At Cors Productivity Solutions,
technology and automation are only part of the solution for increasing
productivity within your sales force. The content that they use and the
processes that they follow are critical elements as well. After all,
automating a poor process only enables your sales force to carry out
that poor process more quickly!
Our sales effectiveness coaching
provides best-in-class process and content development coaching to your
sales force for the purpose of increasing their effectiveness. To
further reinforce and enhance sales effectiveness, Cors Productivity
Solutions can incorporate these approaches into the contact and customer
relationship management solutions that we provide.
Cors Productivity Solutions offers coaching to enhance sales
effectiveness in several key areas:
Key Account Management. Increase revenues by creating a
long-term strategic plan for growing an account, with specific
objectives and an action plan for uncovering new sales opportunities
and achieving long-term goals. Develop account-specific value
propositions. Define blockers, facilitators and champions within an
account, along with action plans for interacting with these contacts.
Assign roles and activities to account team members to facilitate a
coordinated, integrated approach to growing a customer.
Accessing
and Selling to Executive Decision-Makers. Shorten the sales cycle
by accessing executive decision-makers up front. Define value
propositions and action plans to facilitate getting into and
communicating with executive decision-makers. Speak the “language” of
the executive decision-maker.
Competitive Sales Strategies. Utilize Sun Tzu’s
Art of War strategies to out-maneuver competitors and win business
opportunities from them. Develop a strategic plan that is connected to
the customer’s business plan, and identify resources to implement that
strategy. Establish positions for future attacks. Build defensive
positions to protect against attacks from competitors.
Opportunity Selling Strategies. Better qualify potential
sales opportunities to reduce wasted time chasing dead-end leads.
Develop action plans to turn qualified sales opportunities into
revenues. Implement a repeatable, focused sales process that
increases revenues while reducing the cost of sales.
When we implemented a new methodology for approaching and managing
accounts, you created the value proposition content to present to
the key decision-makers in the accounts, as well as designed the
software application that made it easy for us to create and share
account plans. Our efficiency with these new methodologies
was maximized because of the automation tools that complemented
them.
Arthur Miller, Major Account Manager
When we implemented sales methodologies to increase sales
effectiveness, you enhanced these methodologies by creating sales
and marketing content so that our sales people would have the
tools to successfully implement these methodologies. You
[also] automated several of the processes associated with these
methodologies. The result was a 15% increase in sales.
