See on Scoop.it – affaires quebec
LesAffaires.com Emploi : moins de volatilité au Québec, dit VMBL LesAffaires.com Diplômé en journalisme de l’Université du Québec à Montréal, Stéphane Rolland a joint l’équipe de lesaffaires.com en mars 2010.
See on www.lesaffaires.com
A Canadian company has decided to assess the health of its sales culture with the Sales Culture Maturity Index offered by TALENTUUM.
More than 100 employees have completed the online questionnaire. Here is the CEO’s comment following the results presentation: “This is exactly the picture we were looking for all Canadian subsidiaries.”
The SCMI assessment was indeed very revealing for senior management. Among other things, it showed that most respondents felt relatively accountable for contributing, directly or indirectly to business development.
Despite such good news, Senior Management decided they could not settle for a National SCMI result of 2.52 placing the organization in Limited Opportunities Mode. Therefore, they will now use the critical input provided by the Sales Culture Maturity Index to implement concrete and targeted actions within each branch. Because of the SCMI, executives can now focus their efforts on four specific dimensions: Management / Coaching, Sales Process, Learning Process and Communication Process.
A second SCMI assessment is panned in 2014 to assess the progression of the sales culture.
One thing is certain, the company has taken the first steps to bring about a sales culture that will invitemaximise the contribution of all employees to the business development process.
You want to get your own SCMI analysis, contact TALENTUUM at (514) 697-2542 or visit www.talentuum.com/en/SCMI.html.
Here are six truths that very unlikely change in the world of selling
- Listening is still the personal skill a salesperson can ever master.
- Failing to get in front of the real decision maker is a fatal error.
- If you can’t close sales, you’ll never be successful as a salesperson.
- Successful selling requires a significant level of skill in time and self-management.
- Great sales people are simultaneously both competitive and resilient.
- Sales is mostly about presence and persuasion.
Abstract of the book: Perfect Phrases for the Sales Call, William T. Brooks, 2006.
Buy this book at www.talentuum.com/en/shop.html.
Canadian companies are faced with B2B and B2C clients becoming better informed and consequently gaining more control over the sales cycle. Faced with this change in buying behavior, sales professionals must drastically modify their approach and become assertive.
A recent study published by the Sales Executive Council in the United States indicates that business development professionals who get the best sales results today are those who adopt the “Assertive Selling” aproach, also called the Challenger Sale.
First, the “Assertive Sales Reps” TEACH their prospects and customers. That is to say, they dare to identify the needs for them, because the “Assertive Sales Reps” have a deep understanding of their client’s industry key drivers and challenges.
Second, the “Assertive Sales Reps” TAILOR their business proposals according to the respective needs of each decision maker involved in the buying process.
Finally, the “Assertive Sales Reps” CONTROL the entire sales cycle. Not only do they strongly challenge the customer during the first meeting, they also simplify the purchasing process. They know how to create constructive tensions to strengthen their position on the decision making process.
In short, companies that will succeed in the coming years will hire “Assertive Sales Reps” who know how to leverage the business intelligence from their marketing department on issues about the industries their clients and prospects belong to.
If you want to transform the sales culture of your business, to ensure that your sales professionals become “Assertive Sales Reps”, we invite you to contact us at : www.talentuuum.com
Vice President Professional Services
Our new website is a very important source of information for any organization that seeks to transform its culture sale culture, increase their revenue and improve the contribution of all to the business development process.
You will find several new sections including: – Assessment Tools (eg SCMI, MAP, SCA and Prevue)
– Sales training
– Sales training Shop (book & subscription to the IMPACT ELearning platform)
– Client ZONE (reserved for our customers and providing access to exclusive material)
Visit us often to read the latest news !