Sales Management Training

Never "Wing-It"

Research shows that salespeople will never reach their performance potential without a well-defined sales-call procedure that they can follow and learn from. "Winging it" on sales calls has grim consequences - lost sales, extended sell cycles, margin erosion and no clear path to improvement. Bottom line: Your entire sales career can be mediocre if you "wing it."

Performance improves by as much as 50% when salespeople have a consistent game plan for their sales calls.

Most salespeople make the same mistakes over and over without realizing it. Without a logical sales process to follow, they can't even identify specific problems, let alone correct them. A good sales process mirrors the pattern by which customers make buying decisions. The nine acts of the Sales Book Action Selling, break a sales call into its most important components, sequenced in the order of the five key buying decisions every customer makes. By analyzing each segment of a call and testing against the customer's buying decisions, salespeople can quickly recognize problems and adjust their behavior accordingly.

Without a system like Action Selling, the only thing salespeople can look at is whether they won or lost the sale. If you don't know what went wrong or why, you can't improve your performance.

Contact us to learn more about how to stop "winging it" with a process for conducting sales calls.