Sales
Leaders, this is what you've been waiting for...the critical challenges that
sales teams of all types and sizes are facing in today's experienced driven
generation. Sales force challenges can be categorized into three basic
groups:
1.
Survival problems - solve immediately to survive
2.
Competitive needs - fulfill to compete aggressively
3.
Growth opportunities - leverage to grow
Once
determined what group you fall in, next identify the challenges that specifically
affect you in the following areas:
Sales Force Challenges
Check
the ones that affect you.
__ Increased pressure for greater
sales, revenue and profit results with
fewer
prospects
__ Greater customer demands and new
customer expectations
__ Sales force reductions impact sales
force moral and individual seller motivation
__ Reduced budgets mean fewer
resources and less support
__ Reduced customer demand and greater
competition
__ Sales force control (leverage) and
dictating demands
__ High direct and indirect impact
(cost) of sales force turnover and loss
of
productivity
__ Higher marketing costs and cost of
sales with reduced profits
Sales Leadership Challenges
Check
the ones that affect you.
__ Obsolete sales force management,
leadership and coaching techniques
__ Unqualified or less than effective
sales force, team and individual seller leadership
__ Inconsistent
and/or obsolete sales results (goals and objectives) tracking
__ Unrealistic
goals and objectives based on marketplace conditions
__ Activity-based
productivity environment and hire and hope recruiting
philosophy vs. results-based productivity
environment and profile and predict recruiting philosophy.
Personal Seller Challenges
Check
the ones that affect you.
__ Inconsistent
seller performance fueled by obsolete techniques and
negative baggage
__ Resistance
to change and reliance on traditional competencies
__ Traditional
sales development (training) too generic and not relevant to
today's marketplace
__ Lack
of individual seller responsibility for personal development and growth
__ Lack
of realistic marketplace, industry and consumer perspective
__ Buyer -
seller misalignment, lack of experience or under trained (certified)
__ Poor
understanding and execution of process, knowledge, skills, strategies
and resources
__ Poor
time management, priority setting, personal organization and
activity management
Well,
what does your list look like? How big is it? Are you still in
denial? As you know, we live in "interesting times" right
now. Everything around us is rapidly changing. So is the demand for
the Next Generation Sales Professional. It's time to
transform your sales team from traditional (seller perspective - bottom up)
selling strategies that use "features and facts" messages pushing
your product to the Next Generation (buyer perspective - top-down) selling
strategies that use "benefits and value" messages to focus on
"delivering solutions."
As
you can see the Butler Learning Systems T.E.A.M. has been very busy. Our
research is completed and we're doing everything we can possible to provide you
with leading edge sales professional development for the next generation of
selling. We offer real time solutions to achieve your strategic sales
initiatives for the year. So, Sales Leaders, if you've been waiting or
sitting back for something new in professional sales development, check us
out. It's time to make the commitment today to transition your sales team
to the next generation of sales performance.
All
of us at Butler Learning Systems extend a warm and hearty "Happy July
4th" to you and your family. Many of you are on holiday this time of
year, so safe travels and enjoy it to the fullest.
Sign up for the August 23rd Successful Habits
for Next Generation Selling Seminar. To reserve your spot, call Kim Morano @
888-298-7462 or e-mail: kmorano@butlerlearningsystems.com
