This program is designed to boost margins on sales. It reminds your sales team that your company needs to make margins and dissuades sales people from eroding these margins in the name of customer service, loyalty, bulk discount or whatever other term they use.
At the conclusion of this program, your sales team will be able to:
Many sales programs are too complicated with no lasting behavioural change for your sales team. Continue-Start-Stop Selling Techniques could not be easier to implement and is a proven methodology. At the conclusion of the program you will have an action plan of what activities and behaviours will be continued, started and stopped.
Case Study
A Fortune 500 office automation and IT organisation decided to increase it’s shrinking margins. This could only be achieved through changing the behaviour of their direct sales team who focused traditionally on increasing the revenue results to increase commission earnings. Healthy commissions often resulted in eroded margins due to the practice of discounting / price reduction incentive selling. After the Continue-Start-Stop Selling Techniques program, the following steps were taken to change the behaviour of the sales team.
The following steps were weighted, agreed and implemented. Continue 1. Targeting top 100 key account base. 2. To apply solution based selling techniques via the use of the strategic selling blocks. 3. To move from transactional selling to relationship selling. Start 1. A commission plan rewarding 50% revenue target attainment and 50% margin target attainment. 2. An immediate sales training for the 60-80% of the team who are below 80% of their budget with weekly, monthly and quarterly prospect review sessions. The whole sales team to improve reporting to pursue the “what gets measured gets done approach”. Stop 1. Sales people spending 80% of their time behind their desks. The ratio should be 20% office and 80% field activity with their customers. 2. Accepting activity levels which are below the KPI target numbers. 3. The sales team caretaking unprofitable accounts.
Would you like to attend this program?
If you would like more information on this training program, please contact:
Deborah Dear – Marketing Manager
PH: 1300 323 752
Email: ddear@preftrain.com or visit our website today.
Plan of action Building customer relationships is
Why Sales Teams Need Resilience: Post GFC prices
Our sales management courses are designed to
At Preferred Training Networks, we provide both in-person and online training programs for a wide range of organisations across Australia. Our Continue Start Stop Selling Techniques is run by experienced, qualified experts and tailored to the needs of your business and your employees. Our leadership and management education courses are designed to help your team thrive and develop valuable skills that can transform your workplace.
With programs available in Sydney, Canberra, Melbourne, Perth, Adelaide, Brisbane and other areas of Australia, we’re able to help businesses across the country create lasting behavioural change and provide them with the tools they need to reach new heights. If you think your business would benefit from Continue Start Stop Selling Techniques and the help of our professional coaching network, take the first step and contact our team today. Wherever you are in Australia, our coaching program can either come to your organisation or we organise a venue for your convenience. Find out what our training, workshops and skills courses can do for your business and reap the benefits for years to come.
Get your free online quote right now or give us a call on 1300 323 752 to find out more about Preferred Training Networks and discuss your requirements with us.
We offer a wide range of professional development courses for various needs. Avail our courses to enhance professional skills and efficiency. Please fill the following form to get an instant quote and know more about our professional development pricing structure.
We offer a wide range of professional development courses for various needs. Avail our courses to enhance professional skills and efficiency. Please fill the following form to get an instant quote and know more about our professional development pricing structure.
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