Increase Sales productivity – SMARTinSALES



Sales productivity essentially arises from three factors. Through sales management (strategy, sales process, review structures and tools), the sales methodology (how to specifically increase the order probability in every step of your sales process, for example through highly professional buying center analyses) and the excellent personal approach of the sales team (skills for shaping customer relationships, sales talks, solution development). We combine all three factors to create a Unique Buying Experience for your customers.

By developing sales management, sales methodology and personal skills, we work with you to improve important KPIs, such as win rate, no-go decisions, new customer quota or key account penetration.

The way you sell becomes the reason why your customers buy.

Our sales methodology is a framework of procedures and competencies in different phases of the sales process, which create added value in the customer’s decision-making process and an excellent customer relationship. This requires, for example, a common understanding of the decision-making process of the customer and the people involved (buying center). A common language and clear review structures support the implementation into daily work.

Benefit and content:
  • Improvement of win rates through better actions towards customers
  • Clear understanding of the customer journey and the own sales process
  • Building critical success competencies, for example buying center, competitive analysis or building differentiating value propositions
  • Increase in new business and improved penetration of key accounts
  • Earlier and better no-go decisions
  • Enabling team selling
  • Establishment of a common language

Your Sales Excellence program develops your sales process and the actions of your employees into a competitive advantage perceived by the customer. Based on your specific starting position (market, portfolio, process, competencies), solutions are developed that turn your sales organization into an added value for the customer.

Benefit and content:
  • Achievement of sales targets based on the sales strategy
  • Improvement of important sales KPIs, for example win rate or number of no-go decisions
  • Increase in new business and improved penetration of key accounts
  • Establishment of outstanding customer relationships
  • Outstanding customer communication
  • Not just a single training activity, but a sales initiative with training, coaching, executive buy-in and a strong implementation focus
  • Ability to sell real value, i.e. added value for the customer and to position complex solutions with the customer
  • Practice and perfect key techniques for effective customer communication and partnership
  • Leverage your company’s values as USP in order to distinguish yourself on the market more effectively and win more sales
  • What is „Value“ and what does it mean for excellent customer-oriented solutions
  • Penetration of the buying center – the important contacts on the customer’s side
  • Partnership with customers – making our customers more successful
  • Solution selling and focus on customers
  • Formulating value propositions for different customers
  • Preparation: Steps to a professional and successful sales meeting
  • Establishing contact, interview techniques, demonstrate benefits
  • Handling of objections, closing techniques
  • Practical training based on real customer situations
  • Identifying new potential customers
  • Interview guidelines for new potential customers to identify business opportunities and develop a contact approach strategy
  • Analysis tools for this approach: Value Chain, Business Model Canvas, Value Proposition Canvas, SWOT
  • Structured interview methods (information, problems, effects, benefits, future questions, “scouting”)
  • Systematic opportunity qualification
  • Excellent first meeting with new customers – “One-Pager” meeting
  • Mutually agreed action plan to involve the new customer in the sales process and synchronize activities
  • You increase your completion rates.
  • You take better and earlier no-go decisions.
  • You structure your sales activities so that customers are actively involved throughout the entire process and that the solution represents a joint effort reached with the customer.
  • You apply the approach to real cases and prepare a specific action plan that can be used immediately after the workshop.
  • Follow-up coaching and so-called pit-stops in order to increase your chances of success.
  • Opportunity roadmap for team selling
  • Analyzing the Buying Center to understand the customer’s decision-making process
  • Qualifying and quantifying customer needs
  • Creating specific value propositions
  • Preparing a business case to motivate investment with a quantified ROI
  • Competitive analysis and success strategies
  • Mutually agreed action plan to synchronize the buying and selling process
  • Comprehensive feedback from customers about their assessment of your company as a supplier (structured interviews)
  • In-depth analysis of the customer’s business with effective tools such as the Business Model Canvas, Value Proposition Canvas, SWOT analysis and value chain (optional)
  • Identification of new opportunities and specific actions for overcoming potential weaknesses in the customer relationship
  • Structured questionnaire to assess key account relationships in comparison with competitors
  • Account roadmap – share of wallet, development map, successes & misses, competitors
  • Analysis + business opportunity identification tools: Business Model Canvas, Value Proposition Canvas, SWOT
  • Internal validation by management team vs. customer validation & regular follow-up
  • Account pit-stops to support implementation of the account development plan
  • You are able to get the right prices.
  • You are able to distinguish yourself as a real partner for customers.
  • You prepare price negotiations strategically.
  • You develop negotiation strategies.
  • You know and take into account the driving forces behind purchasing.
  • You are able to develop and phrase compelling arguments.
  • You are able to handle objections and opposition easily and confidently.
  • You exude inner determination.
  • You are in the driver’s seat.
  • Negotiation: Necessary for success in sales
  • Driver’s seat and mindset: 3 dimensions of determination
  • Systematic preparation: 6 tactics of successful negotiations
  • Pricing – applying situational strategies with buyers and purchasing department
  • Fair/hard methods of negotiating
  • Dealing with attacks and killer statements

Digitizing the sales process is a core strategic task. The key question here is how social selling can become part of the sales process.

