Despite that, sales organization that send teams to sales training programs often find that they do little to change the behavior of their reps. This is typically because they rely on individual reps to take what they learn and apply it to selling their company’s solutions when they go back into the field. Unfortunately, even sales rep who want to apply their newly learned skills often revert back to their old selling habit as the "safe thing to do" in the face of short-term pressure to hit their numbers. As a result, reps that are already doing well continue to do well, while those who were struggling continue to struggle.
So, if you want your sales reps to:
- Be viewed by your customers as trusted partners instead of vendors;
- Sell value instead of price; or
- Be comfortable creating strategic VP and C-level relationships rather than settling for lower level transactional relationships
How can Prescott Sale Pilots help?
A Prescott Sales Pilot helps clients create a clear picture of a high-value customer relationship, and then develop and test a custom process for evolving their existing relationships accordingly. At the end of the project you will know that your reps are being trained on a proven process for creating higher value relationships with your best prospects and customers.