Overview
The sales professional of today let alone tomorrow is no longer ‘just a sales person’ because they have to be so much more. Buyers are demanding that.
The research is loud and clear from buyers – sales personnel are still not getting beneath the skin of a customer to discover the real needs and hence the solutions are weak and of no value to a buyer. We know why, do you?
A good negotiator has to balance a number of requisite skills to be a skilled negotiator and winning is not one of those requisites which may surprise you.
How well are Key Accounts identified, grown, nurtured and managed? Those accounts expect a lot so how strategic are your sales people in this area?
If the solutions that buyers want cannot be presented and professionally articulated, then buyers will look somewhere else because they have a choice.
Four key areas where the competency set has to be maintained at a high level for your sales team to be capable of increasing the margins you want and need – think about it…
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