Mental Health in Sales FREE Training

mastering mental health in sales

Mental Health in Sales - Top Question from Google

How stressful is a sales job?

Here’s the short answer:

Sales can be stressful due to pressure, rejection, and long hours. However, it offers high earning potential, accomplishment, variety, and personal development. Whether it suits you depends on your personality and stress tolerance.

In this article we will cover...

There’s a new way to deliver sales growth…

Don’t buy Sales Training until you’ve watched this video

1. The Hidden Toll - Why Mental Health Matters

The fast-paced, high-pressure world of sales can take a significant toll on mental health. While the pursuit of success and exceeding quotas can be motivating, the relentless pursuit of performance can often come at a cost.

Statistics paint a concerning picture:

These statistics illustrate the hidden toll that the demands of sales can take on mental wellbeing. Ignoring these concerns can have detrimental consequences, not only for individual salespeople but also for the entire organization.

2. The Unique Challenges of Sales & Mental Wellbeing

Sales professionals face a unique set of challenges that contribute to elevated stress and risk factors for mental health issues compared to other professions. Here are some key factors:

  • Pressure to Perform: Sales are often commission-based, creating significant pressure to meet or exceed individual quotas. This constant pressure to perform can lead to anxiety, burnout, and feelings of inadequacy if they miss their sales goals.
  • Rejection Sensitivity: Sales involves frequent customer rejection, which can be emotionally draining and impact your self-esteem. A study published in the Journal of Personality and Social Psychology found that salespeople experience higher levels of rejection sensitivity compared to individuals in other professions [https://psycnet.apa.org/record/2010-18724-001].
  • Unpredictable Work Schedules: Many sales roles require long hours, travel, and unpredictable schedules. This work-life imbalance can disrupt sleep patterns, create difficulty maintaining healthy habits, and contribute to feelings of isolation and loneliness.
  • Highly Competitive Environment: The competitive nature of the sales industry can breed feelings of inadequacy, envy, and imposter syndrome, further contributing to stress and anxiety.

By understanding these unique challenges, organizations and individuals can prioritize mental health support and create a more supportive work environment for sales professionals.

3. The Impact of Poor Mental Health on Sales Performance

The negative impact of poor mental health on sales performance is well-documented and can have significant consequences for both individual salespeople and organizations. Here’s a breakdown of some key effects:

  • Decreased Productivity: A study published in the Journal of Occupational and Environmental Medicine found that employees experiencing symptoms of depression are 37% less productive than their healthy counterparts. This translates to decreased sales calls, missed opportunities, and lower overall revenue generation.
  • Increased Absenteeism and Turnover: Mental health issues can lead to increased absenteeism and employee turnover, further disrupting team dynamics and impacting overall sales performance. A 2018 report by the National Alliance on Mental Illness (NAMI) estimated that depression alone costs U.S. employers $170 billion annually due to absenteeism, presenteeism (reduced productivity while at work), and medical expense.
  • Diminished Decision-Making: Chronic stress and anxiety associated with poor mental health can impair cognitive function and decision-making abilities. A study published in the journal Nature Reviews Neuroscience found that stress can lead to impaired judgment, reduced creativity, and difficulty focusing, all of which can negatively impact sales strategies and negotiations.

These detrimental effects highlight the importance of prioritizing mental health support within sales teams. By creating a culture of well-being and offering resources and support systems, organizations can empower their salespeople to thrive and improve their performance.

4. Building Resilience: Strategies for Salespeople

The demanding nature of sales can undoubtedly test mental resilience. Fortunately, by developing coping mechanisms and adopting healthy habits, salespeople can learn to thrive in a high-pressure environment. Here are some key strategies:

1. Cultivate a Growth Mindset: Embrace challenges as opportunities to learn and grow. A study published in the Journal of Personality and Social Psychology found that individuals with a growth mindset demonstrate greater resilience in the face of setbacks and are more likely to persist towards achieving their goals.

2. Practice Mindfulness and Stress Management: Techniques like meditation, deep breathing exercises, and regular physical activity can effectively reduce stress and improve emotional regulation. A 2017 meta-analysis published in the Journal of the American College of Cardiology found that mindfulness-based interventions can significantly reduce stress, anxiety, and depression.

3. Seek Social Support: Building strong relationships with colleagues, friends, and family can provide invaluable support and a sense of belonging. A study published in the American Journal of Public Health found that individuals with strong social networks experience lower levels of depression and anxiety.

4. Celebrate Wins and Focus on Progress: Acknowledge and celebrate even small victories to maintain motivation and build confidence. Focusing on progress, not just the end goal, helps maintain a positive outlook and fosters resilience in the face of challenges.

5. Prioritize Self-Care: Make time for activities that promote relaxation and well-being, such as hobbies, spending time in nature, or getting enough sleep. Prioritizing self-care helps manage stress and prevent burnout, leading to increased resilience and overall well-being.

By adopting these strategies, salespeople can cultivate mental resilience and navigate the challenges of their profession with greater confidence and well-being.  However, if in doubt please seek professional help here https://www.wellityglobal.com  

5. Creating a Supportive Sales Culture

Beyond individual strategies, building and maintaining a supportive sales culture is crucial for promoting mental well-being and optimizing team performance. Here’s how organizations can create a more positive and empowering environment for their salespeople:

  • Open Communication and Feedback: Encourage open communication and regular feedback sessions. This allows salespeople to voice concerns, receive constructive criticism in a safe space, and feel supported by management.
  • Focus on Collaboration: Promote collaboration over cutthroat competition. Encourage knowledge sharing, team problem-solving, and celebrate collective wins. This fosters a sense of camaraderie and reduces feelings of isolation.
  • Work-Life Balance: Implement flexible work arrangements and discourage practices that lead to burnout, such as excessive overtime or constant after-hours communication.
  • Recognition and Appreciation: Recognize and celebrate individual and team achievements. Public acknowledgement of successes reinforces positive behaviors and motivates continued effort.
  • Mental Health Resources: Provide access to mental health resources such as Employee Assistance Programs (EAPs) or online resources on stress management and mental well-being.
  • Destigmatize Seeking Help: Normalize conversations about mental health and encourage open communication about challenges. This reduces stigma and creates a safe space for salespeople to seek help when needed.

By prioritizing these elements, organizations can create a supportive sales culture that fosters mental well-being, boosts employee morale, and ultimately, drives improvements in sales performance.

6. Benefits of Prioritising Mental Health in Sales

Investing in the mental well-being of your sales team isn’t just the humane thing to do, it’s a strategic decision with demonstrably positive outcomes for both employees and the organization. Here’s how prioritizing mental health in sales can benefit your company:

  • Enhanced Sales Performance: Studies have shown a clear link between mental well-being and sales success. A happier, less stressed salesforce is more productive, resilient, and capable of handling rejection. A study by the American Psychological Association (APA) found that employees who report higher levels of well-being are significantly more likely to be high performers [https://www.apa.org/].
  • Reduced Absenteeism and Turnover: Mental health issues can lead to increased absences and employee churn. By addressing these concerns, companies can experience significant cost savings and maintain a stable, experienced sales team. A 2020 report by the World Health Organization (WHO) estimates that depression and anxiety cost the global economy $1 trillion in lost productivity each year [https://www.who.int/news-room/fact-sheets/detail/depression].
  • Improved Decision-Making: Chronic stress and anxiety can negatively impact cognitive function. By prioritizing mental health, you empower your salespeople to make sound decisions, develop effective sales strategies, and ultimately close more deals.
  • Enhanced Customer Relationships: A happier, more well-balanced salesperson is more likely to project positive energy and build rapport with customers. This fosters trust, strengthens relationships, and increases customer satisfaction.
  • Stronger Employer Brand: Companies that prioritize employee well-being attract and retain top talent. By fostering a supportive environment, you build a positive employer brand that makes your organization more competitive in the talent marketplace.

These benefits highlight the strategic value of prioritizing mental health in sales. By investing in the well-being of your salespeople, you’re not just doing the right thing; you’re also creating a high-performing, successful sales team.

7. Getting Help: Resources for Sales Professionals

Prioritizing mental health is key to success in sales. If you’re struggling, know that you’re not alone. Numerous resources exist to support sales professionals across the globe.

For Sales Professionals in the UK:

For Sales Professionals in the US:

  • National Alliance on Mental Illness (NAMI): A national organization offering support groups, educational resources, and advocacy for mental health: https://www.nami.org/Home
  • National Institute of Mental Health (NIMH): Provides mental health information and resources, including a treatment locator tool: https://www.nimh.nih.gov/
  • The Jed Foundation: Focuses on mental health resources and support specifically for teenagers and young adults, including those entering the workforce: https://jedfoundation.org/
  • The Trevor Project: Provides crisis intervention and suicide prevention services specifically for LGBTQ+ youth, a demographic with higher rates of mental health concerns: https://www.thetrevorproject.org/

For Sales Professionals in Australia:

Additional Resources:

  • Headspace National Support Line (Australia): 1300 22 4636
  • National Suicide Prevention Lifeline (US): 988
  • Samaritans 24/7 Helpline (UK): 116 123

In addition to these resources, many Employee Assistance Programs (EAPs) offered by employers can provide confidential counseling and support services. Don’t hesitate to reach out to your HR department to see what resources are available to you.

Remember, seeking help is a sign of strength, not weakness. Taking care of your mental well-being is essential for success in both your personal and professional life.

8. FREE TRAINING

As part of our giving back Klozers are proud to offer free sales training for the B2B sales community.  Course details:

Building a Sales Mindset & Mastering the Pressure Cooker of Sales

Learning Objectives:

By the end of your training session, your sales team will be able to:

  1. Identify the unique stressors faced by B2B sales professionals.
  2. Understand the negative impact of chronic stress on performance and health.
  3. Apply five practical strategies to manage stress, anxiety, and pressure.
  4. Develop a personalized plan to prioritize your mental well-being.

Course Duration – 90 minutes

Delivery – Live Online

To Request a FREE Course  – >>>Contact Us Here<<<

“A fantastic learning experience”

Amanda – Account Manager

Online Sales Training – Supercharge Your Sales Team

Best Online Sales Training Courses

Online Sales Training, how much does it cost?- Top Question from Google

How much does online sales training cost?

Here’s the short answer:

Online sales training varies in cost from free for a recorded program, to $2000 per participant, for live training customised to your needs. 

In this article we will cover...

There’s a new way to deliver sales growth…

Don’t buy Sales Training until you’ve watched this video

1. Online Sales Training Courses

Online training became popular during the covid lockdowns of 2020, when sales professionals were no longer able to work from their traditional office, or field based roles. 

Overnight the lockdowns made B2B selling much tougher and employers needed to find online solutions to support their teams.

Whilst the lockdowns have thankfully gone, what has remained are sales teams who now work remotely.  Working remotely is often not just working from home.  More often than not working remotely means working from your home in another region or country.

With increases in flights and hotel charges, bringing remote sales teams together has become very expensive. 

“Companies that move sales training online save 30 to 70 percent on travel costs and lost productivity.” – Brevit Group

This is where online training courses come into their own, and can give your sales professionals and sales managers the support they need to grow and develop.

If you’re wondering whether online sales training is an inferior alternative to traditional In-person training, read on to find out can still be an effective tool in your learning arsenal.

What are the Biggest Challenges in Remote Selling?

What are the Top Skills Gaps in your Sales Team?

2. Online Sales Courses Available via Klozers

As a business we now have the ability to deliver our entire portfolio of training courses for online delivery.  These courses are delivered live online with one of our sales trainers.  Each of our sales courses is modular, which means that you can easily swap modules in and out to build a bespoke sales course that meets your exact needs.

We have 17 sales courses available and 65 modules as shown below:

COURSE NAME

TRAINING MODULES (90 mins each)

Sales Fundamentals (Level 100)

Building your Sales Pipeline

Questioning Techniques

Objection

Handling Techniques

The Art of Klozing

AI for Sales

(Level 200)

Pre-call Intelligence & Strategic Targeting

Data Driven Negotiation and Deal Structuring

Hyper personalised engagement & Relationship Building

Competitive Intelligence and Strategic Differentiation

Consultative Selling Skills (Level 200)

Consultative Selling Intro

Perfecting your Value Proposition

Collaborative Problem Solving

Negotiation, Klozing & Customer Success

Story Telling for Sales

Skills (Level 200)

The Science of Storytelling: Why Stories Sell

Crafting Your Compelling Sales Narrative

Putting Your Stories to Work in the Sales Cycle

Storytelling Mastery: Taking It to the Next Level

Solution Selling (Level 200)

Uncovering Customer Buying Motives

Perfecting your Value Proposition

Mastering the Sales Conversation

Klozing & Building Long Term Partnerships

SaaS Sales Training (SDRs) (Level 200)

Sales Mindset of a Winner

Perfecting your Value Proposition

Outbound Sales Prospecting

Needs Assessment Discovery & Qualifying

SaaS Sales Training (AEs)

(Level 200)

Pre-demo Preparation

Selling Value not Price

SaaS Product Demos

Objection

Handling Techniques

LinkedIn Sales Training

(Level 200)

Building your LinkedIn Sales Arsenal

The Art of Persuasive Communication

Mastering the Sales Conversation

LinkedIn Sales Navigator

Telephone Sales Training (Level 200)

Sales Mindset

of a Winner

Perfecting your Value Proposition

Telephone Sales Skills

Live Calling with Coaching

90 Day Sales Planning

(Level 100, 200 & 300)

Principals of 90 Day Planning

Creating an Effective Action Plan

Communication & Collaboration

Accountability & Motivation

Outbound Lead Generation

(Level 200)

Building a Value Proposition

Cold Email Outreach

LinkedIn Selling Skills

Telephone Sales Skills

Inbound Lead Generation (Day 1 of 2)

(Level 200)

Introduction and Case Study Review

Strategy and Planning

Creating content that converts

Building High Value Assets

Inbound Lead Generation (Day 2 of 2)

(Level 200)

Technical Requirements and Set up

Selling Online

Measurements & Reporting

Action Planning

Key Account Management (Day 1 of 2) (Level 300)

Unlocking the Power of Key Accounts

Understanding the Enterprise Landscape

Building Trusted Relationships

 

Crafting a Winning Key Account Plan

Key Account Management (Day 2 of 2) (Level 300)

Sales Negotiation and Deal Structuring

Implementing Your Key Account Strategy

Maintaining and Growing Key Accounts

The Future of Key Account Management

Sales Negotiation Training (Level 300)

Foundation of B2B Negotiations

Planning & Preparation

Mastering the Negotiation Dance

Beyond the Deal

Enterprise Sales Training

(Level 300)

This course content is customised to meet your exact needs.

This course content is customised to meet your exact needs.

This course content is customised to meet your exact needs.

This course content is customised to meet your exact needs.

Bespoke Sales Training

(Level 100, 200 & 300)

This course content is customised to meet your exact needs

This course content is customised to meet your exact needs

This course content is customised to meet your exact needs

This course content is customised to meet your exact needs

Sales Management & Leadership

(Level 300)

Sales Benchmarking & Improvement Planning

Sales Leadership Styles

Sales Performance & Coaching

Hiring Sales Winners

3. Online Training vs In-Person Sales Training Courses

In-person or face to face delivery of sales training remains highly popular, however, some companies find the costs prohibitive and the disruption to schedules affect productivity. The logistics involved with arranging classroom-based learning can be very costly, not only in terms of your budget, but your time too. 

Online training tends to be delivered in bite sized chunks making it easier for sales reps to consume and less impactful on their diary.  In addition to the challenges of taking time out for traditional face to face training training, some salespeople report struggling after the training to internalise and implement what they have learned.

One or two days away from your desk, usually only serves to create a backlog of work for salespeople to return to and deal with. This creates a tendency to continue “doing what you’ve always done” rather than implementing new sales strategies, new sales skills and new sales techniques.

Technological advancements with products like Microsoft Teams and learning portals have made online sales training much more effective and easier to deliver and consume learning.

Video conferencing, enhanced streaming capabilities and the emergence of powerful and dependable new software have made online sales training much more effective than it was in the past.

It’s now possible to source training from experts around the world, rather than just ones based in your locality. We ourselves are now supporting companies from Melbourne, Australia to San Francisco, California with their sales strategy, business development, selling process, inbound sales methodology and new customer acquisition.

The Klozers team regularly deliver online training to clients with sales professionals in multiple countries and spanning different time zones. 

online sales training

4. Sales Coaching Online

An often overlooked but important part of the learning and development process, is sales coaching.

Training is the transfer of knowledge, whereas coaching is the practical application of the knowledge in the field. Coaching takes what sales reps learn in the classroom, and coaches them through how to implement the new learning and new sales skills in the boardroom.

In addition to being able to provide important context and nuance, a good sales coach will boost the sales professionals morale and confidence.

Sales Coaching can also deliver real value when helping sales managers reps focus on the right behaviours. Learning new skills is worthless unless the skill is then used in the day to day behaviours of the sales representatives.

Many clients now choose a Hybrid delivery model whereby they start a sales training programme with a traditional face to face training workshop, and then follow this up with online sales coaching. 

 “Continuous training results in 50 percent higher net sales per employee.” Brevit Group

 

Exec Sales Coaching

Our executive sales coaching has grown in popularity and the online format works particularly well for time poor sales managers.

The Exec coaching is bespoke to every Exec, however, previous engagements have helped sales leaders with identifying potential buyers, inbound sales methodology, sales strategy, management skills, understanding the buying process, communication skills for inside sales, identifying customer pain points, emotional intelligence for sales professionals and an ongoing focus to close deals and build a successful sales team.

online sales training

5. Advantages of Online Training Courses

A more flexible way to learn:

Studies show that many of today’s b2b sales teams regard online sales training as more useful than classroom-based learning. Learning helps me grow, adapt and achieve my career goals.” LinkedIn Learning Report.  
When salespeople can learn at their own pace, and at a time that suits them, they are more likely to feel engaged with the content.

