• Dramatically improve personal profitability.
  
  
• Employ a sales process that is Repeatable, Predictable, Scalable & Measurable.
  
  
• Confidently prospect for new business and increase territory or account penetration.
  
  
• Apply the P.R.I.S.M. Solution Selling System confidently.
  
  
• Build “Business Partnerships” with “High Quality” customers.
  
  
• Demonstrate a “Selling On Purpose” approach to account development.
  
  
• Identify and position with the 5 customer decision factors.
  
  
• Sell concept before product.
  
  
• Identify their ideal customer profile.
  
  
• Complete a P.R.I.S.M. situational intelligence analysis.
  
  
• Develop a “High Yield” telephone prospecting script.
  
  
• Set the agenda for each customer meeting.

• Position with all levels of Buying Influencers.
  
  
• Introduce a “WOW” statement to demonstrate an “added value” approach.
  
  
• Employ Tactical Probing Skills.
  
  
• Gain pre-commitment at each stage of account development.
  
  
• Complete a justification activity / survey.
  
  
• Prepare a P.R.I.S.M. Pain Analysis.
  
  
• Explore solution options with a series of “What would happen if…” scenarios.
  
  
• Develop a Value Statement.
  
  
• Generate a “Compelling Business Proposition”.
  
  
• Isolate obstacles.
  
  
• Accurately measure progress in account development.
  
  
• Negotiate Confidently for Profit.

IMPROVING SALES PERFORMANCE MEANS CHANGING SALES BEHAVIOURS


Change the salesperson's poor sales behaviours that impact their performance.

85% of the problems salespeople encounter daily are caused by the sales processes employed.

Fundamentally improving sales performance is not simply about building skills but about changing how salespeople behave in their everyday life.

The SalesXtra system focussses on the closed loop of 'constant efforts at improvement' using the principle of spaced repetition.

Sales training is directed specifically at the sales processes necessary for the salesperson's success.

'Constant efforts at improvement' means that salespeople are taught a little a lot.. not a lot a little.

IMPROVING SALES PERFORMANCE MEANS CHANGING MANAGEMENT'S EXPECTATIONS

Just because salespeople have attended training courses doesn't mean that their performance will improve or they will not apply the new skills.

Sales training isn't a "one-hit-option". It is only ever going to be the beginning of the performance improvement process.

Only by instilling or developing a set of high quality Sales Behaviours, supported by an effective coaching/mentoring system that measures each individual's progress to mastery of the sales process, does long lasting change take place.

TO KNOW & NOT USE IS STILL NOT TO KNOW

Slowly building on the previous step.. constantly being reinforced along the way.. so the training stays with them. Their selling skills (and their revenue production for the company) build and build.
You get a private view of each salesperson's self-paced training progress.. as well as charting the increasing level of sales proficiency.

Measure and Chart:

• Individual progress
  
  
• Specific sales team progress
  
  
• The entire sales force progress
  
  

MONTH AFTER MONTH, ALL YEAR LONG; YOUR SALES FORCE KEEPS GETTING SHARPER AND SHARPER.

IMPROVING SALES PERFORMANCE MEANS CHANGING ATTITUDES

Change the Salesperson’s attitude towards the relevance and application of new skills.

Set performance standards that remove passive resistance to learning and the luxury of reverting to the comfort zone of established sales behaviours.

Change the focus of Sales Managers to measuring Willingness to employ the 112 known sales behaviours and the Competency to bring about the desired result.

• What gets measured gets done.
  
  
• You can’t manage what you can’t measure.
  
  
• If you can’t measure it, you can’t understand it.
  
  
• 
  

ENSURE “CONSTANT EFFORTS AT IMPROVEMENT” IS THE NORM.

Month after month, all year long, your sales force keeps getting sharper and sharper.

Better Sales Processes Automatically Lead to “Better Salespeople”.