Sales training – OPM public workshop Feb. 11

Posted in SalesWays News, Training by Dan Wood on the February 4th, 2010

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

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SalesWays OPM Workshop

Posted in SalesWays News, Training by Chris Hamoen on the November 18th, 2009

The attendee feedback is in for the 1 day public SalesWays OPM Workshop held last month at the Skytek facilities in Richmond Hill, Ontario, Canada, and by all accounts the event was a great success.  Everyone involved felt it was a great course to help understand the fundamentals of the selling process, and how sales people need to manage their portfolio of opportunities to maximize the potential of success.  Below is a quote from one of the attendees of the workshop that touches on some of the benefits gained from attending the course.

“We attended the SalesWays Workshop on October 28th.  The course is excellent, and very different from other training courses.  SalesWays OPM has a framework that will help us to standardize sales practices, and ensure that no business opportunity will fall through the cracks!  I would highly recommend this course to anyone looking to improve sales.”

- Gerry Cellucci, Yorkland Controls

Good news – the next session is scheduling for January, in Toronto.  Click here for more information!

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Proclaiming your strategy to the world

Posted in Sales, Training by Keith Thompson on the November 29th, 2005

This post off the Tom Peters site caught my attention (Blue + ? = Green).

Everyday as technology unleashes more possibilities on us mortals, I wonder whether it is all for the good!

On page 246 of sales automation done right I wrote:

“An unexpected consequence of this newfound freedom for the traveling salesperson is that it has a very positive impact on the CRM and SFA initiative. Good CRM practices depend on capturing customer information and providing fast, efficient and customized service in return. If a salesperson comes out of a client meeting and heads into Starbucks for coffee, they can use this chance to log details while it is fresh in their mind. They can also research issues raised at the meeting in their company’s archives, and perhaps get back to the customer with answers via an immediate e-mail. Customers are always impressed by this level of immediate attention.”

I still stick to that, but what if the salesman visits the Starbuck’s washroom and decides to use their new bluetooth enabled phone to call head office. I was taught in my early days in sales that “washrooms have ears; the competition could be in there with you.” Best not to do it, time is not that short. I agree with the posting on the Tom Peters site.

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