In addition, they can even access the material in the comfort of their own homes in many cases. Some salespeople will inevitably learn quicker than others, so each sales rep can learn at their own pace rather than receiving training at the pace of the group which maybe too fast or too slow for them.

Most courses are simply accessed via a course link from your PC or mobile device which makes the learning process much easier for the user.

A Bite Sized Approach to Learning

Many sales people prefer the bite size approach our online learning offers. With this approach, they can take in 90 minute segments of content at a time and avoid being overloaded with information.

We typically deliver our courses which contain 4 modules at a rate of 1 module per week.  This allows participants to take in, absorb and most importantly go away and practice the new sales skills and sales strategies in between sessions. 

Nonetheless, online sales programs shouldn’t replace face to face learning completely.  Classroom-based training still offers certain benefits for your businesses, and we believe you should take advantage of both learning methods.

Keeping Your Team Productive

In-person or face to face sales training remains relevant, but it can harm also harm productivity. The logistics attached to arranging classroom-based learning can be very costly, not only in terms of your budget, but your time too.

Online training tends to be delivered in bite sized chunks making it easier for salespeople to consume.
In addition to the challenges of taking time out for traditional event based training, many salespeople report struggling after the training.

One or two days away from your desk usually only serves to create a backlog of work for the sales manager and reps to return to and deal with. Technological advancements with products like Microsoft Teams and learning portals have made online sales training much more effective and easier to deliver and consume.

Course Structure

Whilst traditional in person sales training has been delivered via one or two day sales courses this model does not lend itself to online delivery.

The format simply doesn’t work well with online learning, as asking sales professionals to sit at a desk for 8 hours a day is more likely to put them off learning than encourage them. Our web based sales training is structured very differently around shorter 90 minute sessions with breaks to avoid “Zoom fatigue”.

We have found that sessions lasting 2 hours are simply too long for most people, and our own online sessions are typically no longer than 90 minutes long. In addition, they are deliberately interactive in order to grab and hold the attention of participants. Rather than a one way monolog PowerPoint, every session includes interactive elements to engage participants and create a positive learning environment.

Each session in our web based sales training would normally contain some form of initial introduction and discussion on the topic, a piece of work based activity for the participants to complete, and a review conversation to capture lessons learned at the end.

Finding Specific or Bespoke Content:

Another key benefit of virtual training courses are that it’s now simpler to source the specific type of training you need.  If you require a sales course that’s specific to your industry or a problem that you’re facing, it’s easier than ever to locate people that can provide it.

Salespeople can receive their targeted sales skills training individually if they wish, or via a wider group in the sales team if Peer learning is part of the learning strategy.

Content is less likely to go off-topic when it is delivered online. They can also choose to learn at a time that suits them which helps keep the learning relevant to their needs.

Continuous Learning

We provide many advanced level online training courses for more experienced salespeople, looking to up-skill or refresh their skills, improve their techniques or go on to more leadership oriented subject matter.

A sales training course specifically for groups can also make teams more connected, help strengthen their relationships, increase collaboration, boost sales performance and provide a focus that reinforces the companies ongoing learning and development strategy.

Online training can be better suited for companies seeking continuous learning, whereas many face to face sales courses may see trainers only visit your company once or twice, per annum.

90 day sales plan free template

6. Self-Paced Sales Training Courses

We provide a limited number of Self-paced training courses online, however, we have found that instructor led training, which is delivered live is the optimum approach when engaging sales people and creating a productive learning environment.

Simply put, without engagement there will be no improvement in either sales skills or sales behaviours and any increase in sales performance from the sales team will be negligible.

Live, Instructor led training is much better at capturing and holding the attention of any sales team. In our experience, sales people are extremely busy, and when you are relying on them to find time in their day to complete self paced training it rarely happens.

Every company, every sales team has a specific nuance, a different context in terms of their approach and understanding of Selling skills, changes to sales process, sales performance, sales management and sales results. This can never be catered for in self paced learning. Participants need the ability to question, clarify and even challenge the sales trainer which is only available with instructor led training.

7. Post Training Support

Investing in your sales team is about more than just acquiring skills; it’s about cultivating a culture of continuous improvement, where knowledge drives performance and results.

Our ongoing sales training program transcends the traditional classroom model, providing a robust framework for sustained success:

  • Post-Training Coaching: We don’t stop at imparting knowledge. Our immersive 90-day sales coaching program empowers your team to internalize and master new sales techniques, ensuring practical efficacy and optimal ROI.

  • Peer-to-Peer Mastery Network: Foster cross-pollination of expertise and best practices internally through facilitated peer-to-peer coaching sessions. This collaborative environment fosters confidence, refines skillsets, and provides invaluable constructive feedback.

  • Evergreen Learning Ecosystem: We cultivate a culture of continuous learning and knowledge retention. Ongoing access to training materials, online resources, and refresher sessions keeps your team at the forefront of industry trends and best practices.

  • Victory Celebrations: Recognize and celebrate individual and team achievements, fostering a sense of purpose, reinforcing the value of continuous improvement, and fueling the fire of ambition within your sales force.

Remember, your sales team is the engine driving your success. By investing in their growth, you invest in your own.

Our complimentary consultations are your gateway to crafting a bespoke training program tailored to your unique needs and objectives. Ask any questions, discuss your vision, and let our experts build a roadmap to unleash the full potential of your sales force.

Transform your team from proficient to peak performers. Contact us today and ignite your sales engine!

8. In Conclusion

In today’s cutthroat B2B landscape, crushing your sales objectives demands more than just hustle. It requires a razor-sharp team equipped with mastery of the sales fundamentals, honed leadership skills, and the agility to adapt to ever-evolving customer needs. This is where Klozers online sales training emerges as your best choice.

Imagine:

  • Reps confidently navigating your entire sales process, from prospecting and qualification, inbound sales conversion, to objection handling, closing deals and improved customer relationships.
  • Leaders & Managers inspiring and motivating their teams, fostering a culture of excellence and continuous improvement.
  • Every interaction infused with customer-centricity, building lasting relationships and repeat business.

The benefits extend far beyond your bottom line. Invest in your team’s growth with online training, and watch as their confidence soars, and their job satisfaction increases. Don’t let outdated training methods hold you back. Take the first step towards unlocking your sales potential today.

Explore our comprehensive course library, featuring everything from sales basics to inbound advanced leadership training. Download our free resources, or contact our expert team to craft a personalized training program that perfectly aligns with your unique goals.

Remember, in the competitive world of B2B sales, the only constant is change. Embrace the power of online training and equip your team with the agility and expertise to thrive in any market.

Key features we provide that will power your success:

  • Flexible, virtual learning: Train at your own pace, even for field sales teams on the go.
  • Ongoing Review: Comprehensive assessments, track progress, manage teams, and ensure everyone’s on track.
  • Live, Instructor led training: Master skills and build confidence with ongoing support.
  • Diverse skill levels: Beginner, intermediate, and advanced courses cater to every member of your team.

The future of your sales success starts now. Invest in your team, invest in online training.hips

“A fantastic learning experience”

Amanda – Account Manager

Designing the Best Sales Course

designing the best sales course

Designing the Best Sales Course - Top Question from Google

How do you design sales training that drives ROI?

Here’s the short answer:

  • Identify key sales goals & customer pain points. Align sales training with business objectives and address specific buyer challenges.
  • Build a data-driven curriculum. Leverage your existing sales metrics & data to tailor content and delivery methods.
  • Develop engaging learning experiences. Combine interactive workshops, role-playing, and personalized coaching for maximum impact.
  • Measure & refine for continuous improvement. Track performance metrics and adapt training to ensure ongoing ROI and team empowerment.

Data: Our tailored training programs deliver higher conversion rates and boost employee engagement by.

Call to Action: Download our free guide to designing impactful B2B sales training or schedule a consultation today!

In this article we will cover...

There’s a new way to deliver sales growth…

Don’t buy Sales Training until you’ve watched this video

1. Designing a Sales Course That Drives Results

In the B2B sales arena, where complex solutions meet with complex decision-making, your sales team is the tip of the spear. Their skills, knowledge, and confidence directly impact your win rate and revenue. But with the sales landscape constantly evolving, off-the-shelf training programs might not be the best way forward for you.

At Klozers we are passionate about delivering results, not training.  Crazy as it may seem, there are still companies who are buying training so they can tick a box. 

Even though we deliver hundreds of our standard sales courses every year, there are times where our clients have a unique situation and benefit from the ability to create a bespoke sales training program.  We’ve put together this simple guide to help our customers design and build a customised training program. 

This helps ensure they get the most appropriate training content, which in turn, drives genuine business results.

2. Why Investing in the Best Sales Training Program Matters

In today’s competitive B2B landscape, having a highly skilled and motivated sales team is no longer a luxury, it’s a necessity. However, simply throwing any old sales course at your reps won’t do the trick. Investing in the best sales training program possible is the key to unlocking their true potential and driving revenue growth.

Why is this so crucial? Let’s delve into the seven key facets of why the right sales training program can be a game-changer for your business:

  • Boosted Revenue: A well-designed program equips your team with the knowledge, skills, and techniques they need to close more deals and boost your bottom line.
  • Enhanced Customer Satisfaction: When your salespeople are properly trained, they can better understand and meet the needs of your customers, leading to higher satisfaction levels and repeat business.
  • Stronger Brand Reputation: A team that consistently delivers excellent customer service through effective sales calls and meetings can help build a positive reputation for your brand.
  • Reduced Onboarding Time: A well-structured program can help get new salespeople up to speed quickly, reducing onboarding time and maximizing their productivity.
  • Elevated Employee Morale: Salespeople who feel confident and competent in their abilities are more likely to be engaged and motivated, leading to higher morale and lower turnover rates.
  • Sharpened Sales Skills: The program should teach essential skills like developing personalized presentations, overcoming objections, and building rapport, crucial for effective sales interactions.
  • Ongoing Focus on Learning: The best programs offer continuous learning opportunities through regular updates, online courses, and ongoing support, ensuring your team stays ahead of the curve.

So, what makes a sales training program the “best”?

There are many factors to consider, but some of the most important include:

  • Relevance: The content should be relevant to your specific industry, target market, and sales process.
  • Engagement: The program should be engaging and interactive, using a variety of methods to keep learners motivated.
  • Practical Application: The focus should be on teaching skills that can be applied in real-world sales situations.
  • Measurement: The program should have a clear way to measure its effectiveness, so you can track ROI and make improvements as needed.

By investing in a comprehensive sales training program, you give sales teams the tools they need to succeed. Remember, it’s not just about finding the most popular sales courses or the lowest price. It’s about finding the program that aligns perfectly with your specific business needs and empowers your team to build lasting relationships, win more deals, and ultimately, drive sustainable growth for your company.

Ready to take the next step? Explore the vast array of online and in-person training options available, from top-rated programs like Klozers.  There’s a perfect program out there waiting to transform your sales team into a force to be reckoned with.

Remember, the investment you make in sales training today is an investment in the future of your business. Choose wisely, and watch your sales soar!

3. What Constitutes a Sales Training Course?

At Klozers all our courses are modular.  This means that each course is made up of either 4 or 8 modules (1 or 2 day courses).  These modules can be swapped for other modules at no charge. 

Each of our modules last 90 minutes, so on a typical one-day training course we would deliver 2 modules in the morning and 2 modules in the afternoon.  This is obviously then replicated for our two-day courses.  The 90-minute modules allow time for breaks, and ensure the participants are never overloaded with information in any one session.

We’ve included a course agenda below as an example of what a typical 1 day sales training course would look like:  

b2b sales consultancy

4. How Bespoke can the Training Content be?

With Klozers modular framework clients can design and create their own sales training course using any of the modules listed below at for no additional charge.  Our modules are based on what we call the four “high value areas of sales” which are Finding, Klozing, Growing and Developing. 

Regardless of what industry you are in the more time that your sales reps focus on finding companies/people to sell to, once they find them they have to take the prospect through a process to Kloze them and then once they have done all this hard work they need to Grow and keep their new customer.  The last quadrant is “Developing” which is all about continuously developing your sales team in terms of productivity, skills and mindset.

For organisations that need a modules and a course designed exclusively for them, we charge extra for that design time.  In terms of costs this varies based on your individual requirements. 

This way the course can be up to 100% designed and bespoke to the needs of your organisation.

b2b sales consultancy

5. Choosing the Right Sales Training Modules

The training modules listed for each of our sales training courses on the website are the most popular modules for that particular course.  Indeed, many companies take our sales training courses as is, however, you are equally welcome to change the modules if you believe there is another module that is more suitable. 

In order to ensure that you are choosing the right modules you can follow our simple guide below:

Step 1: Diagnosing your Sales Training Needs

Think of your sales department as a high-performance engine. Before making any adjustments to increase performance, you need a thorough diagnostic. Here’s how you can do this:

  • Data Dive: Analyze sales metrics, KPIs, customer feedback, and call recordings to identify common strengths and weaknesses. Areas like prospecting, objection handling, closing techniques or sales process might need to be a focus.
  • Skill Gap Assessment: Use questionnaires or interviews to gauge individual skill levels and knowledge gaps. Are they comfortable navigating complex conversations? Can they effectively showcase your value proposition? What sales skills do they need to improve to get to the next level?
  • Stakeholder Interviews: Talk to sales managers, marketing, and even customers to understand expectations, challenges, and desired outcomes. What specific behaviours would boost win rates?
  • OKRs: If your sales team uses an OKR framework you can design the training in a way that supports the delivery of the OKRs.  What skills do they need to deliver their OKRs? Which OKRs are they struggling with? 
  • Sales Strategy:  You may have a new sales strategy that requires the sales team to approach sales in a different way.  For example: can your sales reps open new markets in a different vertical?  Can your sales professionals reach and hold a conversation with senior level decision makers in Enterprise accounts? Is your strategy focussed on inbound sales from new accounts, or are your nurturing existing customer relationships.

Step 2: Architect the Curriculum

Imagine your training as a strategic roadmap, guiding your team from Point A (current state) to Point B (sales mastery).

  • Define Learning Objectives: what would you like the sales team to be able to do that they currently cannot?  What would you like your sales teams to be better at, than they currently are?
  • Training Modules: Break down the roadmap into logical modules addressing identified skill gaps. This could include prospecting strategies, value proposition development, negotiation tactics, or customer relationship management.
  • Choose the Delivery Method: Will it be in-person / instructor led workshops, live online sales training, pre-recorded online sales training, blended learning, or a mix? Consider your team’s preferences, learning styles, and geographical spread. As a guide currently our most popular delivery method is hybrid where we start the project with a one-day in-person workshop which is then reinforced by 90 days of remote sales coaching.  

Step 3: Inject Real-World Relevance

Textbook scenarios rarely capture the dynamic B2B reality. To make your training impactful, inject real-world relevance.  So where possible we recommend you include:

  • Include senior people: Peer learning can be very powerful and by including senior people from your team they can help the participants connect the training to real world scenarios from their personal experience.  
  • Role-Playing: Consider setting aside one of your modules for roleplay so we can simulate real-world sales interactions like prospecting calls, customer presentations, or objection handling. This allows your team to practice in a safe environment, fostering confidence and refining their skills.

 Step 4: Accountability

Learning is great, however, implementing what is learned is equally important.  It’s vital to consider how you plan to hold the sales representatives accountable to integrating what they have learned into their daily sales behaviours.  This should be carried out by the sales leaders in the organisation.

  • Action Plans: All the courses include an “Action Plan” for participants to complete. 

It’s important that their line manager follows up on this after the training in order to hold participants accountable. 

 

Step 5: Measure and Monitor Success

Training isn’t a one-time event. To ensure sustained impact, you need to measure and monitor success:

  • Pre- and Post-Training Assessments: Use the same assessments used in Step 1 to track individual and team skill development. Have they closed the identified skill gaps?
  • Performance Metrics: Monitor sales data after the training. Did win rates increase? Average deal size? Time to close deals, Sales Process compliance. 
  • Team Feedback: Conduct surveys or interviews to gather feedback on the training’s effectiveness, engagement, and areas for improvement.

 

 

KLOZERS SALES TRAINING COURSES

KLOZERS SALES TRAINING MODULES (90 mins each)

Sales Fundamentals (Level 100)

Building your Sales Pipeline

Questioning Techniques

Objection

Handling Techniques

The Art of Klozing

AI for Sales

(Level 200)

Pre-call Intelligence & Strategic Targeting

Data Driven Negotiation and Deal Structuring

Hyper personalised engagement & Relationship Building

Competitive Intelligence and Strategic Differentiation

Consultative Selling Skills (Level 200)

Consultative Selling Intro

Building a Value Proposition

Collaborative Problem Solving

Negotiation, Klozing & Customer Success

Solution Selling (Level 200)

Uncovering Customer Buying Motives

Building a Value Proposition

Mastering the Sales Conversation

Klozing & Building Long Term Partnerships

SaaS Sales Training (SDRs) (Level 200)

Sales Mindset

Building a Value Proposition

Outbound Sales Prospecting

Needs Assessment Discovery & Qualifying

SaaS Sales Training (AEs)

(Level 200)

Pre-demo Preparation

Selling Value not Price

SaaS Product Demos

Objection

Handling Techniques

LinkedIn Sales Training

(Level 200)

Building your LinkedIn Sales Arsenal

The Art of Persuasive Communication

Mastering the Sales Conversation

LinkedIn Sales Navigator

Telephone Sales Training (Level 200)

Sales Mindset

Building a Value Proposition

Telephone Sales Roleplay

Live Calling with Coaching

90 Day Sales Planning

(Level 100, 200 & 300)

Principals of 90 Day Planning

Creating an Effective Action Plan

Communication & Collaboration

Accountability & Motivation

Outbound Lead Generation

(Level 200)

Building a Value Proposition

Cold Email Outreach

LinkedIn Selling Skills

Telephone Sales Skills

Inbound Lead Generation (Day 1 of 2)

(Level 200)

Introduction and Case Study Review

Strategy and Planning

Creating content that converts

Building High Value Assets

Inbound Lead Generation (Day 2 of 2)

(Level 200)

Technical Requirements and Set up

Selling Online

Measurements & Reporting

Action Planning

Key Account Management (Day 1 of 2) (Level 300)

Unlocking the Power of Key Accounts

Understanding the Enterprise Landscape

Building Trusted Relationships

 

Crafting a Winning Key Account Plan

Key Account Management (Day 2 of 2) (Level 300)

Sales Negotiation and Deal Structuring

Implementing Your Key Account Strategy

Maintaining and Growing Key Accounts

The Future of Key Account Management

Sales Negotiation Training (Level 300)

Foundation of B2B Negotiations

Planning & Preparation

Mastering the Negotiation Dance

Beyond the Deal

Enterprise Sales Training

(Level 300)

This course content is customised to meet your exact needs.

