NABC, Inc. » Sales Training

Leads are the life blood of the sales process.

dneal — Tue, 11 Aug 2009 16:47:18 +0000

Leads are the life blood of the sales process.

Generating leads and following up on them is a tedious job yet a fundamental requirement for world class sales performance. Warm leads are precious and the process to turn them into initial appointments and true prospects needs to be consistent.

As the CEO or VP of Sales are you aware of the number of leads your sales people process each day, week, or month? Can you identify where the leads come from and how timely they are followed up on?

Statistics demonstrate that all too often sales people do not have enough leads at any one point in time to keep the pipeline filled; thus they have gaps or voids in the flow of legitimate prospects. Another critical issue is frequently sales professionals don’t follow up on “hot” leads in a timely fashion and loose the majority to competition.

Keeping your sales force focused on consistently generating leads and tracking their status via a CRM is one of the single most important task management can provide. www.nealabc.com

Sales Professional Time Allocation

dneal — Thu, 30 Jul 2009 18:49:33 +0000

Time is money!

All sales professionals have the same amount of time to sell (24hrs/7 days a week)? How they spend their precious time can make a big difference.

According to a survey conducted by CSO (Chief Sales Officer Insights) only 35.7% of the average sales person’s time is spent in face to face selling. Arguably the most important use of a sales professional’s time allocation.

Certainly there are other tasks: administration, quote preparation, generating leads, meetings, etc. that require an expenditure of time.

Are you aware and monitor where your and your team’s time is spent? Do you condone where the time is spent? Do you coach sales professionals to increase valuable face to face selling time?

One obvious area to examine is the use of technology (CRMs, laptops, cell phones, webinars, etc.) to reduce manual processes, thus increasing face to face sales time. www.nealabc.com

Listening the Lost Sales Skill

dneal — Thu, 02 Jul 2009 20:34:50 +0000

The two most sought after skills for sales professionals today are their ability to listen and ask intelligent questions.

If you want your sales team to differentiate itself from the competition help them listen more effectively and improve their skill to develop penetrating questions that reveal a customer’s “real “ concerns and needs.

This does not require years of experience merely a mind shift in sales approach and some basic sales training. www.nealabc.com