SaleSavvy
Making sales is a complex process involving many competencies and skills. Great sales organizations hire for those sales competencies, train and develop them, and coach them on an ongoing basis. Many sales organizations also spend significant resources in developing processes and technologies to support the sales process. All in an effort to improve sales, maintain customers, and improve profits.
However, many organizations also ignore what is probably the most important aspect of the sales process – the actual sales call. Whether the sales call(s) are conducted on a face-to-face basis or over the phone, that interaction is arguably the critical component of closing business. And, unfortunately, the sales call is often ignored. Too frequently, the importance of effective sales call behaviors is missed.
Managers are too busy putting out fires to observe sales calls or, if they go on calls, the call becomes a joint sales effort. Not a coaching experience. Likewise, organizations often ignore the criticality of the sales call by focusing on outcome measures – sales revenue, activity, or call reports.
In short, the sales call is the most critical part of the sales process and its importance is neglected. Through our unique SaleSavvy process, ARCH Performance provides a focus on improving sales call effectiveness by:
However, many organizations also ignore what is probably the most important aspect of the sales process – the actual sales call. Whether the sales call(s) are conducted on a face-to-face basis or over the phone, that interaction is arguably the critical component of closing business. And, unfortunately, the sales call is often ignored. Too frequently, the importance of effective sales call behaviors is missed.
Managers are too busy putting out fires to observe sales calls or, if they go on calls, the call becomes a joint sales effort. Not a coaching experience. Likewise, organizations often ignore the criticality of the sales call by focusing on outcome measures – sales revenue, activity, or call reports.
In short, the sales call is the most critical part of the sales process and its importance is neglected. Through our unique SaleSavvy process, ARCH Performance provides a focus on improving sales call effectiveness by:
- Assisting you in identifying the sales call behaviors that are crucial to success in the sales call. Whether it's building on existing sales training material or identifying how your star performers sell, ARCH can help you in identifying the critical sales call behaviors. **
- Based on the identified sales call behaviors ARCH can then provide an objective, third party evaluation of the use of those behaviors through an observation, coaching and feedback process that results in individual feedback and improvement, and an assessment of your overall sales team.
- ARCH can also develop your sales managers and others to use the observation and coaching process in the sales call situation through our customized sales coaching process.
** ARCHPerformance is not a sales training company. However, in certain situations, we will develop short training programs on your critical sales call behaviors. If you are interested in a complete sales training program or process, we can make recommendations based on our experience, but we do not act as an agent for any sales training company.
For more information on SaleSavvy, please see our SaleSavvy brochure or send an inquiry from our Contact page.