This course content is customised to meet your exact needs.

This course content is customised to meet your exact needs.

This course content is customised to meet your exact needs.

Bespoke Sales Training

(Level 100, 200 & 300)

This course content is customised to meet your exact needs

This course content is customised to meet your exact needs

This course content is customised to meet your exact needs

This course content is customised to meet your exact needs

Sales Management & Leadership

(Level 300)

Sales Benchmarking & Improvement Planning

Sales Leadership Styles

Sales Performance & Coaching

Hiring Sales Winners

6. Example: Building a "Value Selling" Masterclass

This is much simpler and easier than most people think, so here’s an example of these steps in action, and used to design a bespoke “Value Selling” masterclass for a B2B software company with customised modules based on their individual requirements:

  • Diagnose: Sales data reveals low win rates for high-value deals. Customer interviews point to weak value proposition articulation throughout the sales process.
  • Architect: The 1 day curriculum includes 4 x modules on 1) identifying customer pain points via consultative  questioning techniques, 2) building compelling value propositions, 3) storytelling in sales presentations, 4. Objection handling and closing techniques.
  • Real-World: Case studies analyze successful high-value deals within the company. Role-playing within the  sessions simulate questioning techniques, value presentations and objection handling.
  • Engage: Interactive exercises help participants build personalized value propositions. Peers from within the business who are regularly above target share their stories.
  • Monitor: Win rates for high-value deals are tracked monthly. Post-training feedback assesses the course’s effectiveness in improving value selling skills.

Remember, your bespoke sales training course is an investment, not a cost. By crafting unique sales training programs tailored to your unique challenges and opportunities, you’ll empower your sales team to become top sales performers. They’ll not just push products, but become trusted advisors, crafting solutions that perfectly align with customer needs and unlock mutual value. This leads to stronger relationships, higher win rates, and ultimately, sustainable business growth.

7. Sales Manager Training

The single biggest influence on any B2B sales professional’s success is their immediate line manager. Great managers create great sales reps, but sales management courses can give them the tools and techniques to be truly impactful. Delivering initial training sessions focused on the entire sales cycle, from inbound sales methodology to account management, is crucial. But to ensure your sales teams learn effectively, their line managers need to be on board too.

The right online sales course or onsite training program for sales leaders, ideally before rolling out training to the wider organization, can significantly improve your chances of sales success. Comprehensive courses from Klozers, focusing on business development, customer acquisition, and building trust, can equip managers to lead and support their teams effectively. They’ll learn specific techniques for nurturing leads, developing personal brands, and closing deals, with real-world exercises and actionable insights to solidify their learning.

Our free virtual courses can offer a convenient and accessible starting point for sales fundamentals, while more in-depth courses with sales simulations provide ongoing learning and enhanced user experience. Regardless of the format, choose a program with a similar structure to your sales process, covering aspects like price points, overcoming resistance, and handling objections. Most importantly, it should help managers build trust with their teams and cater to their specific needs.

Leading sales isn’t just about individual performance; it’s about team dynamics and collaboration. Sales team training programs focused on building trust, developing communication skills, and fostering a customer-centric approach can make a significant difference. These programs can teach managers how to effectively build support for new strategies and initiatives, while also providing them with the tools to manage their teams efficiently and mentor individual members.

Remember, the best sales training programs are those that are unique and tailored to your company’s specific needs. Consider factors like your industry, sales process, and target audience when choosing a program. Whether it’s focusing on digital products or mastering complex sales cycles, the right training can equip your sales managers to accelerate your business growth and lead your team to win more deals.

So, invest in your sales management team with the right training. It’s not just about improving individual skills; it’s about building a high-performing sales organization that can consistently attract customers, close deals, and drive sustainable growth.

8. Post Training Support

Here are some additional ideas to take your bespoke training to the next level:

  • Coaching: Consider our 90 day post coaching support to help your team internalise what they have learned during the training. 
  • Peer Coaching: Encourage peer-to-peer mentorship and practice sessions. This allows team members to learn from each other, share best practices, and provide constructive feedback in a supportive environment.
  • Ongoing Reinforcement: Don’t let the learning stop! We can provide ongoing access to training materials, online resources, and refresher sessions to ensure continual skill development and knowledge retention.
  • Celebrate Successes: Recognize and celebrate individual and team achievements. This keeps the momentum going, motivates further learning, and reinforces the value of continuous improvement.

Remember, your sales team is your engine of success – invest in your people, and watch your business soar.

We provide free consultations where you can ask any further questions you might have about specific aspects of creating your bespoke training course. We’re here to help you turn your sales team into sales champions!

“A fantastic learning experience”

Amanda – Account Manager

Klozers Bolsters Leadership Team

***FOR IMMEDIATE RELEASE***

Klozers Bolsters Leadership Team with Appointment of Marc Smit as General Manager to Drive Expansion

Smit brings over 30 years of sales expertise and 17 + years in training experience to Klozers

[Edinburgh, United Kingdom – 01/11/2023]

UK based Klozers, a leading provider of sales training and coaching, today announced the opening of its new European Headquarters in Amersfoort, Netherlands, in conjunction with the appointment of Marc Smit as General Manager.  The decision follows increased demand in Europe for their range of Professional Selling programmes throughout 2023.

There’s a new way to deliver sales growth…

Don’t buy Sales Training until you’ve watched this video

New European Office

Klozers Founder and Managing Director, Iain Swanston said “We are forecasting record growth for the mainland of Europe, mainly in the DACH and Benelux regions.  Our new Amersfoort, NL office and the appointment of Marc Smit as General Manager, represents our commitment to our existing clients in the region.  Marc has a great track record, not just in sales education, but also in Business Development, and we are looking forward to working with him.”

Smit brings over 17 years of experience in the sales training industry working at the highest level.  Most recently, Smit worked as Partner at the European Institute for Sales, and previously as a Sales Performance Consultant at Miller Heiman where he helped clients achieve significant sales growth and profitability.

In his new role Smit will be responsible for leading Klozers Global Accounts Team and developing Klozers Worldwide Partner Delivery Network.

“We are thrilled to have Marc join our team,” said Iain Swanston, CEO of Klozers.  “His extensive experience in sales training and his proven track record of success make him the ideal person to lead our new European operations.  We are confident that under Marc’s leadership, we will continue to grow, expand our business, and help our clients achieve even greater success. “

Smit is a highly respected sales training expert and consultant.  He is also a certified Miller Heiman Sales Performance Consultant and is passionate about helping sales professionals and sales teams improve their skills and achieve their goals. 

“I am excited to join Klozers and lead the company’s growth and expansion.“ said Smit.  “Klozers is a leader in the sales training industry, and I am committed to helping our clients achieve even greater success.  I look forward to working with our team to develop and implement new sales training programmes and solutions that meet the needs of our clients.

About Klozers

Klozers is a leading provider of professional sales training and coaching.  The company offers a wide range of sales training programmes, exec sales coaching and consulting services.  Klozers clients include Fortune 500 as well as mid-market and large SMEs.

“A fantastic learning experience”

Amanda – Account Manager

15 verkoopexperimenten voor je team

Sales Kickoff Thema's - Top Vraag van Google

Wat moet er in een verkoopkickoff zitten?

Hier is het korte antwoord:

Essentiële verkoopkickoff:
– Visionair leiderschap: Duidelijke doelen en verwachtingen stellen en het verkoopteam inspireren.
– Uitgebreide producttraining: Maak van verkopers productexperts.
– Vaardigheidsverbetering: Gebruik rollenspellen en casestudies om verkoopvaardigheden aan te scherpen.
– Erkenning en beloningen: Erken prestaties om het concurrentievermogen te stimuleren.
– Teambuildingactiviteiten: Bevorder kameraadschap en samenwerking.
– Open communicatie: Zorg voor feedbackkanalen voor brainstorming en verbetering.

Een succesvolle sales kickoff is een dynamische mix van motivatie, opleiding en teamcohesie die de toon zet voor het komende kwartaal/jaar.

In this article we will cover...

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15 stimulerende thema-ideeën voor de aftrap van de verkoop

Start: De weg bereiden voor triomf – De weg bereiden voor triomf

Laten we, voordat we ons verdiepen in deze thema’s voor de aftrap van de verkoop, eerst de essentie van hun betekenis ontcijferen. De kunst van het kiezen van een thema ligt in het vermogen om de teamgeest te verhogen, eenheid te creëren en je verkoopteam te sturen in de richting van het realiseren van hun doelen. Het markeert het begin van de afstemming van de inspanningen van je team op de overkoepelende doelen van je bedrijf.

  1. Thema 1: “De innerlijke dynamo ontketenen”.

    Dit thema is een ontdekkingstocht naar het latente potentieel binnen je salesgroep. Het wenkt hen om hun inherente krachten te ontdekken, uitdagingen te overwinnen en hun latente capaciteiten aan te boren. Geef workshops en motiverende dialogen om het vuur van de ambitie in hen aan te wakkeren.

  2. Thema 2: “Expeditie naar uitmuntendheid”.

    Verkoop is, net als het leven, een voortdurende odyssee in plaats van een statische bestemming. Deze aftrap benadrukt een niet aflatend streven naar verbetering en uitmuntendheid. Deel verhalen van je team van individuen die aan de basis begonnen en de toppen van de organisatie beklommen door pure toewijding en hard werken.

  3. Thema 3: “Sales Olympics Extravaganza”.

    Maak van je aftrap een pittige wedstrijd. Stel teams samen, benoem aanvoerders en geef verkoopdoelen het aura van “medailles”. Erken en beloon de kampioenen, zodat het evenement net zo opwindend wordt als de Olympische Spelen 😉

  4. Thema 4: “Meesters van de Kosmische Markt”.

    Geef je evenement een hemelse dimensie door de enorme mogelijkheden binnen de verkoopkosmos in de schijnwerpers te zetten. Stel je team in staat om expansief te denken, zich op onbekend terrein te begeven en te veranderen in de heersers van hun eigen verkoopgalaxieën. Denk BAG – Grote Ambitieuze Doelen.

  5. Thema 5: “Klantgerichte kampioenen”.

    Verplaats de schijnwerper naar de klant. Herinner je team eraan dat ze niet alleen producten verkopen, maar dat ze in feite probleemoplossers zijn en behoeften vervullen. Koester een klantgerichte aanpak in elke verkoopinteractie.

  6. Thema 6: “Innoveer of verdwijn”.

    Innovatie is de hoeksteen om in de voorhoede van de verkooparena te blijven. Daag je team uit om vindingrijk te zijn, nieuwe oplossingen te zoeken en zich snel aan te passen aan het steeds veranderende verkooplandschap.

  7. Thema 7: “Opstaan en schitteren: Ochtendmotivatie”.

    Begin je kickoff met een verkwikkende ochtendsessie, vol met rituelen, oefeningen en motiverende oraties om je team een stimulans te geven voor de dag die voor je ligt.

  8. Thema 8: “Verkoopsafari: Nieuwe horizonten veroveren”.

    Leid je team op een allegorische safari en verken nieuwe markten en gebieden alsof het onbekende, exotische werelden zijn. Kweek opwinding over de reis om deze onbetreden gebieden te veroveren.

  9. Thema 9: “Superhelden in verkoop verenigen”.

    Laat het licht schijnen op de buitengewone capaciteiten van je verkoopteam. Vergelijk ze met superhelden, benadruk hun vermogen om in te grijpen en de dag te redden voor hun klanten.

  10. Thema 10: “Domineren met gegevens

    Onthul in het tijdperk van gegevensanalyse de kracht van inzichten aan je team. Maak gebruik van datagestuurde strategieën om de verkoop te vergroten en leer ze de kunst van het benutten van analyses voor succes.

  11. Thema 11: “Harmonieuze verkoopsymfonie”.

    Trek een parallel tussen het verkoopproces en een symfonie. Elk lid speelt een centrale rol en samen orkestreren ze een harmonieuze melodie. De nadruk ligt hier op teamwork en eenheid.

  12. Thema 12: “Kampioenen in aanpassingsvermogen

    Erken de onvermijdelijkheid van verandering. Moedig je team aan om verandering met open armen te ontvangen, zich snel aan te passen en te gedijen in de dynamische verkoopwereld.

  13. Thema 13: “Globetrotters van de verkoop”.

    Accentueer de wereldwijde dimensie van verkoop. Uitgelichte succesverhalen uit verschillende hoeken van de wereld (heeft een wereldbol hoeken?) die de immense mogelijkheden van een wereldwijde markt benadrukken.

  14. Thema 14: “De succesformule decoderen”.

    Onthul de clandestiene ingrediënten van welvaart binnen uw branche. Inzichten en strategieën aanreiken die steeds als voorbode van triomf hebben gediend.

  15. Thema 15: “Uw verkoopreis klaarmaken voor de toekomst”.

    Sluit je aftrap af door je blik op de toekomst te richten. Discussieer mee over opkomende trends en technologieën, zodat je team weet hoe het voorop kan blijven lopen.

Conclusie: Inspiratie omzetten in triomf

Een succesvol en gedenkwaardig sales kickoff evenement overstijgt het domein van motivatie; het zet aan tot echte gedragsverandering. Gewapend met het perfecte thema heb je het potentieel om een jaar vol buitengewone verkoopresultaten neer te zetten.

Sales Kickoff Sprekers

Bonus - 5 ideeën voor een virtuele verkoopaftrap

1. Cyber Odyssee:
Maak van je virtuele verkoopaftrap een futuristisch cyberavontuur. Nodig de leden van je verkoopteam uit voor een virtuele reis door een digitale wereld vol uitdagingen, puzzels en kansen. Elke bereikte mijlpaal kan een verkoopdoel of de lancering van een nieuw product vertegenwoordigen. Gebruik gamification-elementen en meeslepende technologie om iedereen betrokken en gemotiveerd te houden.

2. Rond de wereld in verkoopdagen:
Neem je verkoopteam mee op een virtuele wereldreis en verken verschillende wereldmarkten en culturen. Elke dag van de kickoff zou zich kunnen richten op een andere regio, met presentaties, marktinzichten en verkoopstrategieën die specifiek zijn voor dat gebied. Moedig teamleden aan om zich in traditionele kledij te kleden en geef virtuele rondleidingen of gastsprekers uit elke regio.

3. Salespalooza Carnaval:
Creëer een virtueel verkoopcarnaval met een levendige en leuke sfeer. Zet virtuele “stands” op voor verschillende verkoopgerelateerde activiteiten, zoals productdemo’s, verkoopstrategiespellen en workshops om vaardigheden op te bouwen. Deelnemers kunnen “tickets” of punten verdienen door deel te nemen en specifieke doelen te bereiken, die ze later kunnen inwisselen voor prijzen.

4. Sci-Fi Verkooptop:
Verplaats je verkoopteam naar een futuristisch sciencefiction universum waar innovatieve technologie en geavanceerde verkooptechnieken de norm zijn. Creëer een virtuele omgeving die lijkt op een ruimtestation, compleet met holografische presentaties en futuristische verkooptools. Ontdek AI-gedreven verkoop, virtual reality demo’s en discussies over de toekomst van verkoop.

5. Verkoop Olympische Spelen:
Maak van je virtuele aftrap een sportief evenement. Wijs verschillende verkoopteams toe aan “landen” en laat ze tijdens het evenement strijden in een reeks verkoopuitdagingen en spelletjes. Reik medailles of trofeeën uit voor de beste presteerders en moedig vriendschappelijke rivaliteit aan om de motivatie en betrokkenheid te vergroten.

Deze unieke virtuele sales kickoff thema’s kunnen spanning en creativiteit toevoegen en teamleden motiveren voor het volgende kwartaal.

Laatste gedachten over verkoopkickoffs

Het creëren van het juiste thema voor de aftrap van de verkoop is cruciaal voor een succesvol evenement. Of het nu gaat om een jaarlijkse persoonlijke bijeenkomst of een virtuele vergadering, het thema dat je kiest kan echt van invloed zijn op hoe gemotiveerd en eensgezind je verkoopteam is. Een goed gekozen thema houdt je team niet alleen geïnteresseerd, maar helpt ze ook om de oplossingen, verkoopstrategie en doelen van je bedrijf voor het komende jaar te begrijpen.

Voor virtuele sales kickoffs is het bedenken van creatieve ideeën belangrijk om iedereen betrokken te houden, vooral als mensen vanuit verschillende plaatsen meedoen. Denk hierbij aan interactieve sessies, inspirerende sprekers en leuke online activiteiten. Deze ideeën helpen je verkoopteam om hun vaardigheden te verbeteren en te begrijpen hoe ze beter kunnen verkopen, wat de weg vrijmaakt voor toekomstig succes.

Een goed verkoopthema kan je verkoop- en marketingteams ook helpen beter samen te werken om de doelen van je bedrijf te bereiken. Door je team te betrekken bij teambuildingactiviteiten, training en discussies over je verkoopstrategie, creëer je een omgeving waarin iedereen gemotiveerd is om samen te werken.

