The events of 2020 have created unprecedented challenges for
sales professionals. Even before Covid-19, customers were starting to limit
access to suppliers, preferring to do their own research online. Traditional
marketing is expensive and often ignored and customers are not responding to
e-mails and telephone calls. When you do get hold of them, they are hesitant to
commit and are quick to ask for discounts.
HOWEVER - Tough times offer an opportunity to IMPROVISE,
ADAPT and OVERCOME. (Gunny Highway in Heartbreak Ridge).
To do this, you need to have the courage to re-evaluate your
current sales approaches, adapt to shifting trends and trust the science into
human behaviour.
At the Sales Institute, we believe there are three things you need to do to be successful in 2020 and beyond:
1. Get your salespeople to specialise:
Surprising research from Stanford University shows that
strategies, messages and skills that bring in new business can hamper sales
growth from existing customers. Although it is possible for salespeople to
perform both roles, focus yields significant returns.
2. Build a rich digital experience with compelling messaging:
According to Gartner, customers are spending more and more time
researching you online. Your digital experience needs to attract your buyer’s
attention, address their questions and communicate your unique value.
3. Build effective sales enablement that adapts quickly to changing circumstances:
Sales enablement is the process of providing your sales team with
the messaging, tools and resources they need to close more deals. When you
empower your sales team with the right resources, materials, and tools, they'll
have the ability to sell more effectively and efficiently.
Let us guide you to sales success:
1. Role-based learning programmes:
We deliver extended virtual instructor-led learning programmes, focused on your specific sales role; including new business development, inside sales and account management. The programme provides you with the skills, knowledge, tools and resources you need to hit the ground running.
2. On-site training:
For sales teams, we do offer on-site training. These programmes are typically delivered over two days and include supporting tools, resources and self-study material.
3. Dynamic sales enablement:
We help you build the necessary training, tools, resources that allow your sales teams to respond effectively to changing circumstances and business demands. This includes helping you clarify your sales strategy, build compelling sales messages, create needs-based learning interventions, optimise sales resources and implement reporting and performance management systems that get results.
Sales Professionals
This Professional Selling will provide you with a structured approach to business development from prospecting to close. Based on best practices applied by the world’s most successful sales teams, you will learn how to make more sales, more easily and with less stress.
Inside Selling will provide you with a structured approach to selling to customers via the phone or through online technologies such as e-mail, instant messaging and web conferencing.
Account/Key Account Managers
The Account Management workshop will provide you with a structured process to close more sales opportunities by keeping the focus on providing optimal value to your customers.
Strategic Key Account
Manager is an
intensive workshop designed to provide account managers with the skills and
resources to develop and sustain long-term strategic customer relationships for
mutual growth, profitability, trust, loyalty, innovation and risk management.
Advanced Sales Workshops
Persuasive Selling is an advanced workshop which will show you how to boost your sales effectiveness by applying scientific breakthroughs in our understanding of human behaviour and how we make buying decisions.
Remote Selling shows how to use technology to engage, collaborate, and sell, when face-to-face interactions are limited meetings are not an option. This Sales 4.0 remote learning programme will provide you with a structured approach to how to use technology to close more sales.
Sales Management
The Sales Management Bootcamp will provide you with the skills and resources you need to turn your salespeople into a dynamic and self-motivated team of high performing individuals.
Sales Coaching will provide
you with the framework, skills and tools you need to improve the performance of
your salespeople through sales coaching.