Sales Engineering

The Sales Challenge

Sales team management and sustainable growth is a challenge for all companies. Reality Sales Training helps clients with many (but not limited to) of the following challenges:

  • Dissatisfaction with the results from current sales group
  • Satisfied with sales team; but would like to improve performance
  • On the brink of internal combustion or melt down with sales teams
  • Being held hostage by top performers
  • Lack of training
  • Slow ramp-up time for new hires
  • High turnover
  • Sales incentives don’t drive company marketing goals
  • Sales incentives don’t support company culture
  • Sales teams are at odds with other critical departments such as marketing and production. These conflicts affect customer service, internal company harmony and ultimately, profitability

The Solution: Sales Engineering
Sales Engineering is a comprehensive sales solution including hiring, training, evaluation, and retention. We partner with you to create a sales culture that is profitable, manageable and sustainable.

The Plan

Develop a clear company sales culture. It is critical to have a company sales culture within the overall company culture. This culture sustains positive sales momentum and builds loyalty with top performers.

Create a plan for ongoing sustainable sales growth. Developing a sales plan helps companies be proactive rather than reactive to changes in the market. Sales Engineering will help you consistently develop top performers that are loyal and team players, and that are able to adapt to changing conditions.

Build a productive sales team. Productive sales teams are in touch with the company’s goals as well as the needs of the company’s customers. Alignment with these values creates long term sustainable sales growth, and energizes those involved. Sales people are more productive, and your clients will stay around for the long run.

Sales Engineering

Sales Engineering includes 25 action steps and six phases that make up the overall sales culture.

I. Define Company Sales Structure and Culture

1. How do we sell?

2. Who is our ideal candidate?

3. What do we expect of our sales representatives?

4. What do we expect of our sales leaders? Managers?

5. How do we build our team?

6. Does our incentive package match our marketing or overall company goal?

II. Evaluate and Train Current Sales Team

7. What do our current salespeople need?

8. What do our sales leaders/managers need?

9. Design and deliver training

10. Evaluate sales force for profitability

III. Hire new candidates

11. Define ideal candidate

12. Do we have a place/market for new candidates?

13. Write, place ads

14. Manage ad process

15. Interview, screen and recommend new candidates

IV. Train new candidates

16. Design and deliver training

17. Evaluate progress

V. Evaluate current customer base

18. Where is the profit?

19. Who is our ideal customer? What is our target market?

20. Who are we spending our time with?

21. Which customers are not profitable?

22. How do we feel about incremental business? Volume?

VI. Identify new markets and revenue streams

23. How can we sell more to those we are already selling?

24. How can we sell more in markets we are already selling?

25. Find new markets for existing product lines through market research.

Changing and improving sales teams can seem daunting. Reality Sales Training helps clients create positive and profitable change in sales environments. We will lead your company through a process that will give you the kind of sales team and sales results you want.