- Sales Diagnostics
- Sales processes
- Sales strategy
- Sales training
- Sales leadership
- Selection & recruitment
A. Sales Diagnostics – do a proper health check first
Find out what is behind your sales roadblocks before you start
spending resources on possibly the wrong thing. See right link for more
detail
B. Sales Processes – create lasting improvement in sales professionalism
In many cases poor individual sales results are linked to inconsistent application of key sales behaviours. To do more sales training may simply increase the number of ad-hock sales activities and not bring about a lasting change in sales professionalism.
Creation and implementation of sales processes can resolve this issue. Equinox used the following steps to devise a set of formulas that will promote and measure optimal sales behaviour:
- Identify the sales behaviours that work most effectively and most often in the Australian business culture
- Collate the key behaviours into a well organised formula
- Field test the formula in a variety of sales environments to make sure it works
- Construct a range of tools to monitor application of key behaviours
- Identify critical success factors in terms of frequency with which key behaviours should be applied
- Nominate KPI's based on key behaviours
- Ensure regular reporting against KPI's
C. Sales Strategy – differentiate yourself from the competition
Equinox can help you construct a sales strategy that gives you clear competitive advantage encompassing such aspects as:
- Product mix and design
- Key sales messages
- Pricing strategies
- Competitive positioning & differentiation
- Targeting
- Marketing methods and tactics
- Image and brand
Equinox can help you devise the right marketing strategy to generate more inbound inquiry as well as devise an outbound calling strategy supported by first class cold calling disciplines. When it comes to marketing, Equinox can help you get started by helping you master the following critical stages:
- Remember that your objective is not to get everyone interested. Large volumes of unqualified inquiry can be a real problem to manage. You want to stimulate manageable volumes of highly qualified prospects.
- Learn to tell the difference between things that you like and what your customers like. Work out how they like to buy. Remember that your customers will probably not be stimulated to buy in the same way as you
- Define your products in terms that make them highly saleable
- Get your product design, product strategy and product positioning right
- Make sure the packaging, image and brand are right
- Know where your prospects go to look for information and where they go to buy
- Only engage in those marketing activities that are going to give you a payback
D. Sales Training – differentiate yourself by your professionalism
The Equinox passion is to create genuine difference in the way your sales people approach the marketplace. By being the exception, your sales people can set the stage for customers to want to do business with them.
Sales people are growing tired of the same old sales training content that’s been being served up for the last 20 years. They need a fresh approach that is appropriate to the Australian business culture and that will be appreciated by their customers. Our course content is different and challenging, even for seasoned sales people.
Markets and corporate buying patterns are changing at a
significant rate. Sales professionals need to adjust their sales
methodologies to be appropriate to the new order.
All Equinox course content comes from one source and one source only:
live and recent sales experience, here in Australia, here in our market
space.
It’s no use giving people training if you don’t equip them to use the principles in the field. We provide a number of simple tools that embody the principles taught in the training that participants can use in the field to ensure that their training continues after they leave the classroom.
E. Sales Leadership – motivate, inspire and retain high calibre staff
Sound sales growth is always supported by strong sales management, leadership and sales-supporting cultural infrastructure. Equinox can help you define and manage to key performance indicators and critical success factors, as well as contributing our ideas on micro-management, management efficiency, macro-management, communication, vision, execution, support and infrastructure.
F. Selection & Recruitment
Even with the best strategies, processes and leadership it is hard to be successful if you cannot attract or select the right calibre of people to help you execute your plans. We have a number of secrets that can help you attract and select first class sales talent. Click on the Sales Commandos link to find out more.
