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> Living on the Top Line - The Book > Management Training > Strategic Sales System Development
Strategic Sales System DevelopmentSales training without a strategic foundation fails to be effective every time. There is no "magic" training for one-to-one, personal selling that has lasting value without three important foundation blocks:
1. A strategic plan and selling system developed by top management the owner and/or C.E.O. and the executive management team based on how they want their company and their products/services to be presented to their customers, and what they expect in terms of individual performance by salespeople. Sales training without this foundation simply does not work, will not hold, and is a waste of time and money.
2. A sales management system that monitors, tracks, and reports on individual performance on a daily or real-time basis, and fully supports the company's strategic selling plan from number 1 above.
3. A sales training program that teaches exactly how things should be done in your company for your customers in complete alignment with your strategic selling system from number 1 above.
In retail furniture selling, your salespeople are your ONLY point of direct contact with your potential customers. As owners and managers you do not see, engage, talk to or even know any of your customers. While store sales managers may engage some people on the floor, these will be a small portion of the total number of total customers engaged by your salespeople
Your total success or failure depends entirely on retail salespeople because virtually no one can buy anything in your stores without going interacting with a salesperson. All your revenue moves through them.
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