subject: Corporate Sales Training Program - Consulting [print this page] Major account selling in the modern day business environment requires significantly more than a easily affordable selling price and a competitive product. Success in these kinds of challenging environments mandates the expertise to recognize a number of decision influencers, determine their individual buying requirements and leverage this material to come up with engaging recommendations. Effective account management can and quite often does mean the difference between winning and losing opportunities worth millions of dollars. How do you know whether or not the men and women on your sales team are prepared to succeed in these challenging environments? You can begin by asking yourself these questions:
Can they clearly define all the men and women in the decision, the positions that they will play, their degree of influence, along with the level to which they prefer you or a different vendor?
Do they thoroughly grasp the danger zones which can keep them from gaining business with this particular account?
Are they qualified to formulate a clear action plan for securing business from these accounts?
Do they forecast major account opportunities plus a high confidence level, and then lose?
Do your workers perfectly know their extremely tough/major account opportunities? Can your men and women define exactly the required steps for you to win these opportunities?
If you don't like how you responded to these questions, it's time for you to equip your team with the process, skills, and tools they require to assist you to successfully compete for extremely tough opportunities. AXIOM's Science of Selling in Complex Environments corporate sales training program provides your individuals with a clear process along with the account management tools needed to win major account sales.
