Introduction
The field of sales has experienced some dramatic and far
reaching changes over recent years. Today's sales
professionals, as well as today's buyers, are better educated,
more informed, and have more options than ever before.
These changes have created new, exciting, and challenging
possibilities in every organization. Success requires
innovative ideas and finely developed skills.
Today's business is sales-driven and today's salesperson is a
key link to success in business. One element that distinguishes
profitable companies from non-profitable companies is their
ability to better develop their salespeople. The result is
salespeople who sell because they want to excel, and succeed
because they understand why and how to utilize their knowledge.
Whether you are selling a product or service, whether you
represent a well-known, established company or a new start-up,
one fact remains clear - it is unlikely you will maintain a
competitive advantage unless you discontinue doing things the
way you have always done them.
Success in the world of sales depends on your ability to
reinvent yourself and your processes and apply them for improved
results consistent to your customer's needs.
Sales Development is significantly different from sales
training. In training, knowledge is transferred from one person
to another. Development occurs only when knowledge is
internalized, creating a behavioral change that leads to the
expression of positive, results-oriented skills.
The Sales Development Process offers a comprehensive, concise
process that will help develop a skilled, successful sales
professional. By uniting current sales skills with a
personal development system, a sales professional will uncover a
system that will lead to higher levels of
achievement. |
