The 7 Customer Rules for a
World-Class Sales Force
Most sales force development efforts focus on the skills of the seller, but focusing on the customer unfortunately misses the bigger picture. 21st century business-to-business buyers have fundamental needs that they say are not being satisfied by most salespeople. In this workshop, we share the resounding demands of over 80,000 customers, as well as the real-world feedback from your own customers. We then examine your company's training, development, and coaching strategies to identify systemic ways to improve your customers' buying experiences.
Who Should Attend
- Sales Leadership
(CSO, VPs, Regional/District Managers) - Sales Operations
What You Will Learn
- The 3 foundational rules for professional sales competence
- The 4 advanced rules that lead to sales excellence
- How your salespeople compare to your competitors' across these 7 key dimensions
(Prior to this session, we will interview a selection of your customers and benchmark your sales force's relatives performance at meeting these 7 needs)
What You Will Do
- Examine your own customers' rating of your sales force's capability to satisfy their needs
- Discuss what management decisions could be driving these customer experiences
- Consider what structural changes could be made in your strategies, processes, skills, tools, or metrics to bolster your strengths and eliminate your weaknesses
- Create an action plan for implementing any needed changes
This session includes a
follow-up conversation between each participant and facilitator to
discuss progress against the action plan and make changes where
necessary.
Research Base: HR Chally World Class Sales Excellence Research
(learn more)
Duration: 1 Day
Location: Site of your choice
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