Obtain 5 Time the Leads With No Additional Salespeople Bruce Rasmussen...
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Transcript of Obtain 5 Time the Leads With No Additional Salespeople Bruce Rasmussen...
• What do technical resources think of “sales”
• Why don’t they pass on opportunities?
• How to get them to pass on opportunities
WHAT FIELD PERSONNEL THINK ABOUT “SALES”
Definition What is your definition of the word “sales”?
n=109 respondentsAustralia & NZ
Understands customer's prob-lems
Understanding and removal of customer's problems
Convincing a customer to buy from you
Exchange of products & Services for money
8%
20%
24%
49%“A transaction between 2 parties where goods and or services are exchanged for financial remuneration.”
“Providing a customer with products and services to allow their business to function in a more reliable and profitable environment.”
“It is something that happens automatically when you're dealing with a customer, focusing on helping them do business more effectively.”
“Convincing somebody they need something that they usually don't.”
s
Sales Why do you believe Sales has a “bad name”?
n=109 respondentsAustralia & NZ
Lack of sales skills
Lack of product knowledge
Dishonesty
Not understanding client needs
No post sale follow up
Not delivering what was "promised"
Salesperson ("car salesman", pushy, untrustworthy etc.)
Not caring about client needs
4%
13%
18%
21%
23%
30%
43%
59%
Archetype
49%
34%
22%ETHICAL SALESPERSON BEHAVIOR IN
SALES RELATIONSHIPSJournal of Personal Selling & Sales Management,
vol. XXIX, no.2.
Role in SalesWhat do you believe your role is in the sales process?
n=109 respondentsAustralia & NZ
44% are involved in some part of the sales process
Only 28% are actively looking for opportunities
Qualify requirements
Consult/Provide Advice
Post sales Implementation
Technical assistance
Find new opportunities
Consult/Provide Advice as part of sales process
0% 5% 10% 15% 20% 25% 30% 35% 40% 45% 50%
4%
12%
14%
21%
28%
44%
GoalsWhat are the goals you have in attending this course?
n=109 respondentsAustralia & NZ
51% wanted to know more about the “black arts”
28% want to know how to best spot opportunities
22% want to engage more effectively with sales
Improve employability
Was told to turn up
Build confidence
Qualify leads (better)
Networking
Improve Client Relationships
Improve skills (sales)
Improve skills
Improve skills (listening & questioning)
Progress opportunities
Communicate better with Sales
Identify Opportunities
Understand the sales process
2%
3%
5%
7%
8%
10%
13%
13%
15%
16%
22%
28%
51%
WHAT STOPS FIELD PERSONNEL FROM IDENTIFYING OPPORTUNITIES?
INVESTING IN FIELD PERSONNEL IN TOUGH ECONOMIC TIMES
FIELD SERVICE RESOURCES
MARKETING
SALES PEOPLE
SALES MANAGERS
CUSTOMERS
ACT NOW ACT SOON REAP
ASSESS INDIVIDUALS
RETAIN
JETTISONREDUCED COST
FOCUS on PERFORMERS
SHORT TERM STIMULATION
SHORT TERM SUPPORT RESULTS
ASSESS INDIVIDUALS RETAIN
JETTISON
COACH to COACH
PLUG theGAP
REDUCED COST BETTER ASSIST PERFORMERS
MENTOR RESULTS
ASSESS for PROFITABILITY
RETAIN
JETTISON
APPROACH toREMOVE PROBLEMS
REDUCE/REALLOCATE RESOURCES
IMPROVE EFFICIENCIES BETTER SUPPORT RETAINED
CUSTOMERS
SATISFY RESULTS
ASSESS CURRENT
INITIATIVES
RETAIN
JETTISON
PROMOTE SOLUTIONS for
CUSTOMER SUCCESS
MOTIVATE & TRAINto
SPOT OPPORTUNITIES
IDENTIFY, QUALIFY & PASS ON
OPPORTUNITIESSALES BLUEPRINT
FORTOUGH ECONOMIC
TIMES
SECRETS OF SUCCESS
✗
Sales - a UN sponsored activity“Selling” occurs when 1 human being brings to the attention of another human being a problem they may
be experiencing
and then goes on to support them to remove the
problem
with some commercial benefit accruing
RESEARCH
GUESS
QUESTIONLISTEN
CONFIRM DISCOVER
QUALIFY
REPORT
SOMETHING TO TRY BACK AT THE OFFICE……
