Salespeople usually get trained by “learning on the job.” Depending on who’s teaching, that may be OK, but it often leads to non-conformity of understanding from one salesperson to another. As salespeople move around, they find that they have little in common with their fellows as far as understanding the fundamental language of the sale.

Without formal academic teaching, the language of sales has developed in a distorted way. Even some of the most commonly used words, such as opportunity, can be understood differently from one salesperson to another. Some are convinced that an opportunity is a lead, an indication that someone may be interested in your product. Others say that the opportunity really doesn’t have any bite until there is concrete evidence that the customer is serious about buying something, such as when a request for a proposal arrives.

If the latter idea is taken to the extreme, opportunities are not recognized until late into the customer’s buying process–this is not a good way to sell against competition who know better.

Our next public workshop for OPM Sales Training is scheduled for Tuesday April 27, 2010 in Toronto.

The OPM public workshop is a 1-day course based on SalesWays’ patented sales methodology, Opportunity Portfolio Management (OPM). Also taught at the University of Connecticut School of Business, OPM sales methodology focuses on the sales cycle and sales strategy. It will help you:

• increase the number of sales opportunities that you have
• create more time to work on each opportunity
• increase your effectiveness in selling against the competition
• produce more accurate sales forecasts
• become more aware of what needs to be done now to ensure success in the future
• use your time more effectively
• avoid wasting effort on low value opportunities; concentrate on the ones you can win
• and more…

Even the practiced sales veteran will benefit from the new perspective that OPM offers. Give yourself the tools and awareness to excel in sales!

Learn more or Register

Upcoming OPM public workshop Feb 11

Sales Training:

You’ve probably been to many sales training workshops and sales seminars that present methods for winning sales. Sales tactics, different ways to approach a potential customer, and the kinds of questions you should ask are all important aspects of your personal development as a sales professional. You can never sharpen your skills too much when it comes to keeping your edge as a salesperson. It’s all about winning more sales!

Winning more sales overall:

It’s important to have the skills and experience to be able to win an individual sale, but have you considered your whole portfolio of sales opportunities? After all, the bottom line is the sum of all deals, so how can you grow your bottom line without getting too distracted by any one deal? Using a good CRM tool is essential, but that won’t necessarily help you decide how to manage your time most effectively.

How do you know which of your opportunities deserves your attention today?

Which of your many potential deals do you focus on first? The one that is easiest to close? The one that represents the most revenue? The one that you are most comfortable in selling?

Should you work primarily on new leads or business for existing customers? Should you spend your time fighting against your biggest competitors, or go after the low hanging fruit? How do you maximize your overall performance as a salesperson?

This is where OPM (Opportunity Portfolio Management) comes in: to help you build a framework for understanding your overall sales opportunity portfolio and prioritize your efforts to get the most out of it. It’s all about winning more sales overall!

There are still a few spots remaining for our next OPM Public Workshop next week, Thursday February 11, 2010, in Toronto.

Click here to learn more about OPM Sales Training

Click here to register for OPM Sales Methodology Public Workshop