Assess sales behaviours

There have been many studies on what leads to sales success. Twenty years ago, Neil Rackham created SPIN based upon the research that he carried out in Xerox in the UK and USA. It was a very valuable addition to the learning about selling. However, the research failed to explain why, when two sales people who do the same thing in an account, as far as traditional sales analysis goes, they may deliver very different results.

Our partnership with The Working Manager enables us to deliver a Sales Behaviour Diagnostic, enabling Management to assess current sales team behaviour.

With motivation, knowledge, strategic and tactical sales skills in place, our Sales Behaviour Diagnostic assists management in aligning the teams’ behaviours with the behavioural preferences and values of their customers and target accounts.

Note: Once you have entered your account details they will be sent to us for approval upon which you will receive an email containing an activation link. In order to activate your account and enjoy the benefits of being a Sale Mentor community member you must use this link to enable your account. Once you have done so we will send you an email containing instructions on how to access the trial.

Present a credible ROI case

For many years the principal focus for the sales person was in ‘establishing needs’. While this activity continues to be important today, qualified discovery is now merely a’ ticket to enter’ the bid process. Buyers today must deliver a credible case, in terms of business value, the cost/benefit case and a realistic judgment on how probable these rewards will be.

Rightly, procurement professionals expect vendor support to develop the business case and investment payoff. If our teams are unable to assist, how credible are the claimed benefits?

Shark Finesse identifies and values each benefit with the prospect. The tool then automatically generates a Discounted Cash Flow analysis, IRR (Internal Rate of Return), NPV (Net Present Value) and Payback.

The use of a sales aid such as Shark Finesse does not negate the need for the Sales professional to carry out needs discovery, but helps form the foundation of business impact questioning .

Note: Once you have entered your account details they will be sent to us for approval upon which you will receive an email containing an activation link. In order to activate your account and enjoy the benefits of being a Sale Mentor community member you must use this link to enable your account. Once you have done so we will send you an email containing instructions on how to access the trial.

For more information, please contact our Reading office on: 0118 965 7760 or by mail: requires javascript or via the contact form.