Closing the Performance Gap
Your top performers are that vital minority who produce more than the rest of your sales force combined. Any way you look at it, that performance gap is expensive, time consuming and frustrating for everyone involved. Your problem is how to create top level performance throughout the sales force, without taking the best people off selling to become trainers.
Top performers are often surrounded by a certain “mystique”, an apparently mysterious quality that brings them sale after sale. Calling it “knack” or ”flair” or “natural talent” might suffice as an explanation, but an explanation doesn’t help you meet the monthly quota. It won’t reduce the pressures and problems of getting your products sold, and it won’t reduce frustration or turnover in the sales force.
It also isn’t true.
Under the hood, flair and “the knack” are just long and well-learned experience turned into powerful, repeatable techniques that get results.
Effective Training Solutions has developed an exact procedure that identifies and isolates all the steps and components of the actual sales processes your best producers use to cultivate and close deals. These are almost never found in books on salesmanship – it’s their own way of doing things, worked out by much trial and error, that has stood the test of time. We take that material and turn it into a completely customized sales training for your company in your particular market. Then we take your people through the training and teach you how to repeat it into the future as new people come on board.
The immediate result is that the performance gap closes significantly. Within a very short period your top producers will outnumber your “average Joes”. And your sales numbers will show it.
There is NO generic sales manual that fits every product and service in the marketplace. You need a distillation of the wisdom of your top performers in a highly organized custom sales manual: a highly concentrated “How To” sales manual that contains the exact techniques that generate revenue for your product or service.
That’s what we provide.
For more information and for case studies, contact us from this site, or call us at (510) 834.1901.