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People, Business Strategy: Sales and Negotiation Training

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Sales Training: Would you take your children out of school?

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The other day, a decision-maker at a company asked me:

“But why should I train my salespeople every year?”

The question I posed to him by way of response was:

“Would you take your children out of school?”

Seeing that he was looking at me suspiciously, I explained.

There are two ways to lead a sales team.

One is to let go, guide things, and control their work. For example, seeing the number of proposals and meetings they make, how many deals they do, etc…

Another is to try to have a concrete plan of evolution for each person on the team to have more consistent commercial results.

“But isn’t that a lot of work?” you may be thinking.

Of course, it is, but in our opinion, it is the … [ Read the rest » ] “Sales Training: Would you take your children out of school?”

Are your commercials losing sales because of a lack of information?

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Many of the business owners we work with are amazed when we ask them:

“What information sources do your salespeople use to target their prospecting?”

“Information sources?” they usually ask in fear.

Some can say “Internet” or Yellow Pages, yet most stare at us suspiciously.

What we will discuss following may be considered essential and come in every sales book, but if you ask me where salespeople fail the most?

You may have guessed it. It is precisely in the preparation component of the prospection, that is, the selection of target customers and the preparation of the approach.

We still see salespeople approaching customers with the old maxim:

“Mr. Client, I don’t want to sell you anything. It’s just to set up a meeting to get to know You and … [ Read the rest » ] “Are your commercials losing sales because of a lack of information?”

I am a Commercial Director. Now what?

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One of the things that amaze me the most in Portugal is the lack of specific training that people who rise to the position of Commercial Director have.

The career management of these profiles is still looked upon with a significant lack of professionalism.

If the former salesperson had a good role model or a good mentor, they would probably get by and even do a good job.

If this has not happened, the probability of things going wrong is very high.

The sales role is not compatible with what the now head or sales director has to have in terms of resources.

In addition to this, there is the paradigm of working in a very isolated way before and now having to work more as a team.

There are … [ Read the rest » ] “I am a Commercial Director. Now what?”