Tweet

The SMART Steps to Increase Sales

Guest post by: Frank O`Toole

Article Overview: Frank O’Toole from www.premiertrainingcourses.co.uk is an expert with real life, practical experience of empowering and developing sales personnel. Through hard work and determination Frank has established his name and his company. To learn more about the training courses that are provided by www.premiertrainingcourses.co.uk then please contact us.

The SMART Steps to Increase Sales

Like so many things we learn on all types of training courses to improve our skills, sales is no different. The answer to the old age question of 'are salespeople born or taught' in my opinion is obvious. Definitely sales people can be taught.

Day in and day out the skills of sales are taught successfully to thousands of delegates on sales training courses throughout the country. I would not dispute in any way that certain people have a natural ability to communicate with other people and influence them in their decision making, and we would then assume they would make good salespeople. However that is not necessarily correct all the time, neither is it correct that these people whom we believe are excellent communicators do not need to attend sales training courses.

To be effective in sales there s a process that you must adhere to, on sales training courses this is often referred to as 'the sales cycle'

The first step of the cycle is to have clearly defined goals of what you are trying to achieve and why you are trying to achieve it. As the old saying goes 'If you don't know where you are trying to get to, it matters not what road you take'

It is often said that goals should be SMART, the word SMART stands for Specific, Measurable, Achievable, Realistic, Time framed.

The clearer you can define the goal the easier it will be for you to achieve. As a salesperson, not only should you be setting goals for the number of sales you need, but you should be also thinking of the number of prospects, enquiries meetings etc that will create the sale.

As a manager, in order to improve your team's performance in sales you should also be using the SMART acronym to look at you or your teams needs in sales training. Sales training courses can help you establish the areas needed for improvement-maybe members of your team need help in building rapport, possibly it could be questioning and listening, some people fall down with their sales closing skills by not asking for the order whilst others find it difficult to overcome objections.

Whatever the specific need you have for sales training you should still use the Acronym SMART for each specific area of sales for your teams own self improvement. For example if closing is a problem set goals using the SMART principle to overcome the difficulty you are having.

Whatever specific problems you or your sales team are encountering in producing the level of sales you need, the first step to the sales process is the SMART step---you must know what you are trying to achieve, and with good sales training courses you can achieve it.

Related Articles
  SMART Business Goals
  What Do You Need to Do To Move Your Sales Team To That Next Level?
  Most successful people set goals. How about you?
  Establishing Your Sales Objectives
  It Takes More Than A Resolution to Achieve Your Dreams In the New Year
  "Lazy Sales Professional" - An Oxymoron
  Win More Sales By Losing Someday Beliefs
  Small Business Owners - What to Do to Increase Sales in 5 Steps
  Part IV: Can LinkedIn Increase Your Sales?
  Get Smart - Offer a Proposal
  Topgrading For Sales — Sales Recruitment and Sales Coaching
  The hard part (one of them)
  How to Win More Sales
  Coaching - The Critical Value of Goal and Reality
  Everything I Know About Business I Learned from Colonel Flagg
  Grow Your Profits By Encouraging Your Customers To Increase Their Spending Each Time They Buy
  How Top Sales Performers Stay Ahead of the Flow to Increase Sales
  Simple Sales - Medical Sales Training
  Marketing to get results!
  Steps to Reach Your Goal!

Article Tags: sales skills, sales training, sales training courses, training curses



Related Forum Posts
Online Sales and Marketing vs Traditional - Hi Evan, I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing
Re: $200,000 in 91 days - You have setup a SMART goal. But, is this realistic. I doubt. Anyway will wait till March to hear from you.
Re: Online Sales and Marketing vs Traditional - [quote="ltrahan":31w9r2iz]Hi Evan, I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing[/quote:31w9r2iz] I second the request...
I could use some help with my Marketing Plan Objective - Hi guys, Well I'm off to the UK be back to work on April 10th. In the meantime, I could use some help. My Marketing Plan Objective is definitely not SMART. It doesn't have anything specific, or measurable, it is achievable, it is realistic and it is timed. You're help will be appreciated. Hope to tallk to you in April and see you in May. Judi
2007 Goals - My yearly goals for December 2007: 1. Add 10-15 new "ideal" clients to our client roster 2. Increase revenues by $500,000 3. Average at least 1 paid speaking engagement per month.


Share this article with your friends. Fund someone's dream.

Leave a comment below or share on the left and you'll help support entrepreneurs in Africa through our partnership with Kiva. Over $50,000 raised and counting - Please keep sharing! Learn more.

Newsletter

Get advice & tips from famous business
owners, new articles by entrepreneur
experts, my latest website updates, &
special sneak peaks at what's to come!

Name:
Email:

Popular Articles

Why Your Own Internet Marketing Website Is A Must

Is the Media to blame for losses in super?

Executive Blind Spots

Suggestions

Email us your ideas on how to make our
website more valuable! Thank you Sharon
from Toronto Salsa Lessons / Classes for
your suggestions to make the newsletter
look like the website and profile younger
entrepreneurs like Jennifer Lopez.