The Natural Process to Success

for
Sales

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Yousef Al-Halwani, Vice President Training Operations, PROJACS International

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An interest in sales improvement is actually an interest to improve productivity—the results from your sales efforts. Since results are related to activities, skills, knowledge, data, etc., any, or a combination of, refinement in these areas may lead to improved sales. The starting point to improved sales is to decide where to invest your attention to improve.

 

Suggestions:

 

  1. Consider your sales process;

  2. Identify the major steps that convert your potential clients into clients;

  3. Identify the activities involved in your process, which may include prospecting, nurturing, presentations, data management, negotiation, etc.;

  4. Select the activity or activities to achieve targeted improvement(s).

 

 NOTE:  Be aware! There could be a difference between what you think will improve your sales and what would actually improve sales. Areas to consider: 

 

  • Phone skills

  • Prospecting

  • Quality of data

  • Sales management

  • Data management

  • Presentation materials

  • Presentation skills

  • Strategies / Approaches

  • Ability to nurture opportunities

  • Degree of relevant knowledge (about sales, your prospects, etc.)

 IDEAL  for Sales

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