Results Driven

People, Business Strategy: Sales and Negotiation Training

Jose Almeida

To control or not to control your salespeople, that is the question!

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Should you exercise control?

Often I???m asked what level of control should exist over a sales team.

There are several theories, some say that one must control everything, others say that one should not control anything or that one should have a balanced control.

Anyway, there are many theories.

The answer is not as simple as we might think.

In our opinion, control should always exist.

The level of control, however, can vary depending on different vectors.

There is a motto we often talk about with our customers that boils down to:

???What is measured happens???.

When exercising control over a sales team, there must be two main vectors that can help you put together a follow-up scheme.

The vector ???Short termed Versus Medium and Long Term???

The first has … [ Read the rest ?? ] “To control or not to control your salespeople, that is the question!”

Are there still any loyal customers?

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Loyal customers? Really?

Just last week I was at a conference at a Business Association to make an intervention on Reinventing Sales in our times.

One of the issues that was raised at the opening of the event was the fact that there are still loyal customers.

You know, those loyal customers, but really loyal ones?

Really, really loyal?

Those that don???t change because your competitors give them discounts?

Those that won???t leave you for less than one euro?

In fact, more and more, nowadays the customer doesn???t really care about the salesperson and the relationship you already have with them.

But do you really have a trust relationship with your customer, one of those where you become more of a ???Consultant???, rather than a salesperson?

Who do they call … [ Read the rest ?? ] “Are there still any loyal customers?”

Do you know when to stop selling?

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Often during role playing in our trainings or when we???re together with salespeople in the field, we come across the following problem: When should I stop selling?

There???s a point in the sale that separates a good seller from a ???boring??? one.

And learning this timing is critical to our success as a salesperson.

Overcoming this point, by continuing to sell, forcing the customer to buy, for example, creates in most cases remorse about the sale after we leave.

For us, a sale is a progression of value creation at the customer’s head that allows, if well conducted, closing the deal as a consequence and not a soulless insistence.

Not knowing this fact, many of us often have problems with our customers.

There are sales processes in which we think … [ Read the rest ?? ] “Do you know when to stop selling?”