Five Game Changer Tips in Sales Training

Vincent James Giovinazzo has objective to look into the faculties, which needs to be activated in a salesperson to make them sales professional sales training.

1. Understand the laws of sales probability

a) The more no of sales calls made in the right T.G.(Target Group) will result in more no sales.

b) The more no of quality sales calls made in the right T.G. will result in more value of sales.

c) The more no of "happy customers" one has, the more will be the "reference leads" that one gets for converting into more new customers.

d) The more no of sales closings, more is the chance of attempting to cross sell. (8% growth in sales comes from cross selling)

e) The more no of visits to the customer after selling, more is the chance of monetizing the LTV (Life Time Value) of the customer.

f) For every complaint that reaches your ears, there is a probability that 100 others have similar complaint with you or your product or service.

2. Sales Planning by James Giovinazzo

a) Understand the concept of Beats, Routes and Journey Cycles in Sales. You have to "carpet bomb" the geography assigned to you. Every possible TG must get an opportunity to listen to your sales story. Terminologies change in Digital selling but the concept remains the same.

b) To sell more to existing customers in your market, you should know who they are and what has been their buying history.

c) To acquire new customers, apart from the touch points serviced by the salesperson directly, there must be auxiliary sources of creating touch points every day. E.g. Email, SMS, What’s app, Tele-calling, Social Media, Ecommerce, CRM leads, Complaint desk Mgt.

d) Incoming enquiries and footfalls generated out of everyday "new contacts" made in the market by the salesperson must be serviced with care in absence of the salesperson.

e) The front office and back office of the sales team should support the "hands" and "legs" of the body like "ears" and "eyes".

f) Lost Case Analysis is sacred. No customer is ever lost if you don't wish to lose them and have the back end support to track them tills their death.

g) Track CRM tools like Regency, Frequency, Monetary value, Lapsation, Stickiness, Basket Migration, Average Basket Value and Average Basket Size.

3. Sales Management Information Systems

a) Dashboards and their management

a. MNOC/day (Min no of calls per day)

b. MTBC (Mean Time between Two calls)

c. Cost per sales call

d. Cost per new customer acquisition

e. Average Time spent with customers during sales calls

f. Customer Attrition

g. Customer Churn

h. Customer loyalty

i. Customer Satisfaction

j. Reference Selling

k. Cross Selling

l. Up selling

b) Funnels and their management

a. Lead to Contact ratio

b. Contact to Proposal ratio

c. Proposal to Close ratio

c) System triggered information for decision making

a. Life Time Value of Customer

b. Due dates of follow ups

c. Map references to referees

d. Cross selling bands

e. Basket migration phenomenon

f. Lapsation periods

g. Stickiness phenomenon

4. Understand the role and responsibility in Sales

a. Role of a Referee (Not a player)

b. Responsibility to make "Profitable" sales

5. The Power of Sales Karmas

a) If you wish and do well for the customer, they will reciprocate.

b) Sell "right product" to the "right person". There are enough "right persons" in the market to fulfil your targets.

c) Accept mistakes in front of customers, if any. They know that you are a human being.

d) Saying one "No" to the customer at the right time saves you from saying "No" 10 times in future to the same customer.

e) "Bad customers" are there in the market. This should not make you a "Bad salesperson". The latter outnumber the former by 7 times.

f) Give priority to meet a complaining customer over a potential new customer.