SALES DEVELOPMENT CENTERS

Sales is changing – news skills are required to succeed.

In an increasingly competitive world, improving your sales performance is a complex business. Organisations are continuously increasing their product and service offerings and clients are becoming more sophisticated.

It’s no longer about simply pushing products and services, but increasingly about selling solutions. Clients have more choice and want to partner with people who will solve their business problems and make them more successful.

Organisations must continuously improve the skills of their sales people, if they are to achieve sales success in this tough environment. Our global research has given us a unique understanding of what makes great sales people in the consultative sales arena.

Our global research has shown that outstanding Sales People are differentiated by their ability to do the following:

• Really understand customer needs
• Provide creative and holistic solutions
• Deal with a plethora of products, services, approaches and options
• Build relationships with multiple stakeholders and decision makers
• Work in teams both internally and externally
• Build confidence and excitement in the offer and brand
• Operate and get things done in a fast moving environment

To meet this challenge GCG have developed a ‘Total Sales Excellence Learning and Development Programme’, which has been seen to increase individual and organisational sales performance by up to 21%.

Research has shown that some people are more motivated to solution selling than others and consequently find it easier to acquire the capabilities necessary for success. Experience tells us that the best way to improve performance is to obtain accurate, reliable information about ourselves and then focus on improving some aspect of what we do in a really practical way. The Total Sales Excellence programme provides organisations with this support.