By Erica Ronchetti (JackDaly.net)
The following sales performance training advice is designed to increase sales and profits, and serve businesses as a strategic sales plan to win over new accounts, drive sustainable revenue, and improve overall sales performance.
Step #1: Sales Performance Training: New Clients
Each sales person lists 30 top prospects in order of priority, in the horizontal column to the right, create another column and indicate the status of each sales account, and the sales prospecting activity over the previous 90 days. In a 3rd column, have your sales team to list the top hurdles preventing them from winning over the account, as well as ways to fix these problems. Add a 4th column—the targeted timeline for the sales win, and a 5th with action steps, i.e. who will do what to get the job done.
Step #2: Sales Performance Training: Old Clients
Expanding on Step #1, follow the approach described above for new clients, but apply to existing customers and accounts, looking at other product lines and locations that can be won over with inside referrals to make the most out of your customer base.