Remove Follow-up Remove Incentives Remove Training
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Sales Incentives, Awards, Lead Follow Up and Sales Effectiveness

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan Today I had the following email exchange: Subject: Question on Comp. We have the sales process dialed in and we are training on it now. Dave Kurlan wrote: They should receive the incentive only if the opportunity makes it as far as 2 nd base in the sales process. I am stuck on comp.

Follow-up 235
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Consultative Selling, Commitment and Training - Like Oil & Water

Understanding the Sales Force

So why didn''t the training on consultative selling stick? Salespeople with a low Figure-it-Out Factor (FIOF) don''t pick things up very quickly. That same finding is used to determine how quickly a new salesperson will ramp up and apply what they learned from training. That could be the punchline but it''s not.

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How To Maximize Your ROI At An Exhibition

MTD Sales Training

The value of face to face selling at exhibitions is well documented, so in these testing times, where we all have fewer customers with less money to spend, it is imperative that we plan ahead and train our stand personnel to work harder and smarter than our competitors. Give staff incentives to encourage activity and accuracy.

ROI 290
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2 Ways to Turbocharge Your Sales Strategy

SBI Growth

If you formalize them into your sales process, training and measurement, revenue will grow. Otherwise, your sales team will be eaten up. The two elements to formalize into your sales process, training and measurement are: Referral Sales. Reps aren’t trained to these activities and very few track success. Social Selling.

Strategy 310
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Are You Really Asking For The Order?

MTD Sales Training

Below are three ways of NOT asking for the sale, followed by three ways of really asking for the sale. Sales Person looks up at prospect, smiles, and then looks back down at order. They then back up those decisions with the logical thinking. The Incentive Close. MTD Sales Training. The, “So What Do You Think?”

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Keeping Good Salespeople is Harder Than Finding Them!

Jeffrey Gitomer

Sales wars (battles between sales and production, administration and credit) end up killing the customer. Have incentives and contests to keep it competitive. Pay a larger incentive the second time. Have an agenda and follow it. Have regular sales training. Have regular personal development training.

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Creating the Ideal Performance Culture

SBI Growth

By signing up for the tour , you’ll receive the " Performance Culture Assessment " tool. The following insights are a primer for this in depth conversation. Incentive Programs. Does your comp plan incent behaviors that will get you to your number? Continually develop and train on new strategies.

Hiring 293