Why Great Sales Skills Ain't Enough
By Stuart Ayling
Selling is an essential skill in business. But even the most highly skilled salesperson is not guaranteed to get fantastic sales results.
That’s because there is more to being successful in sales than just having great sales skills.
Your recipe for sales success has three critical ingredients.
#1 Sales Skills
I teach relationship-based sales skills to people from a wide variety of industries. And I’ve seen training delegates pick up new skills and realise they actually can sell. It’s not as difficult as they first thought. They leave the training workshops confident, re-energised, and ready to use what they have learned.
Having the skills is one ingredient.
However, sometimes the company they work for is missing the other two essential ingredients for success.
What are these other ‘secret’ ingredients?
They’re not often talked about. That’s because many people don’t understand them. And they usually mean more work has to be done.
So it’s tempting to gloss over these ingredients and just hope for the best.
#2 Your Sales Process
Ingredient number two is to understand the Sales Process for your company. Your Sales Process is the series of specific steps you go through to achieve a successful sales outcome. This can vary from business to businesses, even within the same industry.
To develop your Sales Process you need to look at the crossover point from your marketing activities to your selling activities. There is a big difference between marketing and selling, and you must know where one stops and the other starts.
#3 Your Business Development Plan
Ingredient number three is to have a proactive Business Development Plan. This plan will guide the sales strategies you choose to build the sales territory, or the overall business.
For some companies the business development plan will be quite detailed. It will need to manage multiple communication channels across various personnel within the client organisation. In other companies the business development plan may be based more on geographical factors, requiring the sales person to expand their territory, or to achieve greater market share.
You see, having great sales skills is only part of the recipe. To be truly successful in building sales for your business you need to understand how to manage each sale (using a specific sales process), and also have a forward-looking business development plan (to prioritise your sales activities).
If you are managing a sales team, or running your own business, the recipe wont change. You need all 3 ingredients to be successful.
Why Great Sales Skills Ain't Enough - To learn more about this author, visit Stuart Ayling's Website.
Like this article? Share it with your friends
 |
Related Articles |
|
Why Great Sales Skills Ain't Enough
|
| |
Selling is an essential skill in business. But even the most highly skilled salesperson is not guaranteed to get fantastic sales results.
That’s because there is more to being successful in sales than just having...
|
Improve Your Sales Training By Changing Fuel
|
| |
Is your sales training where you want it to be? Maybe it is time to change fuel?
|
The Secret Weapon for Sales Coaching ©
|
| |
Sales managers and sales coaches are missing out on a great potential. When it comes to increasing the top line, sales skills training is not the magic bullet, it is Prospecting. This is the skill that has to prec...
|
Successful Sales Techniques
|
| |
Sales technique can be improved on almost anyone.
A successful selling technique is based upon three factors: winning attitudes, essential sales skills and the “people skills” upon which the sales skills are bui...
|
Driving to Sales Greatness
|
| |
Get on the road to success and learn in the fast lane
Do you love to drive to your appointment listening to your favourite songs, singing at the top of your voice, sounding fantastic, feeling cool, giving people th...
|
 |
Related Businesses - Evan Elite Authors |
|
Leanne Hoagland Smith
Are you or your business where you want to be? Are you facing constant struggles in business or life in general? Would you like to "unlock" those obstacles keeping you from greater business or personal success? As your results partner, we can work together to unlock those desired results by achieving tomorrow's solutions today. Let’s use your strengths for real change through proven and affordable solutions where the real problems are identified. Are you seeking loyal customers, great attitudes, increased sales, improved profitability or just some sleep filled nights? Then we should talk because my clients have experienced exactly those types of results. Learn more about customer loyalty at http://www.processspec ialist.com/customer-loyalty.htm Give me a call 219.759.5601 for a free strategy session. I look forward to speaking with you. P.S. If you are seeking a motivational speaker, sales trainer or small business expert that will leave your audience smiling and remembering, please feel free to contact me at 219.759.5601. - Visit Leanne Hoagland Smith's Website |
The Evan Elite Authors program is currently in beta phase. For details please contact us.
|
|
|
Stuart Ayling
(Visit Stuart's Website)
Stuart Ayling runs Marketing Nous, an
Australasian marketing consultancy that
specialises in marketing for service
businesses. He helps clients to improve
their marketing tactics, attract more
clients, and increase revenue. For
additional marketing resources, including
Stuart's popular monthly newsletter, visit
his web site at www.marke
tingnous.com.au
|
|
|
|