Our membership website provides a comprehensive array of sales and sales management resources, including articles, audio recordings, transcripts, recorded webinars and videos. Plus, membership provides salespeople and sales managers with access to monthly Open Q&A (Question and Answer) Calls and monthly Guest Expert Calls. There is even a membership that enables your salespeople and sales managers to have personal consultations each month with one of our consultative selling experts!
Click the following link for more information about the consulting services available through our membership website.
A significant portion of the questions we receive from Consultative Selling website visitors pertain to sales compensation. The #1 question is, "What commission percentage is typical for selling _______________?"
If you are looking for a "magic formula" for sales compensation, we're sorry to have to disappoint you. It simply doesn't exist. We have yet to find a reliable resource that can provide information such as:
With that said, we do have a proven, 9-step process that will help you develop an effective sales compensation plan. Click the following link if you would like to learn more about our sales compensation consulting services.
If you want to improve the overall quality of your sales job candidate pool, shift your focus away from education and experience and toward performance-based measures.
Look at it this way - what would a new salesperson have to do to cause you to say, "Man, that (salesperson's name) is doing a great job!" How you will measure a new salesperson's performance during their first thirty, sixty, ninety days on the job? What activities will you expect them to perform? What results will you expect these activities to produce, and in what time frame?
Identify what you expect your new salespeople to achieve, and candidly share this information with your job candidates during every step of the recruiting process, beginning with your recruiting ads! Click the following link if you would like to learn more about how we can help you implement this type of performance-based sales recruiting process.
Our principals have conducted research into understanding the obstacles that prevent great plans from achieving effective implementation. Our decades of experience leading diverse corporate teams, national account organizations, and volunteer committees allows us to deftly move participants to consensus and motivate swift action.
Enable your organization to enjoy the success it deserves! Click the following link if you would like to learn more about our strategic planning consulting services.
After you hire a new salesperson, what's the next step? Usually it's training to familiarize the salesperson with your company's products and services. But, how can you get your new salespeople "up to speed" in the shortest possible amount of time, especially if your company has a large portfolio of products and services?
Many managers believe that salespeople need to become experts in order to sell a product or service effectively. To develop this expertise, companies invest large amounts of time and money in exhaustive product and service training. Unfortunately, when salespeople leave these training sessions, they often have no idea how to FIND or QUALIFY opportunities for the product or service they were just "trained" to sell!
This leaves the salespeople frustrated, as they feel the time spent in training was wasted. Management is equally frustrated with their salespeople's inability to gain traction with new products and services and their inability to learn to sell the company's entire portfolio of products and services.
What's the solution to this dilemma? A unique product and service training approach that focuses on teaching salespeople how to FIND and QUALIFY opportunities for specific products and services. Click on the following link if you would like to learn more about our training tool development consulting services.