases the more you can mentally experience having the outcome you want. It makes you “see” how this solution is possible. You understand how it benefits you, and you already know you want it.

Look into the future with your prospects. Yes, both you and the prospect will win as you almost effortlessly increase sales because you’ve made the confusing simple. You’ve made the impossible possible. Take advantage of the 7 Secrets report below and discover even more ways to increase your sales.

Yes, now you can discover the “7 Secrets” [http://increasesalescoach.com/]

Turn yourself into a Sales Genie [http://increasesalescoach.com/marketing-article]

Increase Sales Coach Gets Results Sales Training Can’t because “it’s never just a sales issue”

Article Source: http://EzineArticles.com/1129834