Uiteindelijk begint een succesvolle sales kickoff met het kiezen van een spannend thema en eindigt met iedereen die groeit en samenwerkt als een team. Dit leidt tot een betere manier van verkopen die het komende jaar succes oplevert.

Veelgestelde vragen over Sales Kickoffs

Antwoorden van het team:

1. Hoe kan ik het ideale sales kickoff thema voor mijn team bepalen?

– Verdiep je in de persoonlijkheid van je verkoopteamleden, hun ambities en het verhaal dat je wilt overbrengen. Kies een thema dat de teamleden aanspreekt en dat de teammoraal een boost geeft.

2. Welke onderdelen moeten worden geïntegreerd in een sales kickoff evenement?

– Je sales kickoff agenda moet het volgende bevatten: succesverhalen, verkooppresentaties, trainingssessies, workshops, inspirerende toespraken, teambuildingactiviteiten en een duidelijk stappenplan voor het komende jaar zijn de hoekstenen.

3. Hoe kan ik de effectiviteit van een sales kickoff evenement meten?

– Controleer de verkoopprestaties, de betrokkenheid van het team en de feedback van de deelnemers om de invloed van het evenement te meten.

4. Kan een sales kickoff evenement worden uitgevoerd als een virtuele sales kickoff?

– Ja, met de juiste hulpmiddelen en zorgvuldige planning kan een virtueel sales kickoff event net zo impactvol zijn.

5. Hoe vaak moet ik een sales kickoff evenement organiseren?

– Hoewel een jaarlijkse sales kickoff gebruikelijk is, kun je ook de mogelijkheid overwegen om dergelijke evenementen elk kwartaal of halfjaar te organiseren om de motivatie en het enthousiasme op peil te houden.

“Een fantastische leerervaring”

Amanda – Account Manager

Afgestudeerde verkoopopleiding

***VOOR ONMIDDELLIJKE VRIJLATING***

Klozers begint aan missie om afgestudeerden door middel van GRATIS onderwijs in staat te stellen een carrière in de verkoop op te bouwen. Het doel is om 100.000 afgestudeerden in staat te stellen een carrière in de verkoop op te bouwen.

[Edinburgh, Verenigd Koninkrijk – 05/09/2023

Klozers, een leider in B2B sales opleidingen, kondigt met trots een baanbrekende missie aan om de volgende generatie sales professionals te stimuleren. Onze missie is duidelijk: de volgende generatie salesprofessionals uitrusten met de essentiële vaardigheden die ze nodig hebben om uit te blinken in het moderne saleslandschap. We zijn vastbesloten om 100.000 afgestudeerden een eersteklas verkooptraining te geven, helemaal gratis, omdat we ervan overtuigd zijn dat onderwijs nooit een belemmering mag zijn voor succes.

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Waarom we toegewijd zijn

  1. 1 op de 8 banen is een verkoopfunctie: Verkoop is een van de grootste sectoren binnen de werkgelegenheid en de communicatievaardigheden die nodig zijn voor het verkopen in de moderne wereld, zijn net zo belangrijk in andere functies, buiten de verkoop.

  2. Afgestudeerden hebben hulp nodig: Werk vinden en behouden is aantoonbaar moeilijker dan ooit. Bovendien verlaten veel afgestudeerden de universiteit met een zware schuldenlast en is het enorm belangrijk om de eerste stap op de loonladder te zetten.

  3. Empowerment van de beroepsbevolking: Bij Klozers begrijpen we dat goed opgeleide, bekwame afgestudeerden het levensbloed zijn van succesvolle bedrijven. Door kennis en expertise over te dragen om door het verkooplandschap te navigeren, versterken we het personeel en dragen we bij aan de groei en bloei van ondernemingen, zowel groot als klein.

  4. De vaardigheidskloof overbruggen: In de snel evoluerende wereld van de moderne verkoop is het van het grootste belang om relevant te blijven. We bieden uitgebreide modules over belangrijke onderwerpen zoals het opbouwen van je verkooppijplijn, het beheersen van vraagtechnieken, het overwinnen van bezwaren en de kunst van het sluiten, zodat afgestudeerden zijn toegerust om te gedijen op de concurrerende markt van vandaag.

  5. Langetermijnloopbanen: Onze toewijding aan gratis onderwijs gaat verder dan de cijfers; het gaat om het koesteren van afgestudeerden en het ondersteunen van hun vaardigheidsontwikkeling. Door te investeren in de vroege groei van afgestudeerden, kunnen we hen de voordelen van een carrière in sales laten inzien.

  6. Aansturen van economische welvaart: Mondige afgestudeerden leiden tot bloeiende bedrijven, levendige industrieën en welvarende economieën. Met onze missie dragen we actief bij aan de economische welvaart van het bedrijfsleven en de samenleving als geheel. Dit is onze manier van teruggeven.

Hoe je met ons mee kunt doen

We nodigen het bedrijfsleven uit om zich met ons te verenigen op deze transformatieve reis. Werk samen met Klozers en laten we samen de weg vrijmaken voor 100.000 afgestudeerden om hun ware potentieel in sales te ontplooien.

Uw steun is niet alleen een investering in de toekomst van uw bedrijf; het is een investering in de toekomst van een generatie, die vorm geeft aan een betere toekomst voor iedereen.

Sluit je bij ons aan en bouw aan een gemeenschap van bekwame, zelfverzekerde en ervaren verkoopprofessionals die de zakenwereld vooruithelpen.

Werk samen met Klozers en word een katalysator voor verandering en goed – geef 100.000 afgestudeerden de kans om te groeien in de verkoop, helemaal GRATIS.

Bekijk hier alle gratis cursussen: Online cursussen – Klozers

Voor vragen aan de media kunt u contact opnemen met

Iain Swanston – verkoop @ klozers.com

Over Klozers:

Klozers is een toonaangevende leverancier van B2B sales opleidingen, toegewijd om de volgende generatie sales professionals te voorzien van de vaardigheden en kennis die ze nodig hebben om uit te blinken in het moderne sales landschap. Het is onze missie om belemmeringen voor succes weg te nemen door 100.000 afgestudeerden gratis de moderne verkooptraining te geven die uiteindelijk bijdraagt aan de groei en welvaart van het bedrijfsleven.

“Een fantastische leerervaring”

Amanda – Account Manager

Simulaties voor verkooptraining

Simulaties verkooptraining - Top Vraag van Google

Wat is een verkoopsimulatie?

Hier is het korte antwoord:

Een verkoopsimulatie gebruikt levensechte verkoop- en klantenservicescenario’s om bedrijven echte inzichten te geven in hun verkoopsystemen en -processen. Daarnaast voorzien ze werknemers van de vaardigheden en kennis die ze nodig hebben om uit te blinken in hun functie en uitzonderlijke service te leveren aan klanten.

In this article we will cover...

Er is een nieuwe manier om omzetgroei te realiseren...

Koop geen verkooptraining voordat je deze video hebt bekeken…

1. Spelveranderende ervaringen

Klozers Sales Training Simulatie is ontworpen om bedrijven te helpen een revolutie teweeg te brengen in de klantervaring. Met behulp van bewezen business game-technieken en deskundige begeleiding, begeleidt onze simulatie deelnemers bij het ontdekken en toepassen van best-practice methoden die toepasbaar zijn in de praktijk.

De simulatie is een krachtige katalysator voor het winnen van de harten en geesten in een organisatie:

  • Gemoderniseerde klantervaringen
  • Een eenduidige klantgerichte visie en cultuur
  • Gestroomlijnde modellen voor klantenondersteuning en succes
  • Verhoogde klantenbinding en belangenbehartiging
  • Goed passende klanten met groei- en succespotentieel

2. Opties voor trainingssimulatie

We bieden momenteel drie simulatiespellen/scenario’s gebaseerd op:

a) Spel voor bedrijfsgroei

Nieuwe verkopen binnenhalen is niet langer de enige verantwoordelijkheid van een verkoopteam. Door samen te werken kunnen bedrijven snellere groei en meetbare resultaten behalen.
Onze game voor bedrijfsgroei neemt je hele team in één dag mee door een bedrijfstransformatie van 2 jaar. Door medewerkers het bedrijf door de ogen van de klant te laten bekijken, helpen we je een strategie en plan te maken om je groei te versnellen.
De simulatietraining neemt je teams mee door de hele verkoopcyclus, van het eerste verkoopgesprek tot het sluiten van deals, onboarding en verlengingen.

b) Verkoop- en marketingtraining

Het idee dat verkoop en marketing verschillende eenheden binnen een bedrijf zijn, is voorbij. Moderne dynamische bedrijven volgen niet langer het traditionele verkoop- en marketingmodel. Ze stemmen teams af op groei en onze simulatie demonstreert in realtime scenario’s hoe u uw verkoop- en marketingprocessen kunt versnellen.

De simulaties bouwen voort op eerdere verkooptrainingen die uw salesteam heeft gehad en helpen salesmanagers te laten zien hoe dagelijkse verkoopbeslissingen, verkoopprocessen en eerstelijns verkopers de hele klantervaring beïnvloeden.

Deze nieuwe vaardigheden helpen verkoopprofessionals bij het navigeren door complexe verkoopdeals en dienen als basis voor elke effectieve verkoopontwikkelingsstrategie.

c) Transformatie van de klantenservice

Churn en lage CSAT-scores zijn in het beste geval funest voor elke groei en in het slechtste geval voor je bedrijf. Onze trainingssimulatie neemt je team mee door de systemen en processen om verbeteringen in klantenservice en verkoop te stimuleren.

Door het aanbieden van levensechte scenario’s in een risicovrije omgeving helpen we teams hun zelfvertrouwen op te bouwen, hun kritisch denkvermogen te ontwikkelen en uiteindelijk verkoopsucces te boeken.

3. Live en interactieve dashboards

We gebruiken geavanceerde zakelijke dashboards die worden versneld zodat de spelers in realtime de resultaten kunnen zien van de beslissingen en acties die ze tijdens het spel nemen.

De algemene context van elk spel is altijd om de organisatie succesvoller te maken. Daarnaast voegen we dashboards toe voor elke “afdeling”, zodat ze een beter inzicht krijgen in de problemen en uitdagingen binnen die rollen.

Elk spel bestaat uit drie rondes die alle leden van het verkoopteam de kans geven om te leren en de veranderingen door te voeren waarvan zij denken dat ze de organisatie vooruit helpen. Live klassementen laten zien waar de organisatie staat ten opzichte van hun concurrenten, zodat het spel realistisch blijft.

sales training simulations

4. Beoordelingen en stappenplannen

Hoewel het spelen van een trainingssimulatie erg leuk is en bijdraagt aan de cultuur en teambuilding binnen het bedrijf, is het belangrijk dat elk spel een zakelijke impact heeft.

Daarom hebben we ons eigen trainingsproces ontwikkeld en gebruiken we voorafgaand aan de training een reeks assessments waarmee we de unieke uitdagingen en bedrijfsproblemen binnen elke afdeling aan het licht kunnen brengen. Onze begeleiders richten zich dan tijdens het spel op deze kwesties en beginnen het gesprek over wat en hoe er verbeterd moet worden.

We werken ook van tevoren samen met uw leer- en ontwikkelingsteams om de leerdoelen te identificeren die ze met de simulatie willen bereiken.

De voorlaatste stap in het proces is het genereren van verbeterplannen en stappenplannen om ervoor te zorgen dat alle leerpunten worden vastgelegd en dat er vervolgens actie wordt ondernomen.

Tot slot staan onze trainers klaar om de soft skills en verkooptrainingen te geven die uw klantenservice- en verkoopteams nodig hebben om naar een hoger niveau te komen.

5. De uitdagingen van uw klanten aanpakken

Heeft uw bedrijf ondersteuning nodig bij:

1. Hoog verloop onder klanten en werknemers

Dit wijst op een gebrek aan tevredenheid en loyaliteit, wat de reputatie en winstgevendheid van het bedrijf kan schaden.

2. Slecht passende klanten met een laag groeipotentieel

Zonder inzicht in strategische bedrijfsverkopen kunnen sommige klanten bronnen uitputten en bedrijfsgroei belemmeren.

3. Klantervaringen met lage tevredenheid

Lage tevredenheid kan leiden tot verminderde klantloyaliteit en negatieve mond-tot-mondreclame, wat de reputatie en inkomsten van een bedrijf schaadt.

4. Servicedoelen overtreden

Het missen van service targets kan leiden tot ontevreden klanten, een laag vertrouwen, gemiste kansen en minder inkomsten.

5. Gesplitste organisaties, informatie en denkwijzen

Een gebrek aan effectieve communicatie en samenwerking kan inefficiënties creëren, de productiviteit verlagen en innovatie belemmeren.

6. Gebrek aan schaalbaarheid en duurzaamheid

Dit kan de groei van een bedrijf op de lange termijn belemmeren en het vermogen om zich aan te passen aan veranderende marktomstandigheden en te voldoen aan de huidige en toekomstige vraag van klanten beperken,

7. Inefficiënte en kostbare processen

Dit kan leiden tot verminderde productiviteit, hogere kosten en verminderde winstgevendheid, wat uiteindelijk het vermogen van de organisatie om te concurreren en te slagen op de markt belemmert.

8. Lage FCR-percentages en beperkte zelfbediening

Dit leidt tot een hoger belvolume, extra kosten voor klantenondersteuning en meer ontevredenheid bij klanten, en heeft een negatieve invloed op de loyaliteit en het behoud van klanten.

6. Gemengd met traditionele training

Hoewel trainingssimulaties ongetwijfeld de harten en geesten van het publiek veroveren, speelt traditionele salesteamtraining ook na de wedstrijden een belangrijke rol.

Klozers reputatie in verkooptraining betekent dat u er zeker van kunt zijn dat ons team naast de simulatietraining met u samenwerkt om een effectieve verkoopstrategie te ontwikkelen, uw verkoopproces te stroomlijnen, uw verkoopcyclus te verkorten en de verkoopvaardigheden van uw verkoopmanagers en verkopers te ontwikkelen.

We hebben een reeks verkoop-, marketing- en klantenservicetrainingen die we vervolgens kunnen gebruiken, afhankelijk van de beoordelingen, spelresultaten en stappenplannen.

Deze holistische oplossing levert de impact op teams die organisaties nodig hebben om echte verandering teweeg te brengen.

Sales Training Simulation

7. Wat maakt trainingssimulaties anders?

Wat onze games onderscheidt van traditionele trainingsoplossingen is dat ze zowel leuk als boeiend zijn.

Werknemers spelen de spellen graag en gaan onmiddellijk van passief naar interactie met zowel het spel als hun collega’s.

Naast de specifieke leerdoelen die we samen met jou vooraf bepalen, verbetert elke game de teambuilding, de teamcultuur en de prestaties. Naast het winnen van de harten en geesten van de deelnemers.

Organisaties verlaten onze trainingssimulaties met duidelijke stappenplannen met acties om hun bedrijf continu te verbeteren.

Onze spellen worden begeleid door ervaren teamleiders die elk spel aanpassen aan de behoeften van uw bedrijf en uw mensen.

“Een fantastische leerervaring”

Amanda – Account Manager

DISC Training for Sales Success

DiSC training for sales

DISC Training for SALES - Top Question from Google

What DISC Personality is best for Sales?

Here’s the short answer:

In all our years of delivering sales training and coaching we can honestly say that we have worked with great salespeople from every quadrant.  Each DISC style has strengths and weaknesses and the best salespeople know how to manage these.

With that said, if you are selling into a vertical such as accountancy, where the group’s DISC culture is predominantly of a similar customer buying style, it is easier for salespeople who are from that same DISC style as the buyers, to build relationships and sell quickly.  

DISC is about preferences, there are no right or wrongs and there are no can do’s and can’t do’s. 

In this article we will cover...

There’s a new way to deliver sales growth…

Don’t buy Sales Training until you’ve watched this video

1. DISC training for sales success

Disc training is a valuable tool for everyone who is customer facing, whether they be in customer service or frontline sales. If like us you believe that people buy from people, you will understand that DISC is an effective way to help salespeople build relationships, gain rapport and sell more.

Disc training helps salespeople better understand themselves and others, so they can be more successful in their sales role. 

Our sales team training teaches people how to identify their own sales style, different personality types, and how to adjust their approach accordingly. With the right training, salespeople can gain powerful skills that will enable them to close deals and increase their overall sales performance.

2. What is a DISC personality test?

DISC is a personality test that helps us understand what we do and how we behave. DISC tests have been developed over many years from the original assessment, which was developed by William Marston Moulton who based his work around the teachings of Carl Jung and Jung’s book “The Emotions of Normal People”.

So what is DISC?  Well every human being regardless of race, colour or creed has a preferred style of behaviours that they exhibit.  Specifically, every Human Being has a preferred style of behaviours that fall into one of four categories D – I – S or C.  Sometimes we are accused of labelling people, or putting them into boxes when we do this, but please do not be offended.  This is no different to recognising that some people are left handed or that some people have blue eyes, or others have red hair.  

There is no right or wrong, and neither is there a better or best DISC style.  Each of the four quadrants has strengths and weaknesses and this just recognises that none of us are perfect.

Take a DISC Assessment Now!

3. What are the four DISC personality types?

DISC tells us that every individual has a “preferred” way of doing and behaving. These ways predominantly fall within four main types or disc styles. These DISC styles are: D Profile, I Profile, S Profile and C Profile.

Whilst many companies attach words to the styles such as D for Dominance or I for Influencer, we prefer not to, as words on their own can be subjective as individuals can draw different conclusions and meanings from the same words.

The Four most common words used to identify disc styles are:

D – Dominance

I – Influencer

S – Steadiness

C – Compliance

Not every individual fits exactly into the four quadrants and some share the traits of two or more quadrants.  However, each individual does have a centre which is the DISC style they will default to under stress.  

