Sep15
Sales Consulting For Peak Performance
Posted by Nick in Corporate Sales Training | 0 Comments
File under sales consultant, sales consultants, sales consulting
SALES CONSULTING THAT WORKS
By, Nick Moreno
Sales consultants work with puzzles. But, sales consulting isn’t just about putting the puzzle together. Instead, sales consulting is more about discovering which pieces are missing and which pieces don’t fit just right. At least, that’s my approach to sales consulting.
Sales Consulting That Increases Sales
My work as a sales consultant is about discovery. I always begin my sales consulting by interviewing the sales reps. Salespeople know what’s happening because they work in the field, where the action takes place. They meet with customers and prospects every day. During my interviews, I ask salespeople to put on their sales consulting hats and tell me what they are experiencing in their territories. I also ask them about their sales strategies.
Next, I look at sales activity levels and how those sales activity levels relate to the close rate. But, sales consulting isn’t about activity for the sake of activity. Sales consulting is all about the close rate. You can never take your eye off the close rate if you expect to perform as a sales consultant.
Sales Consulting
Let me explain why the close rate is so important to sales consulting. It may appear logical that increasing sales activity will increase sales productivity. But, what do you think happens when salespeople start going on any old appointment just to meet higher sales activity levels? That’s why sales consulting is about staying focused on the sales close rate.
Often, sales consulting work discovers issues with a company’s sales proposal. After all, this document delivers the sales message. That message must be crisp and properly structured. As a sales consultant, I study the “Executive Overview” section because that’s often the only section the “ultimate decision maker” ever reads.
Sales Consulting That Works
At times, I discover that a company has problems because they ignored the need for sales training. Salespeople are unprepared for the common objections that they hear in the field every day. Some may need help implementing the sales process. When that happens, I go from sales consultant to sales trainer then back to sales consulting. It bothers me that I never read, “We blew it” on a Lost Order Report.
I enjoy my work as a sales consultant but that’s not to say that sales consulting is easy. A sales consultant can leave no stone unturned. Finding the problem isn’t the end of the sales consultants work. Sales consulting isn’t over until the solution to the problem is successfully implemented.
Nick Moreno, Sales Consultant
National Sales Center, Sales Consulting Company
Free Sales Training Videos And Sales Skills Advice
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