SALES DIRECTOR
SELLING SOLUTIONS
We have found three basic types of sales reps sent into the marketplace to sell:
ORDINARY SALESPEOPLE
Who competently offer a product or service: Clients look to get price cuts and/or add-on features at no extra cost. Loyalty is to whomever meets their price, delivery and quality expectations today.
ABOVE-AVERAGE SALESPEOPLE
Who translate product features into client benefits: Clients still look for price considerations, but tend to see more value in the product offered by a "features to benefits" salesperson.
SOLUTION-ORIENTED SALESPEOPLE
Who present clients with options that improve their business operation. Clients see this salesperson as a valued business associate who presents solutions to problems that help them meet business objectives. Price is seldom ever a consideration, as the purchase of the solution results in improvement to the client's business operation.
At The Shannell Group, we believe the problem is two-fold:
- · Do you have Solution-Oriented Salespeople?
- · How Productive are your sales people?
Productivity can be defined, quantified, and measured.
It is:
REVENUE/SELLING HR times
NUMBER OF SELLING HRS
This calculation of productivity gives you a tool to measure sales output either by the individual rep or the selling organization.
Our focus on productivity drives us to look at two factors which control the results you will derive from your sales organization. On the one hand we drive the activity levels higher. On the other hand, sales reps close higher margin sales with fewer wasted sales calls.
Call us today, (623) 235-2511, to discuss your sales team and how you can improve your
REVENUE PER SELLING HOUR, WITH OR WITHOUT US.