mer driving sales effectiveness 170112
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Latest description of Accredit\'s approach to driving sales effectiveness in organisationsTRANSCRIPT
Copyright Accredit Limited. All rights reserved. Introduction to E2M Sales Programme
MERThe route to an effective
sales organisation
MERThe route to an effective
sales organisation
Copyright Accredit Limited. All rights reserved.
MER – Driving Sales EffectivenessMER – Driving Sales Effectiveness
Successful organisations manage costs and drive revenues
• Sales people have to be more effective, selling more with the same resources
• Recognise that the customer makes the decision to buy – sales person facilitates the buying process
• Appropriate propositions to sell – support the strategy
Copyright Accredit Limited. All rights reserved.
MER – Driving Sales EffectivenessMER – Driving Sales Effectiveness
Selling is a
conversation between 2 people
(organisations)
• Uncover issues that people are prepared to invest money in to solve
• Confirm that you have a potential solution
• Convince the customer that your solution is best
• Agree what needs to happen for them to buy
Copyright Accredit Limited. All rights reserved.
MER – Driving Sales EffectivenessMER – Driving Sales Effectiveness
Customers pay to have someone solve their problem
• Clients do not care about your sales methodology. They care about their issues being addressed
• Sales methodologies should not complicate selling. They help manage the sales process
• Effective sales people require
• Managers who coach
• Processes that work and
• Messages that add value
Copyright Accredit Limited. All rights reserved.
MER – Driving Sales EffectivenessMER – Driving Sales Effectiveness
Message EnvironmentResources
Focus on the needs of the customer, not of the features of the solution
Focus on the needs of the customer, not of the features of the solution
Make it easy for the customer to buy
Make it easy for the customer to buy
Encourage sales people to think of the customer
not their products
Encourage sales people to think of the customer
not their products
Sales people who ask questions and listen to answers
Sales people who ask questions and listen to answers
Managers who coach their peopleManagers who coach their people
Teams who focus on customer need not manage their managers
Teams who focus on customer need not manage their managers
Copyright Accredit Limited. All rights reserved.
Message
EnvironmentResources
MER – Driving Sales EffectivenessMER – Driving Sales Effectiveness
Create messages that are customer centric and focused on understanding customer need by asking questions
and really listening
Accredit works with Marketing to
Copyright Accredit Limited. All rights reserved.
Message
EnvironmentResources
MER – Driving Sales EffectivenessMER – Driving Sales Effectiveness
Identify and remove any barriers which reduce the effectiveness of the sales
organisation
Accredit works with Senior Management
to
Copyright Accredit Limited. All rights reserved.
MER – Driving Sales EffectivenessMER – Driving Sales Effectiveness
Message
EnvironmentResources
• Train sales people to have regular and effective conversations with their customers
• Support managers to regularly coach their teams
• Objectively assess sales people and managers in execution of their role
Accredit works to
Copyright Accredit Limited. All rights reserved.
MER – Driving Sales EffectivenessMER – Driving Sales Effectiveness
Message
EnvironmentResources
Effective Sales