Benefit and content:
  • Safe application of important social selling platforms, for example LinkedIn (search and connect people, build a network, share content, create added value)
  • Building an understanding of how social selling can and should contribute to business success
  • Understanding the digital customer journey
  • Integration into the existing sales process, not just training on one platform (e.g. LinkedIn)
  • Clear approaches to new customer acquisition via social selling
  • Improved retention of existing customers
  • Improved brand awareness in the target market
  • You get a clear idea of a very effective way of selling products and solutions.
  • You learn the most important techniques for collaborative partnerships and effective communication with customers.
  • You refine your tele-sales techniques through practical training.
  • Partnership with customers – making our customers more successful
  • Our approach: Switch from being reactive to more proactive
  • Driver’s seat and self-confidence in dealing with customers
  • Tele-sales and particular aspects
  • Difficult situations with customers
  • Important skills in sales: setting the frame, value proposition, compelling arguments, dealing with objections, saying «no»
  • Practical training
  • Target market
  • You combine team development according to specific sales tasks – thus creating high impact.
  • You intensify sales activities on relevant topics.
  • You enhance your sales techniques and skills.
  • Inside sales and field sales as high performance tandem / team
  • 6 dimensions of top performance
  • Projects for tandems
  • Solution selling as a team
  • Developing customers
  • Initiating new business together
  • Launching campaigns with B and C customers
  • Mutual action plan for each tandem
  • Transfer – follow-up
  • You have the opportunity to discuss your specific case and use the experience of peers and experts to find good solutions.
  • You broaden your experience and competence in dealing with sales situations.
  • You meet colleagues in similar situations and build relationships for mutual coaching.
  • Short recap of relevant sales knowledge
  • In-depth exchange on key topics per case
  • Peer coaching – applying expert knowledge of experienced peers
  • Elaborating solutions for cases
  • Collecting expert knowledge
  • You increase self-awareness on your personal impact and communication patterns.
  • You are better able to assess the communication style of your customer.
  • You can calibrate your communication better, achieving more impact.
  • Self-awareness – personality patterns and my personal bias
  • Personality patterns and their effects on communication with customers
  • Strengths and development areas
  • Resonance principle – enhancing influence through attitude
  • Fine-tuning of one`s behavior to the habits of customers and partners
  • Practical training in sales situations

Executive Coaching is a specific service designed for sales managers who

  • desire to have more impact as a manager,
  • are in a difficult situation with their teams / customers,
  • want to improve work/life-balance and / or
  • want to know more about strengths and development areas.

You receive a highly individualized development program, so you can develop and improve your strengths and focuse on your areas of development.

  • Online assessment LPE + personal development plan
  • Strength and development areas
  • Interaction with business requirements (leveraging strengths and neutralizing weaknesses)
  • Working on personal development areas/ even better use of strengths
  • Individual training sessions
  • You can apply coaching techniques immediately to real business situations with your team.
  • You intensify the learning processes of your employees since they are immediately applicable and immediately generate business.
  • You increase your personal effectiveness as a leader.
  • Overview – the different sales training courses, concept/ range
  • Learning journeys of sales people and key account managers
  • The role as a sales manager in the development of sales skills
  • Practical participant coaching situations / cases
  • Applying coaching techniques
  • Creating a culture of learning and further development

The support and development of current and future top performers represents a significant focal point for your company’s sales development. Development measures have the greatest effect on this target group and are the most beneficial. They directly and sustainably result in an increase in results, thus further strengthening the loyalty of your top performers.

Parameters of success of the sales development programs:
  • Very challenging and supportive training environment
  • Participation in the Excellence Program as a form of “award”
  • Targeted individual development and support
  • Working on specific and current requirements and situations
  • Directly transferrable to practical sales activities
  • Mentoring and cooperative coaching
  • Horizontal networking of top performers
  • Strengthening of the role model and knock-on effect in your company
  • Involvement of management
  • Drawing great attention to the program within the company

You are looking for support on how to increase your sales productivity?

Call our experts or arrange a meeting using the contact form. We are looking forward to your message.