Knowledge CenterSales Maximization Programs


Sales Maximization Programmes

An Organization’s growth is more than just revenue maximization or achieving a sales figure. The predominant factor is to provide differentiated and consistent customer experience across sales, marketing and services. To take advantage of all channels and routes to market while addressing customer expectations, it is not feasible to operate with a static sales models that hinder effective response. The customer expectations are consistently evolving and are better informed about the buying decisions while the purchase experience is more dynamic. The sales organizations need to understand customer insights that differentiate the buying process while providing consistent customer experience across channels. Sales and marketing integration have been an ongoing topic of constant conversation; however, sales and service must be better integrated and should be the focus of the sales leaders. The Lack of alignment between sales and service contributes to an inconsistent customer experience, which can increase churn and negatively influence brand.  

The high performing sales organizations usually discover an efficient balance between selling effectively and structured methods and methodologies. When it comes to structured methodologies the thought is to engage in activities that lead to sales outcomes and to close deals quickly.  When it comes to sales force productivity then it becomes imperative to remove as many obstacles that prevent sales professionals from selling.  The attempt needs to be channelized to keep the sales force motivated, and make them strong minded to surpass the sales target. The thought is to ensure that the sales force is not induced into administrative and clerical activities that reduces the time to interface with customers and prospects. Improving the relationship between the seller and the buyer must be strong and endurable and hence the sales organization has to determine the amount of time and resources that the organization invest in a relationship. As a philosophy, customer retention can be better achieved through focussing on establishing relationship and maintaining them profitable. Long term relationships only arise when the companies are able to customize its behaviors continuously towards each and every customer.

Customer Relationship Management (CRM)

In order to get the most from Customer Relationship Management company must have clear set of CRM objectives and goals. Customer relationship management is about creating the engagement and relationships with the external parties and end consumers. It means an explicit desire and ability of the institution to customize its behaviors towards every customer. CRM leads to customer’s satisfaction and loyalty, while the negative effects appear when the execution of such strategy is deficient resulting in the customer's dissatisfaction and disloyalty.

Key Account Management (KAM)

Key account management (KAM) has become one of the fundamental changes in how business-to-business companies manage their most strategic relationships. For many companies to achieve significant growth, it’s critical to win, manage, and expand major accounts. key accounts have to be managed carefully in order to keep and develop these important relationships. The term “partnership” implies that both sides have made certain commitments and have been prepared to invest in building that relationship for their longer-term mutual benefit. At TMTR, Strategic Account Management, your team will gain the skills and knowledge needed to help your strategic account management initiative achieve the greatest possible success.

Sales skill training

 Skills training emphasizes practice, using exercises like role playing, coaching sessions, and supportive feedback, managing customers, negotiations to sharpen ability to execute the skill when it is needed under high-stress conditions. Skills training works best when it is customized for an organization and reflects the situations that the organization’s salespeople encounter in their actual jobs.

Benefits:

  • 1. Improved customer satisfaction, efficiency of Your Business and expand customer Base
  • 2. Defining key account management versus strategic account management
  • 3. Build strategies for strategic account management, including penetrating, expanding, and protecting strategic accounts
  • 4. Customized selling skills programs

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