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Mer Driving Sales Effectiveness 170112
- 1. Introduction to E2M Sales Programme MER The route to an effective sales organisation
- 5. MER – Driving Sales Effectiveness Message Environment Resources Focus on the needs of the customer, not of the features of the solution Make it easy for the customer to buy Encourage sales people to think of the customer not their products Sales people who ask questions and listen to answers Managers who coach their people Teams who focus on customer need not manage their managers
- 6. MER – Driving Sales Effectiveness Message Environment Resources Create messages that are customer centric and focused on understanding customer need by asking questions and really listening Accredit works with Marketing to
- 7. MER – Driving Sales Effectiveness Message Environment Resources Identify and remove any barriers which reduce the effectiveness of the sales organisation Accredit works with Senior Management to
- 9. MER – Driving Sales Effectiveness Message Environment Resources Effective Sales
Editor's Notes
- Even if your sales training is aligned to your target, and delivers the knowledge required to achieve this, the behaviours of your sales teams will affect the outcome. How much knowledge they use, when and where they use it, are often left up to the individual. This can lead to poor performance after even the best quality of sales training. Next slide….