The sales industry has reached a turning point in the age of the customer. Gone are the days of aggressive sales pitches and traditional selling strategies. In the modern business landscape, a deep understanding of your target market reigns supreme.

This is why companies need to slowly embrace sophisticated sales strategies that include utilizing key programs.

Moreover, it pays to stay abreast of the latest sales statistics and the most effective sales methods to create new business as well as retaining and growing Large and Smaller accounts. How to maximise on key opportunities.

What is your sales strategic plan? What is your contact strategy? How to grow existing accounts large or small to gain a greater share of the wallet.

How do you make your company a company your key clients chose to turn to for help?

How do your target companies operate? What is their buy decision making processes?

Overview of Sales Challenges

With the recent technological advancements and changes in the demands of clients, it seems that many sales teams fall short in terms of preparation. As you can see below, many are struggling with finding prospects and closing deals. Some even feel ill-equipped to perform their sales responsibilities.

With that said, now might be the time for sales teams to review their processes and see what aspects of it they can optimise. This way, they can easily plan how to overcome selling challenges in the near future. It might also be wise to start considering the utilisation of new tools for sales that are built to adapt to the shifts in the modern business landscape.

The top 3 sales enablement priorities are: optimizing value messaging (55.5%), optimizing sales processes (35.5%), and optimizing sales coaching (32.9%).

Sales prospecting Statistics

When was the last time you found a prospect and closed a deal within a day? Chances are, not recently. According to the sales prospecting statistics we’ve culled, the process has become more difficult over the years, especially with consumers being more evasive of appointments. Also, many sales reps are having trouble reaching the right prospects. To optimise prospecting efforts, you can consider focusing more on proving the value of your products and services.

• 71% of consumers expect to hear from sales reps early in the buying process.
• Majority of sales agents (66.7%) have only reached out to 250 or less prospects within a year. 
• 40% of sales agents say that getting a response from prospects is much harder now than 3 years ago.
• The biggest issues with prospecting are setting up appointments (14%), consistent cadence of contact across channels (13%), reaching the right stakeholder (12%), creating targeted strategies (12%), and lead qualification (10%).
• Trustworthiness (47%) and responsiveness (44%) are the two most important characteristics buyers look for in a sales professional.

There is much more to the process of sales as we all understand such as:-

Sales strategy

·     Cold calling

·     Email

·     Social Selling

·     Referrals

·     Large account

·     Sales retention and growth.

Closing

·     Assumptive closes

·     Sales Pitch

·     Conversion rates

 So what are some of the Carlson High Performance solutions?

Carlson High Performance Sales programs focus on a number of key areas. Through our programs we are able to create real trust with customers quickly identify what they really want and look to problem solving through careful decision making and fully understanding the customer’s needs.

Our 2 day programs with a series of follow up days embeds a strong, effective sales culture and methodology.

Nothing we do is hypothetical, we make everything real and relevant addressing sales barriers and so the training programs really produce quickly and in a sustainable progressive way giving the attendees real confidence and understanding.

The programs deliver a strong sales strategy with the team being able to collectively grow And develop large and small accounts.  

The programs deal with:-

• Strategic account Planning
• Large account Management and growth
• The facts
• The People relationships, decision making processes and buying approach.
• The core actions to achieve success but most of all enable the customer to gain real value from the solutions presented. 
• Revenue (history, potential for growth, segment by service/product line, profitability)
• Capabilities in line with client needs
• Product line (new product, reference)
• Account near losing
• Industry
• Accounts desiring a long-term Win-Win relationship
• History (number of years)
• Analysis of all accounts to determine “good” account criteria and “bad” account criteria
• Level of relationships (good access to all Buying Influences)
• Account manager skills (not all created equal)
• Accounts willing to partner and disclose information about their business
• Match selling organization’s key value proposition to needs in existing customer base
• Access to key people in the buying organization
• Pending mergers and/or acquisitions
• Mutual desire of a partnership relationship

These are just some of the many areas we work on with you to deliver exceptional sales programs that deliver

High Performance results.

Take the opportunity to arrange a time with our team to discuss how we can help you and your organisation really maximise and grow with our exciting sales programs.