ABMC is the leading and experienced training consultancy firm with many years of professional practise.We train and equip with the right skills an organisations human capital through capacity development.
ABMC Empowers and inspires career professionals toenhance talent performance and productivity. This is an advanced sales training technique program.
We do this through research on our clients business process, we are able to establish in training need analysis TNA the actual area of work that needs improvement. We then tailor-make and administer the relevant training module.
At the end of each training we look to participants to be able to;
-Identify the steps in the personal selling process
-Importance of prospecting
-Know how to qualify leads as prospects
-Several prospecting methods
We have reviewed responses from many sales departments and pulled out some of the most consistent themes that were communicated.
They included the following:
TIME MANAGEMENT - Due to an increased demand on time from many new external sources, many sales professionals are struggling to stay focused on their selling process, including finding the time to properly prepare for effective client calls andmeetings.
GROWTH IN TECHNOLOGY - Respondents indicated that they are facing increased competition from the new bright and shinypenny technology solution.
Whether it is a direct competitor or an indirect competitor,they are fighting for share of wallet.
SOCIAL NETWORKING AND SOCIAL MEDIA - While social selling is becoming more mainstream and a part of the overall sellingprocess, some salespeople seem to be wrestling with how the myriad of new technologies can help them, if at all, drive new business or client retention.
PROVIDING GREAT POST-SALES SERVICE - There were quite a few respondents who were concerned with their ability to grow and manage accounts due to poor post-sales service and solution implementation. Winning organizations realize that, from the customers standpoint, implementation is very much a part of the
overall buyingprocess. Flawless implementation is one way to lock out hungry competitors.
SALES AND MARKETING ALIGNMENT - Despite many new tools, sales and marketing alignment continues to be an issue. Marketing just does not provide us with quality leads was a common refrain in these responses.More than ever, it is critical for the heads of marketing and sales to be in alignment, including joint goals and a clear criteria andprocess for how a lead is nurtured and followed.
We have seen jointly authored Service Level Agreements SLAs work well to makethis happen.
ACCOUNT-SPECIFIC SALES APPROACH - The comments here pull in some of the themes discussed earlier. While it is important to embrace a uniform sales process and agree upon the skills needed to be an effective salesperson, whatmakes an organization and sales team stand apart in the clients eyes is a sense that they get Great leadership, marketing,product, and technology generate sales ROI when salespeople can effectively connect these resources to stakeholder needs.