Let me ask you, do you believe sales is a profession? Sure it is! But is it managed that way? In some cases it is, in many cases it is not. At least not to the level it could or should. You would be surprised about the stories I hear from sales organizations where the individual salesmen has neither target nor an objective. Nor would he (or she) have any clue how big the (negative) growth rates are from his Top 5 customers. Do they have sales plans per top customer? I donīt think so. Do they have a strategy for new business? For finding new customers in new segments? How about a plan for prospecting? Nope again on all accounts. Ok, thatīs pretty bad, isnīt is. But how about writing a customer visit plan before they actually visit a customer where the objective of the meeting is set? Again, you would be surprised! What is the easiest (but not so smart) way of selling? On price. There goes your margin.
Talking versus listening. Many salesmen talk most of the time during a customer visit. The secret of selling? Asking (smart) questions and listening to the answers. And asking some follow-up questions again.
NOBO supports sales organizations:
- Defining sales strategy
- Defining sales plans
- Setting the right objectives (sales / profit plan, margin, customer, product)
- Sales history analysis
- Markets and segments, customers & prospects and channels (new and existing)
- Focus on the critical few (segment, customer and product level)
- Key performance indicators (including daily sales trackers)
- Sales training
- Value Selling (yes, not on price but on actual value you offer)
After reading this all you have gotten an appetite for improving your sales team, havenīt you? Go ahead and contact NOBO directly via info@nobo-online.nl.
