As we embrace the information age, there are more gadgets available to the average sales person, than there were weapons for old age warriors. So does this add a credible advantage to the guy or gal on the road? Early sales reps had their wares and their wits, with which to earn a living, however as technology advances, does all of the constant flow of information actually make today’s well trained professionals any more adept than their medieval counterparts?

This article will give you a lot of food for thought, as to how you can make the most of technology to grow your sales. When these tools lead to shorter hours and higher commission, then mobile technology will have been used as intended.

Was CRM really about customers?

In the 90’s Customer Relationship Management (CRM) was the saviour of the world. With this great tool, customers would be treated the same when they interacted with a company regardless of the channel they used. I could look at a the latest bells and whistles microwave on the web, see it was in stock and go down to my local bricks and mortar version of the same shop and pick one up. I mean it was in stock according to the web wasn’t it?

Joe behind the counter would tell me knowingly, that actually that microwave, was not actually on the market yet, and the marketing guys had just got ahead of them selves. All of this as I spied the Joneses from next door walking out with one under the arm! What was more, I actually did not have any money in my account, because jean at the bank had cross sold me the latest critical illness cover, to ensure I could still get paid, even if the intended microwave I wanted to buy blew up in my face!

Some hard hitting sales questions you need to ask yourself if you’re in sales.

Here are some hard hitting, soul searching questions to ask yourself if you’re in sales. Either as a sales manager or sales person.

You can add to it by asking would you do next year what you did this last year? Will you be happy with that?

Would you hire your current sales team? Are they good enough?

Would you hire your next start based on what your last one did? Was that a success?

Will you look for business in the same places next year as you did this year? Did you write enough business?

Will you train yourself for more sales next year or just do the same things as last year? - not clever. Do you have an outstanding sales training source?

If these questions are too hard or if you cannot answer them easily then you really need to have a sales and marketing health check.

Tune up your sales skills and watch your earning skyrocket… not to do that is a mortal sin in my eyes.

You must also make sure that anyone you entrust your sales training to has been in the trenches for a number of years, has the results to prove it and is training using current effective selling methods and not just re-hashing old sales methods that don’t belong in the marketplace anymore.

The Sales Team Assessment is almost an unheard of event for most companies. Primarily because most consulting firms don’t do it. They may provide some form of critique of the sales teams’ effectiveness while reviewing the companies overall operations, but a real Sales Team Assessment is rare.

A Sales Team Assessment can be of two varieties. The first is to get a broad overview of the workings of your sales team in light of the objectives and resources of the company. This also includes an analysis of the skill bases required and their level of achievement in the field.

The second type of assessment is for a specific reason or goal. For example, you may be introducing a new product line and want to assure that your sales team is ready to hit the ground running.

You may be entering a new market and want to get your field force "fine tuned" for the event. If you have a semi-mature product or sales force, it may have been years since some of your sales team have done any prospecting. You may have many senior level sales professionals whose prospecting skills have atrophied! No one’s fault, just a fact. With the need for opening new markets and gaining new customers, this could become a real problem.

Or maybe it is just about time someone other than you looked at your sales team’s operations.

By having this assessment conducted by an outside firm you can get an impartial and independent view of how your objectives are being understood and what, if anything, needs to be done in order to assure goal achievement. You also get the benefits of a different perspective.

Sales training has been a part of business for many years. Business owners have their own method of training that has been effective in the past.

However, in today’s fast paced business world, it is highly competitive and each business is looking for an advantage over their competitors.

Meeting the needs of current clients is very important, however establishing relationships with new clients is equally important. This may seem like a simple thing, however it can be very difficult to accomplish.

This is where sales training can be very useful. Sales training is a resource that many companies have used to train their sales force to become more productive with both established clients and obtaining new clients.

Many big corporations use sales training; however small to midsize companies have also found the services to be very cost effective and have seen an increase in their sales.

In today’s competitive business world, salespeople need an advantage over their competitors. Communication is one of the key factors of being a successful sales person;

Sales training can assist your sales force in communicating with all types of clients to help meet their needs whatever they may be. Whether it is consumers or executives, Sales training can teach your sales force how to communicate with each one on his or her own level.

Sales training can assist your sales force on so many different levels of sales. It is not just about getting clients or taking orders, there is daily follow up care, customer satisfaction, attitude, and many other aspects to sales. Even the tone in your voice can either seal a deal or break it. Sales training can assist your sales force on so many different levels of service.

The Holidays are a great reason to call ALL of your previous customers and hostesses to offer a show, schedule a private appointment and gather referrals.

Here are just a few tips to help you get on that phone.

· Put yourself in a positive frame of mind before you make the call so you can transfer your enthusiasm to the person you are calling.

· Set your intention for the call. What do you want to have happen? How about reminding them you are there to help them with their holiday shopping? Help them to shop by suggesting companion items that will compliment what they have already ordered.

· Make first impressions count. The first fifteen seconds sets the tone for your entire call. Your most effective introduction is one given with professionalism and warmth.

· Respect their time. “Is this a good time for you?” will show respect for your customer. Don’t assume your customer is available when you call. Respect their time and privacy, and they will remember your sincerity.

· Build rapport. Everyone wants to feel special, so build rapport with a compliment or gesture of friendship.

· Go for the gold! You made the call – now make the most of the opportunity by offering to…

1) Save money by shopping for the holidays with their hostess credit and/or discounts.

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