Training for Salespeople on Non-Sales Related Skills

The role of salespeople is not confined to customer engagement, in order for them to function efficiently and effectively they must be prepared and organised. Issues such as self motivation, time management, problem solving and measuring risk etc. all combine to complement the sales skills of the individual to allow them to perform to the best of their ability.

Allocating time and resources to prospecting, as well as other duties such as maintaining your CRM system, product education or competitor analysis are all very important in insuring that salespeople are well prepared before embarking on sales calls.

According to the Universal Sales Skills Audit (USSA), 25 out of 57 skills relate in some way to non-sales related skills, the majority of these can be classified under the following categories:

• Accountability & Responsibility
• Time Management
• Motivation
• Problem Solving
• Evaluation of Risk
• Prioritising Tasks

The most common tasks that are usually left undone include:

• Outbound sales calls are not properly scheduled and typically less time than necessary is spent at this vital activity resulting in insufficient pipeline opportunities
• CRM not being updated so other salespeople are unaware of the customer’s history
• Procrastination can cause customer problems to be put on the long finger, causing an unwanted negative customer experience
• Not taking the time to study features and benefits or to analyse competition places the salesperson in a very vulnerable position when attempting to handle objections

Course Details:

This is a half-day course available as a scheduled public course (see calendar) or delivered privately in-house. It is suitable for all B2B salespeople irrespective of their role.

Associated courses and services:

• Sales Skills Assessment
• Solution Selling training course
• Business Development training course