Many sales and customer service teams do a few things very well, but may lack specific ideas or skills in certain areas to reach their full potential. Do some members of your team spend the majority of their time making sales calls and lack the energy or time to service current customers well? Perhaps they are excellent in customer service but do little to create further leads or manage their territory effectively.
To enhance your teams approach to overall sales success, consider the following 5 areas discussed below. Perhaps further training in one area may be necessary to enhance your current sales program and generate consistent success in uncertain times.
5 critical areas in sales team development:
Develop Customers for Life: This involves a high commitment to service quality and developing long-term customer relationships. It includes looking beyond one customer transaction, one sales quarter or even one year. What small customer follow-ups can your team develop to create lifetime customers who become advocates of your brand?
Opening the Sales Call: Do you have a sales call script or strategy in place? Although each member of your sales department will have unique abilities and skills, having a consistent sales framework in place increases their likelihood of success. This strategy needs to include rapport building elements and creating a certain future with identifiable next steps for leads.
What to Ask and How to Listen: Does your team have a strategy for prospect calls or face-to-face meetings? Asking clear and consistent questions and taking the time to listen to the prospects needs becomes paramount to providing valuable service. Employ active listening techniques to uncover customer issues and propose appropriate solutions to their challenges.
Presenting Solutions, Overcoming Objections & Closing the Sale: Your team must fully understand the presentation model that includes identifying objections and overcoming them using effective closing strategies. X5 sales workshops look at individual communication styles and how they can be leveraged in prospect meetings and closing situations.
Prospecting and Territory Management: How would you rate your pipeline of profitable customers and sales opportunities within each of the territories your business services? Do you have a territory management strategy? Define standards for making contact with prospects and use consistent techniques for prospecting and qualifying customers moving forward.