In addition to their natural sales style, some individuals have an adjusted style or work mask. Whilst the natural style never changes, the work mask can change based on the individuals perceptions of what they need to do to be successful. 

 

4. What does DISC training do?

From a sales perspective a DISC sales profile has four main benefits as follows:

  1. DISC assessments help salespeople identify and understand their own personal DISC sales profile.  In addition to a 16 page report on their DISC sales style, each of our participants has the opportunity to book additional training and coaching. 

  2. DISC assessments helps salespeople understand different customer buying styles and quickly build stronger relationships with their customers, thus improving sales effectiveness.

  3. DISC assessments helps sales leaders understand the strengths and weaknesses of their sales team and identify where they will need the most support.

  4. DISC assessments helps sales leaders identify the best DISC sales profile among candidates as part of the hiring process.

5. How DISC training drives sales results

DISC sales does more than help improve communication and sales interactions. It empowers salespeople at every step of the sales process and gives each individual specific strategies they can use to improve their sales performance and the customer experience.

In sales we understand that each of us has a different way of selling and that’s what makes us unique. Without loosing our natural sales style, it’s important to acknowledge that our sales style will fit well with many customers, but it may not fit well with others.

Our DISC sales style, in certain circumstances may hurt us and negatively influence the prospect. By providing salespeople with their own disc sales profile you are enabling them to

  • Provide participants with the self knowledge and a deeper understanding of their own natural sales style.

  • Help participants explore their own natural strengths and weaknesses via the disc model.

  • Use the DISC sales model to quickly identify customers and their buying styles and then use that information to practice adapting their styles to each specific customer.

  • Discover specific strategies they can draw upon to improve sales interactions and further develop their own emotional intelligence.

  • Use DISC profiles by placing customers first and at the center of their communication style and build rapport fast.

  • Provide sales leaders with a disc sales map and list of sales priorities to help them manage, train and coach their sales team.

6. How much does DISC training cost?

Our DISC training costs £250 per person plus taxes and includes:

  • 1 x DISC sales assessment complete with in depth information in a 16 page report and a DISC sales profile.

  • 1 x Live, one on one training session delivered remotely with one of our DISC trainers.

  • For DISC sales of groups of 10 or more please contact us in advance.

We also provide DISC training on site, either on your premises, or at an external location of your choosing. Our workshops are highly interactive and designed to deliver the best possible DISC sales learning experience.
The DISC sales facilitation kit our trainers use is proprietary and not available to purchase.  

Take a DISC Assessment Now!

How to Improve Sales Effectiveness

how to improve sales effectiveness

Sales effectiveness - Top Question from Google

How do you measure sales effectiveness?

Here’s the short answer:

How you measure sales effectiveness will depend on your company goals and objectives. Here are 5 measurements or sales KPIs (key performance indicators) to get you started:

  1. Revenue growth. Not everything should be about money, but if your revenue growth is stalled or even worse, going backwards you will need to take action.

  2. Conversion ratio. At a big picture level you will need to ensure the sales team are converting new sales leads. For more detailed conversion ratios, examine the conversion rates between each stage of your sales process such as MQL to SQL.

  3. Average deal size. Increasing your average deal size via cross selling and upselling is a great way to improve your sales effectiveness.

  4. Sales Cycle. Your sales cycle is the time between what we call first contact with a prospect and when you receive money in the bank for your goods and services. The shorter the sales cycle the more efficient your process.

  5. Customer satisfaction. Never forget your customers and ensure that any improvements to your sales effectiveness are not at the expense of customer satisfaction.

In this article we will cover...

There’s a new way to deliver sales growth…

Don’t buy Sales Training until you’ve watched this video

1. What is Sales Efficiency anyway?

Sales efficiency is simply measuring the ratio of the value gained from the costs of your sales team and the revenue they generate. The greater the ratio then the greater the return and the more effective the sales unit are.

In order to track and measure your sales efficiency you will need to be familiar with all the costs within your sales and marketing departments. Ideally you will have identified your cost per lead and your lifetime customer value.

These sales metrics may vary across products, departments and even salespeople and are the key to any sales improvement plan.

2. Sales Effectiveness framework

Over the years we have found great value in simplifying our own systems and processes, which we then share with our clients. For the last 10 years we have focussed our sales strategy, planning and improvements around what we call the four high value areas of B2B sales. These are:

Finding: you have to find people, companies and opportunities before you can sell to them.

Klozing: once you’ve found a deal you need to be able to take the deal through a sales process and win it.

Growing: once you have done all the hard work of finding and klozing new paying customers you need to keep and grow that account.

Developing: lastly, finding, klozing and growing are all activities undertaken by sales reps and we need to keep them, grow them and build a winning sales culture, all with scalable sales processes.

 

If you simply spend as much time as possible in these four areas it’s almost impossible not to sell more and improve sales effectiveness.

b2b sales consultancy

3. Finding - Lead to Opportunity Conversion Rate

Before we can convert leads to opportunities we need to first measure how good we are at generating leads. What is our process for filling the top of the sales funnel with potential customers and is it scalable? Have we explored all the different channels available and then identified the most fruitful ones.

Furthermore it’s important to define what is a lead? How close are they to your Ideal Client Persona (ICP) and what process do we use to qualify them? In our own business we use MQL and SQL which stands for Marketing Qualified Lead (MQL) and Sales Qualified Lead (SQL).

We deliberately keep this simple so in our world a marketing lead is simply a contact that has downloaded an asset from our website or attended a webinar, or following us social channels. An MQL is a lead that has actively asked to talk with us whether that be via our website, telephone or email. The key differentiator here is that we have never spoken to them.

Next up is our Sales Qualified leads and these are defined as people who have spoken to sales and meet the criteria of both our ICP and BANT (Budget, Authority, Need and Time) which is a simple sales qualification process.

In our own business we measure our conversion ratio of MQLs against deals closed. Most companies would use SQL against deals closed but our system works well for us and our conversion ratio of MQLs when last measured was 42.22% which we think is pretty good.

It’s also worth noting the importance of lead response time here. According to a Lead Connect survey 78% of customers buy from the first responder. Also sales conversions are 391% higher when the first response is withing 1 minute. Lastly, leads that older than 5 minutes receive an 80% drop in lead qualification. Speed is your friend in lead generation.  

New Customer Acquisition Rates

Whilst conversion ratios are important, what is equally important is new customer acquisition rates. If you have a 100% conversion rate but you only generate and close one deal a month you are unlikely to get the sales results you want or need.

Wherever possible we would recommend a data driven approach and starting with your ICP. The most efficient marketing is laser targeted on the ICP which then generates a better quality of lead. Small changes in messaging and design can have a huge impact on this.

Often times an easy win for both marketing and sales is to use campaigns and special offers to increase conversions and new customer acquisition. Most often recognised as tactics for B2C we have had huge success with clients building campaigns around a special offer.

Interestingly the most successful special offers we have worked with clients on ended up being more expensive than the original offer. The art of selling is not about discounting, it’s about selling your product at your price.

For obvious reasons it’s important that your customer acquisition rate exceeds your customer attrition rate which we cover later in this article.

4. Klozing and Sales Performance

As previously stated Klozing comes when you have found a deal or opportunity, and you then take that deal through your sales pipeline and win it. Most companies will base their sales metrics and how they measure sales effectiveness on closing sales qualified leads.

These sales metrics are influenced or driven by the sales team’s ability and performance. Ability refers to the skills and traits of the sales team to close deals and performance refers to their output. You can have the most highly trained sales reps in the world but unless they perform and are highly engaged they will not close deals. We therefore define sales effectiveness as Ability + Performance = Sales effectiveness.

Let’s break down Ability first. If ability comes from traits and skills what does this mean in real terms?

Traits are important at the hiring phase – what are the sales reps hobbies out of work? Would you hire a gamer who is stuck in their bedroom overnight of the captain of the local football team? Sports people normally excel in sales because they have great traits, self discipline, good work ethics and they are team players.

Skills are obviously important, however, in sales there are a myriad of skills required some of which are more or less relevant depending on the role. For example an AE (Account Executive) will potentially need communication skills, presentation skills and negotiating skills to close deals.

A salesperson focussed on selling to the public sector via bids and tenders would require a completely different skill set.

5. Growing - Retention and Expansion.

A major part of sales effectiveness comes from the ability to not just win new business but hold onto it and expand within those accounts. After all the most difficult and most costly part of sales, namely new client acquisition is done. Growth & retention via cross selling and upselling should be mandatory in every company strategy.

Often the first step in growing is to ensure retention and reduce customer attrition or churn. Companies measure sales churn in different ways for example saas companies may measure churn on their monthly paid subscriptions, however, some companies may be heavily geared to annual subscriptions and this then needs to be taken into account.

Our own belief is that reducing churn is the area of sales effectiveness that every sales organisation should address first. There is no point winning new business if you cannot retain it.

The Critical metrics most often used to reduce churn would be customer satisfaction, user engagement and changes in customer needs.

 

6. Developing - scaling people and process

In our experience developing falls into two main categories as follows, firstly the startups.

Many company founders and sales leaders rush to scale their business before they have the fundamentals in place. They want to hire an entire sales force before they have in some cases proven their value proposition, let alone put in place scalable systems and sales processes for profitable growth. One sales rep who can’t win deals quickly becomes 10 sales reps who can’t win deals which compounds the problems and adds to the existing workload of already time poor sales leaders. Step 1, focus on the value proposition and making it as attractive as possible. Step 2, focus on building repetition and sales effectiveness at scale not just on individual salespeople.

In Developing the second group we deal with are established businesses who need to either reduce costs (no necessarily the cost of people, but the cost of customer acquisition) or simply want to drive performance and an effective sales team.

For these companies the status quo and change is the biggest challenge. Tenured salespeople can be resistant to changes which needs to be taken into account when you are planning for improvements in sales effectiveness.

In many cases delivering sales training is the easy part, creating meaningful behavioural change across an entire team is the bigger problem. So big that many sales leaders simply put up with subpar performance and average output from their sales force.

These are actually the most rewarding projects as they always deliver the biggest impact.

sales effectiveness

7. How to boost sales effectiveness - key questions

Sales Enablement is one of the most common approaches to drive sales effectiveness across sales teams. Sales Enablement is a way of providing the right tools, content, sales training and resources that the sales teams needs to be win more deals.

In addition a modern Sales Enablement department would be responsible for supporting the implementation of the company’s sales strategy, their sales processes, and measuring sales effectiveness across the organisation.

If your sales organization does not have it’s own sales enablement team our recommendation would be to first get a baseline understanding of the overall sales performance of your sales team’s effectiveness.

Its important that any evaluation is from the top down and includes the sales leaders, the sales managers and every sales rep. This would include things like sales opportunities generated, best practices, win rates, quota attainment and effective selling skills and behaviours.

Key Questions 

1. What data do I have?

Sometimes we let perfection get in the way of progress.  What data do you have that you can take actions from?

2. What data should I have?

What data are you going to need to make the right decisions and how can I start recoding it?

3. What data is easy to collect?

Data itself and can end up overwhelming.  Where possible make data collection easy, avoid adding workload to salespeople.

4. No data?  

If you don’t have data score each section on a 1 through 10 with 10 being perfect.  

5. Where are the easy wins?

Find some easy wins to give your project some momentum.

6. Which are the biggest leavers?

Which improvements are going to have the biggest impact?

Taking time out to take a complete measurement of the sales organizations overall effectiveness will provide you with a better understanding help you to identify realistic goals in terms of improvements that you can achieve.

“A fantastic learning experience”

Amanda – Account Manager

Sales Consultancy | Unlock Your Sales Potential

b2b sales consultancy

Sales Consultancy - Top Question from Google

What do sales consultants do?

Here’s the short answer:

We are professional sales consultants specializing in helping B2B companies by improving their sales performance and achieving their sales goals. We work with a wide range of clients, including SMEs, Mid-Market and Enterprise accounts.

Our sales consultants look at your business as a whole and typically work with clients to identify areas for improvement in sales strategy, sales performance and sales process.  Whilst many companies come to us for sales training, we have learned that in some cases training is the wrong place to start.  

Therefore, we only provide training that we know will be impactful and aligned with the companies overall sales objectives.  

Sales consultants may also work with clients to develop marketing and sales materials, such as brochures, presentations, and proposals, and they may provide guidance on sales techniques and best practices.

Our goal as sales consultants is not just to increase sales, but to do so in a way that is scalable and profitable.  Furthermore we love to leave a legacy after us in terms of an improved culture and continuous improvement in sales performance. 

We do this by providing expertise and guidance on a wide range of sales and marketing-related topics, and by working with clients and their sales teams to develop and implement effective growth strategies.

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There’s a new way to deliver sales growth…

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1. Why is sales consulting important

No CEO or Sales Director can be an expert in everything.  A proven sales consultant who is external to the business can bring different skills, experiences and perspective to your business.  The reality is that there is nothing that we bring that any CEO or VP of Sales could do themselves.  What we bring is speed – our teams knowledge and skills will fast forward your business quicker that you can do working on your own.  In addition to speed our team brings:

  1. Our consultants bring expertise and experience in sales and marketing to our clients. They can provide valuable insights and guidance on a wide range of sales and marketing-related topics, and they can help you identify areas for improvement in your existing sales approach and to develop effective strategies to achieve real sales growth.

  2. Working with our consultants, we help our clients improve their teams sales skills, productivity and sales performance resulting in real business growth. Our sales consultants will help you to identify and address bottlenecks in the sales process, and they can provide guidance on best practices and strategies to increase new sales enquiries and sales.

  3. Klozers sales consulting services are flexible and scalable, which makes them suitable for companies of all sizes and in a variety of industries. Companies can work with us on a short-term or long-term basis, depending on their needs, and they can scale their support up or down as needed.

We serve as trusted advisors to CEOs and Sales Directors by supporting not just their sales team, but their sales operation as a whole.

Every business is unique so we would love to talk to you and learn more about your business.  Contact us now for a free and no obligation sales consultation.

2. Common Consulting Projects - Sales Process

Often B2B sales can seem complicated and we do our best wherever possible to simplify everything.  Sales is a process and should have logical and measurable start and ending points.  Without a process it’s simply not possible to achieve consistency in either results or performance and more importantly it’s not scalable.  

Our sales consultancy helps you:

  1. Identifying areas for improvement: we work with clients to identify bottlenecks or other issues in the sales processes that are preventing them from achieving their goals. They can then develop strategies to address those issues and improve the sales process.

  2. Providing training and development: we can provide training and development to help your sales force improve their skills and achieve better results. This might include training on sales techniques, product knowledge, or customer service skills.

  3. Developing sales strategies: we work at CEO and Sales Director level to develop sales strategies that align with their business objectives. This might include identifying target markets, developing sales processes and systems, and creating marketing and sales materials.

  4. Analyzing data and market trends: we use data analysis from your CRM and market research to identify trends and patterns that can inform your sales strategy. We can then use this information to develop changes to the sales approach whilst if necessary retaining the original sales strategy.

  5. Providing group pipeline coaching and individual one to one coaching support: we work with sales people to develop 90 day sales plans for their teams and then provide coaching to help the sales teams deliver on the plans.

As part of our endeavours to simplify sales we break each area of the sales process down into the four high value areas of sales.  Which are Finding, Klosing and Growing – we’ve found if you focus all your energies on just finding more people to sell to, then improving your klosing to get more deals over the line and then ensure that you both retain and grow those accounts, its impossible not to sell more.  

The fourth and last high value are of sales is Developing which is the constant development of skills, confidence and knowledge of the sales people themselves. 

b2b sales consultancy

3. Common Consulting Projects - Sales Training

Klozers started as a sales training business back in 2014 and sales training and coaching is at the heart of our business.  We’ve successfully delivered sales training across multiple countries and verticals, from frontline SDRs to boardroom sales leaders.

  1. Developing bespoke training programs: our clients have typically tried generic sales training courses and come to us looking for something different – results.  We work with clients to develop customized sales training programs that meet the specific needs of their people and their organization. These programs might include training on lead generation, sales techniques, customer service, or other relevant topics.

  2. Providing training workshops: our sales consultants can conduct sales training workshops for salespeople, either in person or online. These sessions might include lectures, group discussions, and hands-on exercises to help salespeople learn and practice new skills.

  3. Providing ongoing coaching and support: we have team of experienced sales coaches who provide ongoing coaching and support to salespeople to help them apply their new sales skills in the workplace and to overcome any situational challenges as they arise. This might include providing feedback and guidance on sales techniques, as well as encouragement and support.

  4. Evaluating the effectiveness of training: our consultants can also help clients to evaluate the effectiveness of your in house sales training programs, by collecting data and analyzing the results. This can help clients to identify areas for improvement within their sales force and to refine their training programs as needed.

  5. Sales Team activity: training and improvement to sales processes are important, however, many sales teams struggle to execute the right types and level of sales activity. Every sales team needs to be held accountable to delivering the sales activity required.  

Our sales training can be delivered either in-person at a location of your choosing, remotely online or a hybrid of the two. All our training is aligned with the companies overall sales strategy and goals which ensures you will receive the outcomes, results and business growth you are looking for.

4. Common Consulting Projects - Sales & Marketing Alignment

Aligning sales and marketing within a business is important because it helps to ensure that both teams are working towards the same overall goals and objectives. Here are some examples of the type of projects we work on to align sales and marketing within a business:

  1. Establish clear and common growth goals and objectives: The first step in aligning sales and marketing is to establish clear and common growth goals and objectives for both teams. Examples include setting overall OKR based goals for the business, such as increasing sales revenue or expanding into new markets.

  2. Define roles and responsibilities: It is important for both sales and marketing teams to understand their roles and responsibilities within the entire sales process. This may involve defining the specific tasks and responsibilities of each team, as well as how they will work together to achieve the overall goals of the business.

