Sales Professional Effectiveness

Sales Professional Effectiveness

The Value of the Customer Relationship

Today strong companies measure their salespeople by more than just their ability to close sales. Increasingly, the salespeople who are the most valued within an organization are those who have the skills to develop and maintain excellent relationships with their customers. As more and more companies understand the real value of a customer over time, these skills are becoming even more important.

What Factors Create a Satisfied Customer?

A high standard of behavior on the part of the salesperson in the customer/supplier relationship reflects what customers really want and expect. These factors are consistent in literally every industry, and all are present in some form with any product or service.

The Sales Professional Effectiveness Assessment

No matter what product or service you represent in your career as salesperson, it has been proven that implementing best practice customer/supplier behaviors in the areas measured by the Sales Professional Effectiveness Assessment will result in higher return and recommend rates and increased customer loyalty- the keys to long term profitability for any business enterprise.

Using a self-assessment approach, this behavioral transformation tool will help you identify your own areas of strength and weakness as they pertain to your relationships with customers. When used correctly, it is guaranteed to create and sustain sales personnel improvement at all levels of your sales team.

By applying the predictors of total satisfaction as the value base for salesperson effectiveness, you will reinforce the critical factors to maintain and improve all your customer/salesperson relationships

The course has three key components:

• Section 1:The concepts and theories of sales person effectiveness and customer-salesperson relationship excellence.
• Section 2: A comprehensive assessment and scoring tool to quantify your individual strengths and opportunities for improvement.
• Section 3: A personal improvement plan to increase your own sales effectiveness by increasing satisfaction in your customer/ supplier relationships.

The constant pressure to produce sales is a reality for every salesperson. The view and emphasis of the author of the Sales Professional Effectiveness Assessment is that professional salespeople have several things in common:

• A long term view of building and maintaining satisfying customer relationships
• A focus on win-win rather than win-lose
• An attitude of integrity and commitment to high standards of personal conduct
• A commitment to continuous personal improvement
• The salesperson is the emissary of the organization
• The effective salesperson partners with his organization to deliver customer satisfaction
• The effective salesperson fundamentally understands the importance of a commitment to creating the highest levels of customer satisfaction possible

The Quality Values approach will resonate with effective salespeople because of their genuine empathy and understanding of what customers really want.

1 day

Ideal for any sales team