How To Create Winning Sales Plans For 2010 - Week 7 - So, Where Do We Start?.wmv

Do you want to invest in your employees but you're not sure where to start? Ask yourself, "What is it that my sales force really needs?" The place to start is with a "Needs Analysis." Here are a couple of important things to keep in mind. Know what your value proposition is. You have to know what you have to offer and why you are selling it and not giving it away. Also, you have to build Level 5 and Level 6 relationships so that your salespeople are considered trusted advisers to your customers. One of the best ways to do this is to ask some of your top performers. Put together a survey of what kind of skill sets they have that allows them to compete in the marketplace.

Category:

Science & Technology

Tags:

• sales
• compensation
• incentive
• SPM
• ICM