Ask any CFO what their first impression is when they hear the words Sales Training and they might communicate back their Real world vocabulary of un-accountable and un-measurable. Simply put, they know theyre wasting at least half their sales training budget dollars; the problem is they dont know which half.
And from a sales management perspective, if you dont use your training budget, youll lose it.
One effective way for a sales executive to approach the fiscal level of their organization is with an offer a fiscal person cant refuse. Not the Godfather type of offer, but a business offer tied to a measurable revenue outcome and accountable to the overall profit objective of the organization.
Doing so effectively can take the budget constraints out of the equation.
If youre in sales, you already understand how to speak to a potential customer in line with their personality type, business needs and personal wants. But many of us dont know how to effectively sell internally to our own organization. Lets take a look at a diagnostic way to go about it.
Step 1: Diagnose your current sales Key Performance Indicators (KPIs)
Sales executives...
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