Are companies investing enough (vs. enough) in what matters most… salespeople?
Posted: Mon Jan 20, 2025 9:00 am
Are companies investing enough (vs. enough) in what matters most… salespeople?
Checklist of the 10 key questions for sellers:
Checklist of the 10 key questions for sellers:
1) Do you have difficulties in evolving and internalizing new business georgia phone number list and recurring services? Does this prevent you from achieving the set objectives and expected results?
2) Are you targeting your highest value customers? How can you tell? What are the metrics that describe your total customer lifetime revenue potential (CLTV)?
3) Do you do any kind of prospecting for non-customers? Who are they? How do you approach your “search”? With what (new) value proposition?
4) Do they have the capabilities to position themselves as trusted advisors to the Client in the medium and long term?
5) Do they have the essential skills to manage projects involving different profiles and levels of Client Management (C-level)? What is the impact of the proposal? For whom and to what extent? What objectives do they have to achieve? What is the agenda of each one? What indicators (KPIs) must be managed to achieve a good agreement for everyone?
6) Do you know the new digital tools that can help you attract new clients (short term) and develop them (medium and long term)? Where do you start? Is this (only) a matter for Marketing?
7) Do you have the necessary knowledge and essential tools to understand the new motivations and purchasing decision criteria of potential customers?
8) Do you use a systematic process and/or methodology to be more efficient in your day-to-day management of clients? And to interact with the rest of the company? And with your peers in the market?
9) Do you manage leads effectively? How do we measure it? How can we improve the ratios? Is it again a (solely) marketing issue? Is it efficient?
10) Do you know how to make value proposals with a consultative approach to clients to win B2B projects?
This and much more can be learned. It can be practiced. And the necessary habit can be created to change and evolve salespeople, turning them into true Sales Consultants .
However, it is necessary to have the right attitude from people and the commitment of companies and entrepreneurs to invest in the first (and most important) line of the profit and loss account: SALES.
Checklist of the 10 key questions for sellers:
Checklist of the 10 key questions for sellers:
1) Do you have difficulties in evolving and internalizing new business georgia phone number list and recurring services? Does this prevent you from achieving the set objectives and expected results?
2) Are you targeting your highest value customers? How can you tell? What are the metrics that describe your total customer lifetime revenue potential (CLTV)?
3) Do you do any kind of prospecting for non-customers? Who are they? How do you approach your “search”? With what (new) value proposition?
4) Do they have the capabilities to position themselves as trusted advisors to the Client in the medium and long term?
5) Do they have the essential skills to manage projects involving different profiles and levels of Client Management (C-level)? What is the impact of the proposal? For whom and to what extent? What objectives do they have to achieve? What is the agenda of each one? What indicators (KPIs) must be managed to achieve a good agreement for everyone?
6) Do you know the new digital tools that can help you attract new clients (short term) and develop them (medium and long term)? Where do you start? Is this (only) a matter for Marketing?
7) Do you have the necessary knowledge and essential tools to understand the new motivations and purchasing decision criteria of potential customers?
8) Do you use a systematic process and/or methodology to be more efficient in your day-to-day management of clients? And to interact with the rest of the company? And with your peers in the market?
9) Do you manage leads effectively? How do we measure it? How can we improve the ratios? Is it again a (solely) marketing issue? Is it efficient?
10) Do you know how to make value proposals with a consultative approach to clients to win B2B projects?
This and much more can be learned. It can be practiced. And the necessary habit can be created to change and evolve salespeople, turning them into true Sales Consultants .
However, it is necessary to have the right attitude from people and the commitment of companies and entrepreneurs to invest in the first (and most important) line of the profit and loss account: SALES.