  3. Communicate and collaborate: To align sales and marketing effectively, it is important for both teams to communicate and collaborate regularly. To this end we are great advocates of “Growth Pods” whereby we remove traditional siloed sales and marketing departments and place professionals from sales and marketing into smaller pods where they work together with common goals.

  4. Use data and analytics: By using data and analytics, both the sales team and the marketing team can better understand the needs and preferences of their customers, and make more informed decisions about how to reach and engage them.

  5. Use shared metrics: Using shared metrics can help to align sales and marketing efforts, as both teams can track progress towards common goals and objectives. This may include metrics such as customer acquisition cost, customer lifetime value, or lead conversion rate.

Aligning sales and marketing is a subject close to our hearts as we have gone through the process as a business ourselves.  We can show you exactly how we did it, including the results, warts and all.

b2b sales consultancy

5. Klozers B2B Sales Consultancy - Join us

We’re growing fast and keen to hear from experienced sales consultants who would like to join our team.  Our clients quite rightly demand the best and here are some of the vast array of skills that you will need:

  • Sales and Marketing:  sales and marketing are inextricably linked in modern selling so you will need to demonstrate expertise in all aspects of B2B sales and marketing.  
  • Communication skills: you will need to be a natural communicator and be able to effectively communicate with clients, from CEO & Sales Director level, through to the front line sales team. You should be able to clearly and concisely convey information and ideas, and be able to adapt your communication style to suit different personas.
  • Analytical skills: we will help you analyse the data in your CRM system to help your clients identify trends and patterns, from which you will need to develop solutions for sales growth.

  • Problem-solving skills: we love working with our clients on complex problems and helping them find the best solution for their circumstances.  We don’t believe in a one size fits all solution so you’ll need to be creative in terms of your problem solving.

  • Consultative skills: our genesis as a business was delivering consultative selling skills which is still our best selling course.  Our sales consultants are our brand champions so you will need to be able to work with clients in a consultative manner, and build strong relationships based on trust and mutual respect.

  • Business acumen: sales never operates in isolation of the wider business and our sales consultants need a strong understanding of business principles and how to apply them to different sales scenarios. You should be able to analyze market trends and customer needs, and to develop sales strategies that align with clients’ business objectives.

Klozers are a full life sales and marketing  consultancy meaning we cover everything from the initial value proposition development through to closing more sales deals.  What this means to you is that we work in a fast paced environment and no two days are the same.  It’s great fun and hugely rewarding. 

We are currently recruiting consultants throughout Europe and North America so please feel free to call us for more information. 

“A fantastic learning experience”

Amanda – Account Manager

90 dagen verkoopplan | Gratis downloaden

90 Day Sales Action Plan - Top Vraag van Google

Hoe schrijf je een 90 dagen sales actieplan?

Hier is het korte antwoord: Om een 90-dagen verkoopactieplan te schrijven, moet je verkoopteam deze stappen volgen:

  1. Identificeer meetbare doelen: De eerste stap in het maken van een 90-dagen sales actieplan is het identificeren van je specifieke doelen. Dit moeten specifieke, meetbare, haalbare, relevante en tijdgebonden (SMART) doelen zijn die je zullen helpen om succes te boeken binnen de komende 90 dagen. De verkoopdoelen in je plan moeten altijd worden afgestemd op de algemene verkoop- en bedrijfsstrategie van het bedrijf. Richt je doelen op verkoopactiviteiten en -gedrag in plaats van op omzet – als je het juiste gedrag vertoont, zorgt de omzet vanzelf.
  2. Splits je doelen op in uitvoerbare taken: Zodra je je doelen hebt geïdentificeerd, moet je ze opsplitsen in kleinere, uitvoerbare taken. Wat moet je doen om je doelen te bereiken? Dit moeten specifieke en haalbare stappen zijn die je kunt nemen om dichter bij je doelen te komen. Vermijd opnieuw om aan inkomsten te denken. Kijk bijvoorbeeld naar je verkoopproces en identificeer waar je het volume gegenereerde nieuwe verkoopaanvragen kunt verhogen en de conversieratio van de deals die je genereert kunt verhogen.
  3. Wijs deadlines en prioriteiten toe: Wijs voor elke taak een deadline en een prioriteitsniveau toe. Dit helpt je om georganiseerd en gefocust te blijven en zorgt ervoor dat je vooruitgang boekt in de richting van je doelen. Gebruik de mijlpalen van 30, 60 en 90 dagen om jezelf verantwoordelijk te houden in plaats van te wachten tot het einde van de periode van 90 dagen.
  4. Maak een tijdlijn: Gebruik een tijdlijn of kalender om je voortgang te visualiseren en je taken en deadlines bij te houden. Dit zal je helpen om op koers te blijven en je te concentreren op je doelen. Wij zijn grote fans van visieborden, dus zorg ervoor dat alle verkopers een persoonlijk visiebord maken en bijhouden.
  5. Bewaak en bespreek je voortgang met je Sales Manager: Bekijk regelmatig je voortgang om er zeker van te zijn dat je op schema ligt om je doelen te bereiken. Als je niet de vooruitgang boekt die je had verwacht, pas dan je plan aan als dat nodig is om weer op het goede spoor te komen.
  6. Maak jezelf verantwoordelijk: Plannen is geweldig, maar doen is beter. Het beste verkoopplan ter wereld is waardeloos als je de acties in het plan niet uitvoert. B2B-verkoop kan een lastige omgeving zijn en het helpt om de steun van anderen om je heen te hebben, zoals een verkoopmanager die je helpt om je aan je nieuwe verkoopplan te houden.

Toptip: neem de vier hoogwaardige verkoopgebieden (Vinden, Klozen, Groeien en Ontwikkelen) op in je verkoopplan om ervoor te zorgen dat je de juiste hoeveelheid tijd toewijst aan je omstandigheden. Sommige verkopers moeten zich bijvoorbeeld richten op het genereren van nieuwe leads, terwijl anderen relaties met bestaande klanten moeten ontwikkelen. Bekijk de GRATIS sjabloon hieronder als voorbeeld.

In this article we will cover...

Er is een nieuwe manier om omzetgroei te realiseren...

Koop geen verkooptraining voordat je deze video hebt bekeken…

90 DAGEN PLAN SJABLOON

Download een GRATIS exemplaar van onze sjabloon voor een 90-zeggen-verkoopplan en maak er jouw verkoopjaar van.

free 90 day sales planning template

1. Waarom zijn 90 dagen verkoopplannen belangrijk?

Verkoopplannen van 90 dagen zijn belangrijk omdat ze verkopers een duidelijk, gefocust kader bieden om gedurende een bepaalde periode naar specifieke doelen en doelstellingen toe te werken. Een goed opgesteld 90-dagen verkoopplan kan het hele team helpen om:

  • Blijf gefocust en georganiseerd: Verkoop is de makkelijkste baan ter wereld, maar de moeilijkste om effectief te zijn. Met zoveel afleidingen is planning een belangrijk onderdeel van verkoopsucces. Door doelen op te splitsen in specifieke taken en deadlines en prioriteiten toe te wijzen, kan een 90-dagen verkoopplan verkoopprofessionals helpen om georganiseerd en gefocust te blijven en ervoor te zorgen dat ze vooruitgang boeken bij het behalen van hun doelen.
  • Houd de voortgang bij en maak aanpassingen: Plan wekelijkse controlepunten om de voortgang bij te houden, een 90-dagen verkoopplan kan verkopers helpen om gebieden van verkoopactiviteiten te identificeren waar ze achterlopen en de cijfers moeten inhalen om weer op schema te komen. Naast verkoopactiviteiten kan het plan helpen bij het identificeren van hiaten in vaardigheden waar vertegenwoordigers de activiteit uitvoeren, maar niet de resultaten behalen.
  • Persoonlijke motivatie en verantwoordelijkheid vergroten: Het heeft iets geruststellends en geruststellends als je een plan hebt en er vervolgens mee aan de slag gaat. Door duidelijke doelen te stellen en de voortgang bij te houden, helpt een 90-dagen verkoopplan verkopers gemotiveerd en verantwoordelijk te blijven en zich meer betrokken te voelen bij hun werk.
  • Verbeter communicatie en samenwerking: Vaak weten de verkoopleiders in een bedrijf niet precies wat hun directe rapporten doen. Plannen van 90 dagen zijn een geweldige manier om ervoor te zorgen dat verkopers op het juiste moment aan de juiste activiteiten werken. Door naar gezamenlijke doelen toe te werken, kan je 90-dagen verkoopplan verkoopprofessionals helpen om de communicatie en samenwerking met hun verkoopleiding en collega’s in hun team te verbeteren.

In het algemeen is een 90-dagen verkoopplan een waardevol hulpmiddel dat verkopers kan helpen om hun inspanningen te focussen, hun vooruitgang bij te houden en gemotiveerd en verantwoordelijk te blijven terwijl ze naar specifieke doelen en doelstellingen toewerken.

2. Zijn 90 dagen verkoopplannen voor een salesmanager anders dan voor een verkoper?

Een 90-dagen verkoopplan voor een verkoopmanager zal anders zijn dan een 90-dagen verkoopplan voor een verkoper, omdat de verantwoordelijkheden en doelen van de twee rollen verschillen.

Voor een salesmanager kan een 90-dagen salesplan zich richten op doelen als het verbeteren van de teamprestaties, het verhogen van de teamproductiviteit, het verbeteren van de salesvaardigheden van het team of het opbouwen van relaties met belangrijke klanten.

Het kan ook gaan om taken zoals het uitvoeren van prestatie-evaluaties, het bieden van opleidings- en ontwikkelingsmogelijkheden voor teamleden of het creëren van strategieën om nieuwe markten aan te boren.

Plannen van 90 dagen zijn een geweldig hulpmiddel om nieuwe salesmanagers te helpen hun impact in een nieuwe functie aan te tonen. Naast hun managementverantwoordelijkheden hebben veel nieuwe salesmanagers ook een verkoopquotum en zijn ze direct verantwoordelijk voor een paar strategische klanten.

Voor een verkoper kan een 90-dagenplan gericht zijn op doelen zoals het verhogen van de verkoopopbrengst, het sluiten van nieuwe deals of het verbeteren van klantbehoud. Het kan ook gaan om taken zoals het identificeren en kwalificeren van leads, het geven van presentaties of het opvolgen van prospects en klanten.

Net als de 90 dagen plannen van de verkopers, moeten de plannen van de verkoopmanagers altijd gekoppeld zijn aan het algemene bedrijfsplan en de verkoopstrategie van het bedrijf.

asking for the sale

3. Wie moet de verkoopplannen maken - de vertegenwoordigers of de manager?

Verkoopplannen moeten altijd worden opgesteld door de verkopers die verantwoordelijk zijn voor de uitvoering van het plan, zelfs als ze nieuwe verkopers zijn in het bedrijf.

Hier zijn een paar factoren waar je rekening mee moet houden bij het maken van je 90-dagen verkoopplannen:

a) Modern salesmanagement is een extreem drukke rol en het creëren van actieplannen voor elk lid van je team kost tijd vanwege de variabelen die erbij betrokken zijn.

b) Als nieuwe medewerkers niet over de vaardigheden of ervaring beschikken om hun eigen 90-dagen planning te maken, moeten salesmanagers het planningsproces gebruiken om hun directieleden te trainen en te coachen om meer zelfredzaam te worden.

De salesmanager moet er altijd bij betrokken worden, omdat hij of zij uiteindelijk de plannen moet goedkeuren. Maar door de verantwoordelijkheid bij de verkopers te leggen, kunnen ze hun vaardigheden ontwikkelen en nog belangrijker, kunnen ze zich eigenaar voelen van het plan, wat op zijn beurt zorgt voor een betere betrokkenheid in het hele team.

4. Hoe kies ik de juiste doelen en doelstellingen voor mijn plan?

De doelen en doelstellingen in een 90-dagen verkoopplan moeten worden afgestemd op de algemene verkoopstrategie van het bedrijf. Je verkoopstrategie is je langetermijnplan dat de aanpak en tactieken beschrijft die je bedrijf zal gebruiken om je verkoopdoelen te bereiken. Door de doelen en doelstellingen van het 90-dagen verkoopplan af te stemmen op de algemene verkoopstrategie, kunnen verkopers en verkoopmanagers ervoor zorgen dat ze naar dezelfde algemene doelen en doelstellingen toewerken als het bedrijf.

Hier zijn een paar manieren om de doelen en doelstellingen in een 90-dagen verkoopplan af te stemmen op de verkoopstrategie van het bedrijf:

  1. Identificeer de meetbare doelen van het bedrijf: De eerste stap in het afstemmen van het 90-dagen verkoopplan op de verkoopstrategie van het bedrijf is het begrijpen van de algemene verkoopdoelstellingen van het bedrijf. Dit kunnen doelen zijn als het verhogen van de verkoopopbrengst, het uitbreiden naar nieuwe markten of het verbeteren van klantbehoud.

  2. Bepaal hoe het 90-dagen verkoopplan past in de algemene strategie: Zodra je de algemene verkoopdoelen van het bedrijf hebt geïdentificeerd, kun je bepalen hoe het 90-dagen verkoopplan past in de algemene strategie. Hierbij kan het gaan om het identificeren van specifieke tactieken of benaderingen die het team kan gebruiken om bij te dragen aan de algemene verkoopdoelstellingen.

  3. Gebruik OKR’s om doelen te stellen: Het OKR-systeem is een raamwerk voor het stellen van bedrijfsdoelen dat door veel bedrijven wordt gebruikt om groei en verbeteringen te stimuleren. We gebruiken dit in ons eigen bedrijf en bij onze klanten, die er dol op zijn.

In het algemeen kan het afstemmen van de doelen en doelstellingen in een 90-dagen verkoopplan op de verkoopstrategie van het bedrijf verkopers en verkoopmanagers helpen om naar dezelfde algemene doelen en doelstellingen toe te werken als het bedrijf, en bij te dragen aan het succes van de algemene verkoopstrategie.

free 90 day sales planning template

5. Hoe implementeer ik 90 dagen actieplannen met mijn verkoopteam?

Verkopers kunnen een moeilijk publiek zijn en ze houden vooral niet van verandering of iets dat ze als bedreigend ervaren. Daarom is het zo belangrijk om samen te werken en ervoor te zorgen dat je zowel hun hart als hun verstand wint. Dit gaat net zo goed over verandermanagement als over verkoop.

Met dat in gedachten kun je een workshop organiseren met je team:

  • Identificeer de doelen en doelstellingen van het team: De eerste stap in het maken van een 90-dagen verkoopplan is het identificeren van de specifieke doelen en doelstellingen waar het team naartoe moet werken. Dit moeten specifieke, meetbare, haalbare, relevante en tijdgebonden (SMART) doelen zijn die het team zullen helpen om binnen de volgende 90 dagen succes te boeken.
  • Splits de doelen op in uitvoerbare taken: Zodra je de doelen van het team hebt geïdentificeerd, moet je ze opsplitsen in kleinere, uitvoerbare taken. Dit moeten specifieke en haalbare stappen zijn die het team kan nemen om dichter bij de doelen te komen.
  • Wijs deadlines en prioriteiten toe: Wijs voor elke taak een deadline en een prioriteitsniveau toe. Dit helpt het team om georganiseerd en gefocust te blijven, en zorgt ervoor dat ze vooruitgang boeken in de richting van de doelen.
  • Maak een tijdlijn: Gebruik een tijdlijn of kalender om de voortgang van het team te visualiseren en de taken en deadlines bij te houden. Dit helpt het team om op koers te blijven en zich te concentreren op de doelen.
  • Communiceer het plan aan het team: Zodra het plan klaar is, communiceer het dan naar het team en zorg ervoor dat iedereen zijn rol en verantwoordelijkheden begrijpt.
  • De voortgang bewaken en beoordelen: Controleer regelmatig de voortgang van het team om er zeker van te zijn dat ze op schema liggen om de doelen te bereiken. Als het team niet de vooruitgang boekt die je had verwacht, pas het plan dan aan als dat nodig is om weer op het goede spoor te komen.

Onthoud dat de krachtigste workshops die zijn waar de verkopers aan het woord komen, gehoord worden en geloven dat het hun eigen ideeën zijn die ze gaan uitvoeren.

6. Hoe houd ik mijn sales teamleden verantwoordelijk voor de 90 dagen plannen?

Een cultuur van verantwoordelijkheid is essentieel voor elk bedrijf om succesvol te zijn en alle verkoopplannen zijn waardeloos als ze niet worden nageleefd. Als je voor het eerst verkoopplannen introduceert, moet je de activiteitsdrempel laag leggen zodat hij haalbaar is. Je kunt dit afmeten aan het activiteitsniveau van de top performer en door hen als benchmark te gebruiken kun je meteen het argument wegnemen dat het niet kan omdat iedereen het te druk heeft.

  1. Communiceer het plan duidelijk: Zorg ervoor dat de verkopers hun doelen begrijpen en de specifieke taken die ze moeten uitvoeren om ze te bereiken. Communiceer deadlines en prioriteiten duidelijk en zorg voor de nodige middelen of ondersteuning om ze te helpen slagen.

  2. Organiseer regelmatige check-ins: Plan regelmatige check-ins met leden van het verkoopteam om hun voortgang te bekijken en waar nodig ondersteuning en begeleiding te bieden. Deze check-ins kunnen persoonlijk, telefonisch of via videoconferentie plaatsvinden.

  3. Vooruitgang bijhouden en resultaten bekijken: Gebruik tools zoals dashboards of software voor het bijhouden van prestaties om de voortgang van de leden van het verkoopteam op weg naar hun doelen bij te houden. Bekijk deze resultaten regelmatig om vast te stellen op welke gebieden teamleden achterlopen en bied waar nodig extra ondersteuning.

