Sales Training Guy

Blue Coat F4Q09 (Qtr End 4/30/09) Earnings Call Transcript

On page four you mentioned:

"As part of this new structure, we have adjusted our sales incentive plan across the sales organization."

This sounds like you plan on increasing sales through new structuring and incentives. That might increase sales in the short run. But how can you expect different results in the long run if your sales people keep using the same skill set?

Today there is greater effort to maximize sales, increase revenue and protect margins. The ten calls that once generated two customers have increased to twenty. Farmers must now become hunters.

When business or the economy is slow, sales management needs to focus on gaining a higher percentage of revenue from the existing opportunities. This takes a planned and precise approach to selling; an approach that must be customized for the organization and adopted by the entire sales force. New sales skills sets must be learned and reinforced, otherwise salespeople fall back on unproductive or destructive sales behavior.

For example, most salespeople do not follow a selling procedure that as a first step, establishes a Commitment Objective for every sales call. This is the number one mistake that all salespeople make. In fact, our research shows that salespeople will never reach their performance potential without a well-defined sales-call procedure they can follow and learn from. “Winging it” on sales calls has grim consequences – lost sales, extended sell cycles, margin erosion and no clear path to improvement. Bottom line: An increase in sales can be mediocre at best without following a proven sales procedure. Performance improves by as much as 50% when salespeople have a consistent game plan for their sales calls.

Here is where the Action Selling Sales Process will help. Have you read the Action Selling book series? (bit.ly/vf7qE) If not, it will be one of the best investments you can make in your company.

Action Selling teaches how to approach every sales situation with a commitment objective, how to ask the best questions, how and when to utilize the five critical selling skills, how to protect margins, and how to consistently gain greater commitment. Action Selling is a sales process that shows salespeople how and when to use these skills within the decision-making process of the buyer. Action Selling outlines the entire sales cycle giving real sales professionals a proven procedure that works.

To Your Success

Blue Coat F4Q09 (Qtr End 4/30/09) Earnings Call Transcript

On page four you mentioned:

"As part of this new structure, we have adjusted our sales incentive plan across the sales organization."

This sounds like you plan on increasing sales through new structuring and incentives. That might increase sales in the short run. But how can you expect different results in the long run if your sales people keep using the same skill set?

Today there is greater effort to maximize sales, increase revenue and protect margins. The ten calls that once generated two customers have increased to twenty. Farmers must now become hunters.

When business or the economy is slow, sales management needs to focus on gaining a higher percentage of revenue from the existing opportunities. This takes a planned and precise approach to selling; an approach that must be customized for the organization and adopted by the entire sales force. New sales skills sets must be learned and reinforced, otherwise salespeople fall back on unproductive or destructive sales behavior.

For example, most salespeople do not follow a selling procedure that as a first step, establishes a Commitment Objective for every sales call. This is the number one mistake that all salespeople make. In fact, our research shows that salespeople will never reach their performance potential without a well-defined sales-call procedure they can follow and learn from. “Winging it” on sales calls has grim consequences – lost sales, extended sell cycles, margin erosion and no clear path to improvement. Bottom line: An increase in sales can be mediocre at best without following a proven sales procedure. Performance improves by as much as 50% when salespeople have a consistent game plan for their sales calls.

Here is where the Action Selling Sales Process will help. Have you read the Action Selling book series? (bit.ly/vf7qE) If not, it will be one of the best investments you can make in your company.

Action Selling teaches how to approach every sales situation with a commitment objective, how to ask the best questions, how and when to utilize the five critical selling skills, how to protect margins, and how to consistently gain greater commitment. Action Selling is a sales process that shows salespeople how and when to use these skills within the decision-making process of the buyer. Action Selling outlines the entire sales cycle giving real sales professionals a proven procedure that works.

To Your Success

Sigma Designs, Inc., F1Q10 (Qtr End 05/02/09) Earnings Call Transcript

The economy has effected everyone. Today there is greater effort to increase revenue and protect margins. The ten calls that generated two customers have increased to twenty.
Farmers must now become hunters.

When business or the economy is slow, you need to capitalize on a higher percentage of the opportunities that are available and you need a sales force that consistently gains commitment without reducing price. This takes a planned and precise approach to selling; an approach that can be customized for the organization and adopted by the entire sales force. Here is where the Action Selling Sales process can help. Have you read the Action Selling book series? (bit.ly/vf7qE) If not, it will be one of the best investments you can make in your company.

Action Selling teaches how to approach every sales situation with a commitment objective, how to ask the best questions, how and when to utilize the five critical selling skills, how to protect margins, and how to gain greater commitment consistently. Action Selling is a sales process that outlines the entire sales cycle giving sales professionals a repeatable sales procedure that can be used for any selling situation.