Thirty-nine percent of the customer's selection of a supplier is based on the added value the salesperson brings to the relationship.

Unfortunately, customers could not care less about salespeople with the “traditionally trained sales skills” and they very much do care about a salesperson's:

• General management skills and ability to understand their business
• Effectiveness at customer advocacy to
  protect their interests within the vendor
• Ability to diagnose and design applications
• Accessibility and responsiveness
• Problem solving and innovativeness

In tough times and dynamically changing business environments, sellers must be at the top of their game.

As a sales manager, it is a great challenge to infuse the sales team with fresh thinking - to make sure they have the knowledge and skills to deal with today's challenges.

Sales managers must help salespeople to maintain clarity, calm their nerves, help them function, keep them positive, get them motivated, challenge them to perform, urge them to fill their pipelines and hold them accountable to all of that. And talking the talk isn’t quite enough.

Key topics covered in our Effective Selling and Sales Management courses are, as follows:

• The Personal Selling Process                
• Successful Sales Relationships                
• Dealing with Buying Objections
• The Closing Process    
• Follow Up Services
• Developing Long-Term Customer Relationships     
• Sales Force Organization    
• Profiling and Recruiting Sales People        
• The Strategic Role of Information in Sales Management    
• Leadership of a Sales Force    
• Motivating a Sales Force             
• Forecasting Sales and Developing Budgets                
• Evaluating a Salesperson’s Performance    
• Ethical and Legal Responsibilities of Sales Managers