This is the next 7 Disciplines You need From Your Sales Team. 

Inside sales, even if you outsource sales, requires sales training.

There are certain actions that, if your sales people perform correctly, will bring you results.  Below are the “second” 7.  Make sure your sales reps:

1. Provide an accurate forecast.
   Many reps will pad their forecast to make it look good to the boss. Obviously, this eventually fails.  But it is really up to the sales manager to make sure the forecast is accurate and realistic; regardless if the news is good or not.  The sales manager needs to take the time to go through each of their sales reps’ Top 10 Prospects once per week and distill the real number.  A forecast should not be a surprise.
2. Learn, practice or drill a sales technique every day.
   You never see a major league baseball player skip a game-day of batting practice.  And many of those players make millions of dollars.  Tiger Woods hits the practice range with a coach before the start of every tournament round.   Professionals know they can never stop practicing and honing their “swing.”  Top sales people know this as well and that’s why they constantly practice and refine their sales skills so they are ready to move the sale along at a moment’s notice.
3. Learn to really listen.
   Everybody talks about the importance of listening, but few people hear anything.  Most sales reps are so anxious to either get their pitch out or want to answer a question before it is finished being asked, that they never really “absorb” the question. A good rule to follow is to wait three seconds before answering, even if you know the answer.  That at least gives the impression you’re listening.  And you actually may think of another, and maybe better, response while you pause!
4. Become your customer’s trusted adviser.
   Customers buy from people they trust.  If there is no trust they will not buy. Sales people can develop trust by being straightforward and honest – even when the news is not good; especially when the news is not good.  People are human and understand things happen. What customers do not tolerate are sales people who cannot be counted on.  They count on sales people who are experts in the field in which they are selling to deliver reliable, pertinent information.
5. Know your product inside and out …and how it compares to the competition.
   Product and competitive knowledge just get you in the door.  If your sales people cannot explain and demonstrate the benefits of your product, and why it is superior to the competition, do not put them in front of a customer.  This is not to say they have to be 100% perfect right out of the gate.  Nobody is.  But they do need to be able to get through the fundamentals of a demo, and completely deliver a benefit-oriented presentation.
6. View themselves and their customers as equals.
   Too many sales people see themselves as less-than-equal to the decision maker to whom they are trying to sell.  It can be for any number of reasons, but that attitude needs to be eliminated right away.  The sales person needs to convey to the buyer that they too are professionals and that their time is valuable.  This attitude will convey a sense of confidence that will translate into the buyer’s confidence in your sales rep.
7. Know where to draw the line.
   Many customers will ask for as much as they can get.  Better pricing.   More time to evaluate your product. Better terms.  The list goes on.  Your reps need to be guided as to where to “draw the line.”  Several considerations can go into these concession decisions and you will ultimately decide your ultimate terms.  However, your reps need to know when they are being taken advantage of and when they need to say “no.”  And you need to stand behind them.  If your reps believe they will “for sure lose the deal” if they don’t acquiesce, have them re-read item #6.

   Are you ready to accelerate your sales?
   Click www.sales-getters.com.

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This is the third in the series of, 7 Disciplines You Need From Your Sales Team. 

Sales Outsourcing requires sales training.

There are certain actions that, if your sales people perform correctly, will bring you the results you want.  Below is the third group in the 7 Disciplines Series.   Make sure your sales reps:

1. Work with Integrity.
   I have always believed you cannot be one kind of person and another kind of sales person.  Make sure the sales people who work for you work with integrity and live their lives with integrity.   Don’t forget, they represent you and your company.  Whatever they tell a prospect or customer will be a reflection of you and everyone who works at your company.
2. Display Punctuality.
   Being on time may seem like a small thing, but it sets the tone for how your company does business.  Consciously or subconsciously, customers will understand you have a team of professionals that show up (on time) every day, for every call and for every meeting.  This goes a long way toward building confidence toward a sale and ongoing account management.
3. Create and Refine a Process.
   If your company has a Sales Playbook, the sales people should be using it and not deviating from it at all.  If you do not have a Sales Playbook, you need to write one or have one written for you.  Having a well-defined process is the key to consistency amongst your reps and being able to on-board new sales reps quickly.
4. Get Testimonials.
   Self-praise is no recommendation.  Your sales people need to get in the habit of requesting customer testimonials.  The best time to get them is soon after a sale is closed and the customer is happily using your product.  Many customers will say they are too busy or are not sure what to say.  Here is a tip for your sales person to tell the customer once they agree to provide a written testimonial:  “I know you are busy <first name>.  I think I know what you told me about our product and service.  How about if I write it for you?  You can edit the document any way you’d like, but that will get you started.”  This approach seems bold, but I have never had anyone turn me down.  If they want to give you a testimonial, they will appreciate you saving them time.
5. Follow Through.
   This discipline really goes hand-in-hand with punctuality.  In sales, and in every other part of life, you are only as good as your word.  Your sales people have to do what they say they are going to do.  Check on an order?  Find someone in support to help their customer?   Whatever it is, no matter how trivial it may seem, it is a BIG deal to your customer.  Customers want…and do repeated business with… someone they can count on.
6. Help customers navigate through your company’s procedures.
   Most of us assume the world understands how we do business.  They don’t.  Your customers have a hard enough time keeping up with their own company’s policies and procedures.  If you have a procedure for customers to contact your support department, access updated software, talk to your Accounts Receivables department, etc., your sales reps need to explain it early in the sales cycle.  And don’t forget to put all these procedures in your Sales Playbook.
7. Understand your customer’s business – Making a value call.
   I might argue this point should be the #1 discipline.  Before one of your sales reps makes a sales call, insist they make it a “value call.”  A value call is one where the customer gets something of value (or perceived value) from a sales call.  Negative value is wasting your prospects time by offering nothing.   Don’t let that happen.  Have your sales reps prepare themselves before they make the value call.  This preparation is much easier these days.  Most everything about your customer’s company (or their background if they are on the management team) can be found on their web site.  This is where your reps should start.  From there, they can use LinkedIn, Facebook, etc., to find out more about your prospects’ business before making the value call.Are you ready to accelerate your sales?
   Click www.sales-getters.com.

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