BEFORE YOU HIRE A SALES CONSULTANT, CONSIDER...
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- How do you feel about the selling skills of your sales people overall?
What are their greatest strengths? ...weaknesses?
- What is the selling background or experience of your representatives?
- What are your sales goals or expectations and how well do they meet them?
- What type of sales education has your sales staff had before being employed by you?
- What is your current sales education and development program for representatives? for sales managers?
- How often does each representative get sales skills coaching in the field?
- Over the next 6 to 12 months, upon what skills would you most like your sales people to improve?
- What are you looking for in the area of long-range sales development?
What measurable impact would you expect this to make on revenues and profits?
- What do you perceive as sales development priorities from among this list?
- strategizing and developing the high-stakes sales process
- planning and managing all levels of the complex sale
- accessing top executives
- presenting a business value proposal
- discovering and understanding customers' priority needs
- meeting customer needs with a tailored presentation of benefits
- handling the customer (prospect) who procrastinates or stalls
- creating urgency and maintaining momentum without pressure
- preserving personal and professional integrity
- closing smoothly and effectively, agreeing on actions at every step
- customer-focused proposals, presentations, demonstrations
- follow-through after the sale
- client relationship management
- prospecting and professional networking
- time and territory management and organizational systems
- continuing education for sophisticated, experienced sales people
- profit-enhancing compensation/incentives plans
- automating your sales organization
- selling and documenting a business value solution
- What have we missed?