  4. Feedback en coaching geven: Bied constructieve feedback, training en coaching aan verkoopteamleden om hen te helpen hun prestaties te verbeteren en hun doelen te bereiken. Dit kan inhouden dat je richtlijnen geeft over best practices, verbeterpunten identificeert en ondersteuning en middelen biedt om teamleden te helpen slagen.

  5. Stel consequenties op voor niet-naleving: Stel duidelijke consequenties op voor leden van het verkoopteam die hun doelen niet halen of het plan niet volgen. Deze gevolgen kunnen bestaan uit aanvullende training of coaching, verlaging van commissies of bonussen, of indien nodig zelfs ontslag.

De kunst van verkoopmanagement is om je verkoopteam te pushen, maar als je te hard pusht, raak je ze mentaal kwijt. Beter nog, koppel hun persoonlijke doelen aan jouw bedrijfsdoelen en kijk hoe ze zichzelf pushen.

Zorg ervoor dat je een “Commitment Statement” in je plan opneemt en laat je vertegenwoordigers het lezen en ondertekenen. Dit is geweldig om de scène te zetten en hen eraan te herinneren dat ze verantwoordelijk zijn voor hun eigen resultaten.

free 90 day sales planning template

7. 90 dagen verkoopplan voor nieuwe medewerkers vs. verkoopplan voor bestaande verkopers?

Een 90-dagen verkoopactieplan voor nieuwe verkopers moet heel anders zijn dan dit 90-dagen verkoopactieplan dat is ontworpen voor bestaande verkopers. In de meeste gevallen zal de wervingsmanager de eerste 30 dagen gebruiken om wat wij noemen niet-verkooptraining te geven aan een nieuwe verkoper. Als onderdeel van het eerste inwerk- en trainingsproces krijgt een nieuwe medewerker training over de visie van het nieuwe bedrijf, de missie van het bedrijf, producttraining en kennis van de bedrijfstak,

Vervolgens richt de training zich tijdens het 60-90 dagen salesplan al snel meer op kennis over sales. Dit omvat de waardepropositie, doelmarkten, het genereren van nieuwe leads en belangrijke klanten die prioriteit moeten krijgen.

Hier zijn enkele extra dingen die je moet overwegen voor nieuwe leden van het verkoopteam:

  1. Focus: Een 90-dagen sales actieplan voor mensen in een nieuwe salesfunctie moet zich meer richten op onboarding en training, terwijl een 90-dagen sales actieplan voor bestaande verkopers zich meer kan richten op specifieke doelen en doelstellingen. Nieuwe leden van het verkoopteam zullen bijvoorbeeld meer ondersteuning nodig hebben bij het begrijpen van hun verkoopgebied, het verkoopproces en de achtergrond van belangrijke accounts die ze overnemen.

  2. Taken: Een 90-dagen verkoopactieplan voor nieuwe medewerkers kan taken bevatten zoals het leren over de producten en diensten van het bedrijf, het ontmoeten van belangrijke belanghebbenden en het observeren van verkoopgesprekken, terwijl een 90-dagen verkoopactieplan voor bestaande verkopers taken kan bevatten zoals het geven van presentaties, het opvolgen van leads en het sluiten van deals.

  3. Doelen: Een 90-dagen verkoopactieplan voor nieuwe medewerkers kan doelen bevatten zoals het vertrouwd raken met het verkoopproces en het opbouwen van relaties met belangrijke belanghebbenden, terwijl een 90-dagen verkoopactieplan voor bestaande verkopers doelen kan bevatten zoals het verhogen van de verkoopopbrengst of het verbeteren van de klantenbinding. Het is belangrijk dat elke nieuwe verkoper begrijpt hoe het bedrijf succes definieert en

In het algemeen kunnen de focus en taken in een 90-dagen actieplan voor verkoop variëren afhankelijk van de specifieke behoeften en doelen van het verkoopteam of individu, evenals hun ervaring en expertise in verkoop. Het is belangrijk om doelen en taken te kiezen die specifiek, meetbaar, haalbaar, relevant en tijdgebonden (SMART) zijn om de kans op succes te maximaliseren. Dit omvat wekelijkse persoonlijke doelen, het volgen van de verkoopprocessen van het bedrijf en het produceren van werk van hoge kwaliteit dat een meetbare impact heeft op hun verkoopquota.rep

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Mastering the Art of Asking For The Order

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asking for the order - Top Question from Google

How do you ask customers for the sale? (The short answer)

You should always remember, people do not like being sold to, but they love buying.  With this in mind the best way to ask for the order, is not to ask for the order.  If you use a consultative sales approach the customer will realise for themselves that there is a good fit between what you are selling and their needs.  The best sales professionals never have to ask for the order.  They simply create the right conditions for the buyer to buy.  

If you are using a traditional sales approach in B2B sales, there are several ways to ask customers for sales, depending on the context and the relationship you have with them. Here are some examples:

  • If you are in a business setting and have already established a relationship with the customer, you can ask for a sale by stating the benefits of your product or service and explaining why it would be a good fit for their needs. For example, you could say, “Our product has been proven to improve efficiency and save time, which I think would be valuable for your business. Would you like to discuss a purchase?”
  • If you are cold-calling or contacting potential customers for the first time, it’s important to be polite and respectful. Start by introducing yourself and your company, and then explain how your product or service can help them. For example, you could say, “Hi, my name is [Name] and I’m with [Company]. We offer a [Product/Service] that can help [Benefit]. Can I schedule a call to discuss how it could benefit your business?”

Overall, the key to asking for the sale or indeed anything, is to be polite, respectful, and informative. Show the value of your product or service, and be prepared to answer any questions they may have.

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1. Why it's important for salespeople to ask for the sale?

Not everyone is familiar with, or uses a consultative sales approach.  Therefore, it’s very important for those using traditional sales methodologies to ask for the sale. Asking for the sale is the final step in the sales process, and it’s what ultimately determines whether the salesperson is successful in making a sale. 

By asking for the sale, the salesperson is taking the initiative and putting the decision in the hands of the customer. This can be a powerful way to persuade the customer to make a purchase, and it can also help the sales person to close the deal more efficiently.

In addition to winning more sales, asking for the sale is also a crucial part of building a successful sales career. Sales is a profession that requires persistence, confidence, and the ability to handle rejection. 

Asking for the sale helps sales professionals to develop these skills, and it can also help them to build a track record of success. The ability to ask for the sale has a direct impact on the sales performance of your sales team.

2. Why asking for the sale can lose sales professionals the deal

Asking for the sale is an important step in the sales process, and it’s essential for making a successful sale. However, if it’s not done in the right way, it’s possible that asking for the sale could lose the deal. Here are a few reasons why this might happen:

  1. The customer isn’t ready: If the customer isn’t ready to make a decision, asking for the sale can be premature and can push them away. It’s important to carefully gauge the customer’s level of interest and readiness before asking for the sale.

  2. The customer has objections: If the customer has objections or concerns, asking for the sale without addressing those issues can be counterproductive. It’s important to listen to the customer’s objections and to address them before asking for the sale.

  3. The sales person is pushy or aggressive: Asking for the sale in a pushy or aggressive manner can be off-putting to the customer. Salespeople should be direct and clear in their request, but they should also be respectful and professional.

  4. The customer is dissatisfied: If the customer is unhappy with the product or service, or with the salesperson’s performance, asking for the sale can be futile. In these cases, it may be better to address the customer’s dissatisfaction and try to resolve the issues before asking for the sale.

Overall, asking for the sale is a crucial part of the sales process, but it’s important to do it in a way that is appropriate for the specific situation and customer.

asking for the sale

3. How fear of rejection stops sales professionals asking for the sale

Fear of rejection can definitely stop salespeople from asking for the sale. Asking for the sale is an inherently vulnerable position, and it requires the salesperson to put themselves out there and potentially face rejection. This can be intimidating, and it’s natural for salespeople to be afraid of being rejected.

However, it’s important for salespeople to overcome this fear and to ask for the sale anyway. Rejection is a natural part of the sales process, and it’s something that every salesperson will experience at some point in their career. By accepting that rejection is a possibility and by developing the skills and strategies to handle it effectively, sales people can overcome their fear of rejection and become more successful in their careers.

Sales people can overcome their fear of rejection in a number of ways, including the following:

  1. Develop a positive attitude: A positive attitude can help salespeople to stay motivated and focused, even in the face of rejection. By believing in themselves and their abilities, salespeople can maintain a sense of confidence and resilience, which can help them to overcome their fear of rejection.

  2. Practice effective rejection management: Sales people can learn how to manage rejection effectively by using techniques such as reframing, refocusing, and redirecting. These techniques can help sales people to view rejection in a more positive light, and to move on from rejection quickly and confidently.

  3. Seek support: Sales people don’t have to face their fear of rejection alone. Seeking support from colleagues, mentors, and peers can provide valuable encouragement and advice, and can help sales people to feel more confident and capable.

  4. Learn from rejection: Instead of viewing rejection as a failure, sales  people can learn from it and use it as an opportunity to improve. By analyzing why a particular sale didn’t go through, salespeople can identify areas for improvement and develop strategies to overcome similar objections in the future.

By adopting these strategies, sales people can overcome their fear of rejection and become more successful in their careers.

4. How to build confidence in salespeople

Here are some tips for building confidence in a sales team:

  1. Provide training and development: A sales team who are well-trained and well-equipped with the knowledge and skills they need to succeed are more likely to be confident in their abilities. Invest in sales training and development programs that provide sales professionals with the tools and resources they need to be successful.

  2. Encourage positive thinking: Positive thinking is a powerful tool that can help sales professionals to build confidence and overcome challenges. Encourage sales professionals to focus on their strengths and to believe in their ability to succeed.

  3. Set achievable goals: Setting challenging but achievable goals can help sales professionals to feel a sense of accomplishment and to build their confidence. Create a goal-setting framework that provides clear benchmarks and rewards for success.

  4. Provide support and encouragement: Sales can be a tough and demanding profession, and sales professionals often face rejection and disappointment. Provide support and encouragement to help salespeople stay motivated and focused, and to build their confidence over time.

  5. Celebrate success: Recognizing and celebrating the successes of salespeople can help to boost their confidence and to reinforce the behaviours and strategies that lead to success. Make sure to celebrate both individual and team successes, and to provide public recognition for outstanding achievements.

By implementing these strategies, sales managers and leaders can help sales teams to build confidence, improve sales performance and to become more successful in their careers.

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5. Why salespeople feel uncomfortable asking for the sale

Asking for the sale can be uncomfortable for a sales person because they may fear rejection or feel like they are being pushy or aggressive. Additionally, some people may be unsure of how to ask for the sale in a way that is polite and respectful, or they may not be confident in their product or service. Here are some reasons why a sales person may feel uncomfortable asking for the sale:

  • Fear of rejection: Asking for the sale means putting yourself out there and potentially facing rejection. This can be intimidating and uncomfortable, especially for people who are sensitive to criticism or who have low self-esteem.

  • Concern about being pushy or aggressive: Some people may worry that asking for the sale will make them appear pushy or aggressive, which can be off-putting to customers. This may be especially true for people who are naturally reserved or introverted.

  • Uncertainty about how to ask for the sale: Asking for the sale is a skill that requires practice and finesse. If a sales person does not know how to do it effectively, it can make them feel unsure and uncomfortable.

  • Lack of confidence in their product or service: If you don’t believe in your product or service, it can be difficult to persuade others to buy it. This lack of confidence can make it uncomfortable to ask for the sale.

Overall, asking for the sale can be uncomfortable for many people because it involves overcoming these fears and doubts. However, with practice and the right mindset, you can learn to ask for the sale in a way that is confident and persuasive.

6. What are sales closing techniques?

Sales closing techniques are strategies that salespeople use to persuade a potential customer to make a purchase. These techniques can take many forms, but they all aim to help the salesperson overcome any objections the customer may have and to move the conversation towards a successful sale. Some common sales closing techniques include using a trial close to gauge the customer’s level of interest, asking for the sale directly, offering a discount or special deal, and using scarcity or urgency to create a sense of need. Sales closing techniques can be effective, but it’s important for salespeople to use them in an ethical and transparent manner.

Examples of sales closing techniques:

  1. The trial close: This involves asking the customer a question that helps the salesperson gauge their level of interest in the product or service. For example, the salesperson might say, “Based on what you’ve told me, it sounds like this product could be a good fit for your needs. Am I correct?”

  2. Asking for the sale directly: This is a straightforward approach where the salesperson simply asks the customer if they would like to make a purchase. For example, the salesperson might say, “Do you want to go ahead and place your order today?”

  3. Offering a discount or special deal: This involves offering the customer a financial incentive to make a purchase. For example, the salesperson might say, “If you decide to order today, I can offer you a 10% discount on your purchase.”

  4. Using scarcity or urgency: This involves creating a sense of need or urgency to persuade the customer to make a decision quickly. For example, the salesperson might say, “This offer is only available for a limited time, so if you want to take advantage of it, you’ll need to act now.”

  5. In certain circumstances such as selling home products like kitchens and windows, it can help to introduce an order pad or order form to help capture the customers order details.  The visible introduction of the order pad can prompt the buyer into moving forward.  

It’s important to note that these are just examples, and every sales person should use the closing techniques that are most appropriate for their specific situation and customers.

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7. Handling objections in sales

Objections from prospects are common as they try to reach the best buying decision for themselves.  However, in most cases they are not objections, they are simply the buyers way of saying that they require more detail. Nonetheless, the inability to handle objections will cost both the sales person and the company in lost sales. Here are some tips for handling objections in sales:

  1. Listen carefully to the objection: It’s important to understand exactly what the customer is saying and why they are objecting. Ask clarifying questions and pay attention to their body language and tone of voice to get a better sense of their concerns.

  2. Acknowledge the objection: Show the customer that you understand their concerns and that you are taking their objections seriously. This can help to build trust and rapport with the customer.

  3. Address the objection: Once you understand the customer’s objection, provide a response that addresses their concerns. This might involve providing additional information, offering a solution, or addressing any misconceptions the customer may have.

  4. Ask for the sale: After you have addressed the customer’s objections, it’s time to ask for the sale. Be direct and clear in your request, and be prepared to overcome any additional objections that the customer may have.

  5. Follow up: If the customer still isn’t ready to make a purchase, follow up with them at a later date. This can help to keep the conversation going and can increase the chances of making a sale in the future.

It’s important to remember that handling objections is an ongoing process, and every sales person should be prepared to handle objections at every stage of the sales process.

8. What are sales transition statements and how do you use them?

Sales transition statements are phrases that help you smoothly move from one part of a sales conversation to another. They can be used to introduce a new topic, ask for a sale, or overcome objections. Here are some examples of how you can use sales transition statements:

  • Introducing a new topic: “In addition to [current topic], there is another aspect of our product that I think you might find interesting. It’s [new topic].”

  • Asking for a sale: “Based on what we’ve discussed, I think our product would be a great fit for your needs. Are you ready to move forward with a purchase?”

  • Overcoming objections: “I understand your concern about [objection]. Let me assure you that [reassurance/solution to objection].”

To use sales transition statements effectively, make sure they are smooth and natural-sounding. Avoid using language that sounds too salesy or pushy, and focus on addressing the customer’s needs and concerns. By using these phrases to move smoothly from one topic to another, you can help guide the conversation and ultimately persuade the customer to make a purchase.

9. What are the most popular sales closing phrases?

Sales closing phrases or sales closing questions are used to conclude a sales conversation and persuade the customer to make a purchase. Some of the most popular sales closing phrases include:

  • “Are you ready to move forward with a purchase?”

  • “Can I count on you to buy today?”

  • “If you’re happy with everything we’ve discussed, shall we go ahead and get started?”

  • “Based on what we’ve discussed, I think our product is a great fit for your needs. What do you think?”

  • “I’m confident that our product will help you [achieve goal/solve problem]. Are you ready to make a commitment?”

It’s important to remember that these phrases are just suggestions, and the best sales closing phrase will vary depending on the situation and the customer. The key is to find the right questions or phrase that feel natural and authentic, and that helps you conclude the conversation in a way that persuades the customer to make a purchase.

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10. Why a consultative sales approach is important in modern selling

A consultative sales approach is important in modern selling for several reasons. First, it allows the salesperson to better understand the customer’s needs, goals, and challenges, and to tailor their solutions to meet those needs. This can help to create a more personalized and effective sales pitch, and it can also help to build trust and rapport with the customer.

Second, a consultative sales approach is more focused on the customer’s needs than on the salesperson’s goals. This can help to create a more mutually beneficial and long-term relationship with the customer, rather than a transactional one-time sale.

Third, a consultative sales approach is more adaptable and flexible than traditional sales approaches. In today’s fast-paced and constantly changing business environment, salespeople need to be able to adapt quickly and to provide solutions that meet the customer’s evolving needs. A consultative sales approach allows salespeople to do this more effectively.

Overall, a consultative sales approach is important in modern selling because it allows salespeople to provide more effective solutions, to build stronger relationships with customers, and to be more adaptable to changing business conditions.

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Objection Handling Training | Transform Resistance into Results

Objection Handling Training

Objection Handling Training - Top Question from Google

How do you teach Objection Handling? (The short answer)

There are several different ways to teach objection handling in sales, and the best approach will depend on the specific situation and the learning goals of the sales team. Here are a few common approaches to teaching objection handling in sales:

  1. Workshops and presentations: One approach to teaching objection handling is to provide workshops and presentations on the topic, covering the key principles and strategies for effectively responding to customer objections. This can be an effective way to provide an overview of the topic and to introduce the key concepts to the sales team.

  2. Case studies and examples: Another approach is to use case studies and examples to illustrate the principles of objection handling. For example, a trainer might provide a case study that describes a real-life situation where a customer raised an objection, and then ask the sales team to brainstorm responses to that objection. This can be a useful way to help salespeople apply the principles of objection handling to real-life situations.

