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.
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.
At the conclusion of this program, your sales team will be able to:
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?