Date: February 18, 2022
Instructor: James “Jim” Martin
Time: 8:30am – 1:00pm
Pre-Work: Read an article and complete a survey
Success in sales doesn’t happen accidentally. Nor does it occur because a person is born a true salesperson. Sales success occurs when salespeople and sales leaders cultivate a coherent sales strategy and sales process, then deliver results by building selling skills and applying them effectively in the marketplace.
The successful sales leader understands that everything begins with a strategy. They have a clear understanding and commitment to defining their addressable market with products and programs their customers need and want. They create value by delivering customer solutions in a way that differentiates themselves and their companies from the competition.
The successful sales leader builds a sustainable sales process to support their strategy. The sales process acts as a chauffeur, escorting the customer from initial engagement, through the purchase decision, and on to customer satisfaction and validation. It allows all stakeholders on the sales team to understand where each customer resides in the process at any point in time and supports efficient management of the sales pipeline.
Execution of each step in the sales process depends on the sales team developing and applying the proper selling skills in an effective way. It requires a continuous feedback loop that enables the salesperson and sales team to refine their solutions and customer offer to maximize mutual value. It requires an organizational culture that values the customer as a true partner.
In this course you will:
- Learn the building blocks of establishing a solid sales strategy
- Understand and construct a sales process template
- Learn the core elements of the customer interaction
- Create a sustainable success model for after the sale
This course will be highly interactive with discussion and real-world examples designed to illustrate the importance of the concepts. Students are encouraged to bring relevant experiences and current situations to the group to assist in building shared knowledge.