  3. Role-playing and simulations: Role-playing and simulations are hands-on activities that can help salespeople practice and develop their objection handling skills. For example, a trainer might ask the sales team to role-play different scenarios where customers raise objections, and then provide feedback and guidance on how they can improve their responses. This can be an effective way to help salespeople develop the skills and confidence they need to handle objections effectively in real-life situations.

Overall, there are several different approaches to teaching objection handling in sales, and the best approach will depend on the specific situation and the learning goals of the sales team. By using a combination of training, case studies, and hands-on activities, trainers can help salespeople develop the skills and strategies they need to handle objections effectively and move forward with the sale. 

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1. What are sales objections?

Sales objections are concerns or reservations that potential customers may have about a product or service being offered. These objections may be related to price, value, quality, or any number of other factors, and they can make it difficult for sales professionals to close a sale.

Objections are a natural part of the sales process, and it is the job of the sales professional to address these objections and overcome them in order to move the sales process forward.

Some common sales objections include concerns about cost, lack of need or interest, and competitors’ offers.

2. Are sales objections ever a good thing?

Sales objections can be a good thing, as they provide an opportunity for salespeople to better understand the customer’s concerns and address those concerns in a way that moves the sale forward.

By listening carefully to the customer and asking clarifying questions, salespeople can gather valuable information and use that information to tailor their response to the customer’s specific objections.

In addition, sales objections can provide valuable feedback that can help salespeople improve their sales techniques and strategies.

For example, if a customer raises an objection about the price of a product, the salesperson can use that feedback to develop a more compelling value proposition or to negotiate a more favorable price. By learning from customer objections, salespeople can improve their sales pitch and increase their chances of closing the sale.

Overall, sales objections can be a good thing because they provide an opportunity for salespeople to better understand the customer’s concerns and address those concerns in a way that moves the sale forward.

By listening carefully to the customer and using the information they provide, salespeople can improve their sales pitch and increase their chances of closing the sale.

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3. What is the difference between a stall and objection in sales?

A stall in the sales process typically refers to a moment when the conversation between the sales professional and the potential customer reaches a point where it seems to stop moving forward. This might happen because the customer is unsure about how to proceed, or because they are hesitant to make a decision. 

In contrast, an objection in the sales process typically refers to a specific concern or reservation that the potential customer has about the product or service being offered. This might be a concern about price, quality, or any number of other factors. 

The key difference between a stall and an objection is that an objection is a specific issue that the sales professional can address and attempt to overcome, while a stall is a more general lack of progress in the sales process.

4. What skills are involved in objection handling?

Objection handling involves a range of sales skills that are designed to help salespeople effectively respond to customer objections and move forward with the sale. Here are a few examples of skills that are involved in objection handling:

  1. Active listening: Effective objection handling involves being able to listen intently to the customer and understand their specific concerns. This requires salespeople to pay attention to what the customer is saying and to ask first open ended questions and then clarifying questions to gather more information.

  2. Empathy: Being able to empathize with the customer and understand their perspective is an important skill in objection handling. By being able to put themselves in the customer’s shoes, salespeople can better understand the customer’s concerns and provide a more effective response.

  3. Persuasion: Persuasion is an important skill in objection handling, as it involves being able to persuade the customer to overcome their objections and move forward with the sale. This requires salespeople to be able to articulate the value of the product or service and to convince the customer that it is the right solution for their needs.

  4. Conflict resolution: Objection handling often involves resolving conflicts or disagreements between the salesperson and the customer. This requires salespeople to be able to stay calm and composed, even in difficult or stressful situations, and to find creative solutions that address the customer’s concerns and move the sale forward.

Overall, objection handling involves a range of skills that are designed to help salespeople effectively respond to customer objections and move forward with the sale. By developing these skills, salespeople can improve their ability to handle objections and close deals more effectively.

objection haning training

5. Which part of the sales process receives the most sales objections

Sales objections often occur during the later stages of the selling process, when the customer is considering making a purchase. This is typically the point in the process where the customer has a good understanding of the product or service being offered and is weighing the pros and cons of making a purchase.

Objections can occur at any stage of the selling process, but they are most common during the following stages:

  1. Sales calls: More and more sales people are struggling to speak with the right person, establish trust, and address prospect’s objections at the very start of the sales cycle on outbound sales calls.  

  2. The presentation stage: During the presentation stage, the salesperson is typically showcasing the product or service and highlighting its key features and benefits. At this stage, the customer may have questions or objections about the product, its features, or its price.

  3. The handling objections stage: As the name suggests, this stage is specifically focused on addressing any objections that the customer may have. The salesperson will need to carefully listen to the customer’s concerns and provide specific responses to address those objections.

  4. The closing stage: The closing stage is when the salesperson is trying to persuade the customer to make a purchase. This is typically the most challenging part of the sales process, as the customer may have lingering doubts or concerns that need to be addressed before they are willing to make a decision.

Overall, the handling objections stage is where sales objections are most likely to occur, as this is the stage where the salesperson is specifically focused on addressing the customer’s concerns. However, objections can occur at any stage of the sales process, and it’s important for salespeople to be prepared to handle them at any time.

6. Are there different ways to handle objections in sales?

Yes, there are several different ways to handle objections in sales. Here are a few common approaches:

  1. Acknowledge the objection and validate the customer’s concerns: This approach involves acknowledging the customer’s concerns and showing them that you understand why they might have those objections. For example, you might say something like “I can understand why you might be hesitant about making a decision right now. Many people have similar concerns, and I’m here to help you understand why our product is the best solution for your needs.”

  2. Ask clarifying questions: Another approach is to ask the customer clarifying questions to better understand their objections and address their concerns. For example, you might ask, “Can you help me understand why you’re concerned about the price of our product?” or “What specifically about our product is causing you to have doubts?” By asking questions, you can gather more information and tailor your response to the customer’s specific objections.

  3. Address the objection directly: Another approach is to address the objection directly and provide a specific response to the customer’s concerns. For example, if the customer is concerned about the price of your product, you might respond by explaining the value that your product offers and how it can save them money in the long run.

  4. Use a trial close: A trial close is a technique where you ask the customer a question that moves them closer to making a decision, such as “Based on what you’ve told me, do you think our product is a good fit for your needs?” If the customer responds positively, you can use that momentum to move forward with the sale.

Ultimately, the best way to handle objections in sales will depend on the specific situation and the customer’s concerns. It’s important to listen carefully to the customer and tailor your response to their specific objections.

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7. Are sales objections real or a smokescreen?

Sales objections can be real or a smokescreen, depending on the situation and the customer’s motivations. In some cases, a customer may raise an objection because they genuinely have concerns or doubts about the product or service being offered. In these cases, the prospects objections are real and need to be addressed in order to move forward with the sale. In most cases a common objection is simply a request for more information to help the prospect move to the next stage of the buying process and make the right buying decision. 

However, in other cases, a customer may raise an objection or make a false statement as a way to stall or avoid being sold to. This can happen for a variety of reasons, such as if the customer is not fully convinced of the value of the product or if they are feeling pressured to make a decision. In these cases, the objections may be a smokescreen and not reflect the customer’s true concerns.

It’s important for salespeople to carefully listen to the customer and determine whether their objections are real or a smokescreen. If the objections are real, the salesperson can address them directly and provide specific responses to address the customer’s concerns. If the objections are a smokescreen, the salesperson can use various techniques, such as asking clarifying questions or using a trial close, to move the conversation forward and help the customer make a decision.

8. What are the most common sales objections?

There are many different sales objections that customers may raise, and the specific objections that a salesperson encounters will depend on the product or service being sold and the customer’s individual needs and concerns. However, there are some common objections that salespeople often encounter, including:

  1. The price is too high: Salespeople often receive price objections, especially if the product or service being offered is more expensive than the customer’s budget, or what they are used to paying.

  2. I need to think about it: This objection is often raised when the customer is unsure about making a decision and needs more time to consider their options.

  3. I’m not interested: This objection is often a polite way for the customer to say that they are not interested in making a purchase.

  4. I’m not ready to buy right now: This objection may be raised if the customer is not currently in a position to make a purchase, either because they are not ready or because they do not have the necessary funds.

  5. I’m happy with my current provider: This objection may be raised if the customer is satisfied with the product or service they are currently using and sees no reason to switch to a new provider.

Overall, objections can vary widely depending on the situation and the customer’s specific concerns. It’s important for salespeople to be prepared to handle a variety of objections and to tailor their response to the prospects concerns and objections.

9. How important is role plays in objection handling training?

Role-playing is an important part of sales objection handling training, as it provides an opportunity for salespeople to practice handling objections and develop their skills in a simulated environment. 

Role-playing can be especially useful for helping salespeople overcome common challenges and obstacles that they may face when handling objections. For example, role-playing can help salespeople practice staying calm and focused under pressure, or dealing with difficult or aggressive customers. 

In addition, role-playing can be a fun and engaging way to learn, which can help salespeople retain the information and skills they are learning. 

Overall, role-playing is an important part of sales objection handling training, as it provides an opportunity for salespeople to practice and develop their skills in a simulated environment. 

By role-playing different scenarios, salespeople can learn and experiment with different strategies and responses, and build the confidence and skills they need to handle objections effectively in real-life situations.

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10. What sales topics are included in objection handling training

Sales objection handling training typically covers a range of topics related to effectively responding to prospects objections and moving forward with the sale. Here are a few examples of topics that might be covered in objection handling training:

  1. Common objections and how to respond to them: Sales objection handling training often covers common objections that salespeople may encounter, such as concerns about the price, the product’s features, or the customer’s readiness to make a purchase. The training will typically provide specific strategies and responses that salespeople can use to effectively address these objections and move forward with the sale.

  2. Listening and questioning skills: Effective objection handling involves being able to listen carefully to the customer and understand their specific concerns. Sales objection handling training will often cover listening and questioning skills that can help salespeople gather more information and tailor their response to the customer’s specific objections.

  3. Overcoming objections and closing the sale: The ultimate goal of objection handling is to overcome the customer’s objections and move forward with the sale. Sales objection handling training will often cover techniques and strategies that salespeople can use to persuade the customer to make a purchase, such as using a trial close or highlighting the value of the product or service.

Overall, sales objection handling training covers a range of topics that are designed to help sales reps effectively respond to customer objections and move forward with the sale. These topics can help salespeople develop the skills and strategies they need to handle objections and close deals more effectively.

11. Are their any sales objection handling games for training?

Interactive training games are an important part of your training course materials.  There are several sales objection handling games that can be used for training purposes. These games are designed to help sales reps practice handling common objections and develop the skills and strategies they need to effectively respond to customer concerns.

Here are a few examples of sales objection handling games that can be used for training:

  1. Role-playing: In this type of game, a sales rep can practice handling objections by role-playing different scenarios. For example, one salesperson can play the role of the customer and raise objections, while the other salesperson plays the role of the salesperson and responds to those objections. This type of game can help salespeople practice different strategies for handling objections and see how those strategies work in a simulated environment.

  2. Case studies: Case studies are real-life scenarios that salespeople can use to practice handling objections. For example, a case study might describe a situation where a customer raises an objection about the price of a product. The salesperson can then analyze the situation and come up with a response to address the customer’s concerns.

  3. Interactive workshops: Interactive workshops are sessions where salespeople can learn and practice handling objections through group activities and discussions. For example, a workshop might include activities where salespeople work in teams to brainstorm responses to common objections, or where they practice role-playing different scenarios.

Overall, sales objection handling games can be an effective way to train salespeople and help them develop the skills and strategies they need to effectively handle objections and move forward with the sale.

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Next Generation Sales Training Providers

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Sales Training Providers - Top Question from Google

What is the best way to train a sales team?

The best way to train a sales team will depend on the specific needs and goals of your organization. However, there are a few key strategies that can help ensure the success of your sales training program.

First, it’s important to identify the specific skills and knowledge that your sales team needs in order to be successful. This will help you create a training program that is tailored to your team’s needs and will focus on the most important areas for improvement.

Once you have identified the skills and knowledge that your team needs, you can begin to develop a training program. This could include a mix of in-person workshops, online courses, and one-on-one coaching. It’s important to create a diverse training program that includes a variety of learning methods, as this will help engage and motivate your team.

Another key strategy for training a sales team is to provide ongoing support and reinforcement. Training should not be a one-time event, but rather an ongoing process. This should include regular check-ins with team members, follow-up training sessions, and ongoing coaching and support.

Overall, the key to successful sales training is to create a customized program that is tailored to your team’s needs and provides ongoing support and reinforcement. With the right training program in place, you can help your sales team develop the skills and knowledge they need to be successful.

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1. How sales training can improve sales performance?

Sales training can improve sales performance in several ways. First, it can help salespeople develop the skills and knowledge they need to be effective at their jobs. This can include sales training topics such as communication, relationship-building, negotiation, sales process, selling skills, and product knowledge. By developing these skills, salespeople can become more confident and effective at selling, which can improve their performance.

Sales training can also help salespeople stay up-to-date on the latest trends and best practices in the sales industry. This can help them use the most effective techniques and approaches to selling, which can improve their performance and help them close more deals.

In addition, sales training can help salespeople improve their time management and organization skills. This can help them stay focused and productive, which can lead to better performance and increased sales.

Overall, sales training can improve sales performance by helping salespeople develop the skills and knowledge they need to be effective, stay up-to-date on industry trends, and improve their time management and organization skills. By providing sales training, you can help your team become more confident and effective at selling, which can improve their performance and contribute to the overall success of your organization.

2. Are sales training courses the best way to train sales professionals?

Sales training courses are one way to train salespeople, but they may not be the best option for every organization. The best way to train salespeople will depend on the specific needs and goals of your organization, as well as the preferences and learning styles of your team members.

Sales training courses can be a good option for organizations that want to provide comprehensive training on a wide range of topics. They can be a particularly effective way to train new salespeople or salespeople who are new to the organization.

However, sales training courses can be time-consuming and costly, and they may not be the best option for organizations with limited time and resources. In addition, some salespeople may find courses to be less engaging and interactive than other types of training.

Overall, sales training courses can be a useful and effective way to train salespeople, but they may not be the best option for every organization. The best approach will depend on your specific needs and goals, as well as the preferences and learning styles of your team members.

Alternative ways to deliver sales training

a) Work-based learning is a type of education and training that takes place in a real-world work environment. It typically involves hands-on learning experiences that are directly related to the learner’s field of study or occupation.

Work-based learning can take many different forms, such as sales meetings, sales campaigns, sales process and on-the-job training. It often involves a combination of classroom instruction with practical experience, with the goal of providing learners with the skills and knowledge they need to be successful in their chosen field.

Work-based learning is often seen as a valuable complement to traditional classroom-based education, as it provides learners with the opportunity to apply what they have learned in a real-world setting and gain practical experience. This can help them develop the skills and knowledge they need to be successful in their careers.

Overall, work-based learning is highly effective as 70% of learning is doing, and work based learning minimises classroom time and maximises practical sales tasks which your sales team would or should be doing anyway. 

b) Sales Benchmarking is a type of training based on the existing best practice within a company.  Many sales training providers advocate specific sales methodology which often means salespeople have to relearn their entire sales approach. 

This may be relevant if the companies sales performance is very poor, however, if the sales team are successful they will waste a lot of time and energy starting from scratch again. Additionally, successful sales professionals are unlikely to be motivated to relearn everything when they are already hitting their sales targets.  

Sales benchmarking is a process in which a company compares the sales effectiveness of their top performers in order to identify areas where the rest of the sales team can improve. This comparison is typically done using a set of company-specific metrics, such as average sales per customer or conversion rate, and can help a company identify strengths and weaknesses in its sales strategy and tactics. 

Once best practice within the company has been established the company can introduce bespoke sales training programs to the rest of the salespeople in order to bring them up to standard of the top performers.  By regularly benchmarking its sales performance, a company can track its progress over time and make adjustments as needed to improve its overall sales performance.

3. The most important sales skills for salespeople.

The most important sales skills for sales reps are the skills that are necessary for them to be successful at their jobs. These skills will vary depending on the specific needs and goals of your organization, but here are a few skills that are commonly considered essential for sales people:

  1. Communication skills: Sales professionals need to be able to communicate effectively with customers, both in person and in writing. This includes being able to listen actively, ask powerful questions, and deliver persuasive presentations.

  2. Relationship-building skills: The sales person needs to be able to build strong relationships with customers and establish trust and credibility. This includes being able to connect with customers on a personal level and understand their needs and concerns.

  3. Negotiation skills: Sales people need to be able to negotiate effectively with customers in order to close deals. This includes being able to handle objections and find common ground in order to reach mutually beneficial agreements.

  4. Product knowledge: Sales professionals  need to have a deep understanding of the products and services they are selling in order to answer customers’ questions and address their concerns.

  5. Time management and organization: Sales reps need to be able to manage their time effectively and stay organized in order to stay productive and meet their goals.

Investing in professional selling skills training and coaching is an essential part of both staff performance, staff retention and improving your sales results. The skills listed above are commonly considered the essentials for success in sales.

Sales Training Providers | Klozers
Sales Training Providers | Klozers

4. How important is sales management training?

Yes, sales management training is important for several reasons. First, it can help sales managers develop the skills and knowledge they need to effectively lead and manage their teams. This can include sales training topics such as leadership, coaching, communication, and managing their sales team’s performance.

Sales management training can also help sales managers understand the latest trends and best practices in the sales industry. This can help them stay up-to-date on the latest techniques and technologies, and ensure that their teams are using the most effective approaches to selling.

In addition, sales management training can help sales managers build their confidence and improve their ability to lead and motivate their teams. This can help them create a positive and supportive work environment, which can improve morale and engagement among their team members.

Overall, sales management training is important because it can help sales managers develop the skills and knowledge they need to be effective leaders, stay up-to-date on industry trends and best practices, and build confidence and motivation among their teams.

5. Customising Content for Sales Teams