So You Think You Can Sell?

Explaining why it’s a profession of great reward and thick

skin.

Define: Sales

1. The exchange of a commodity for money; the action

of selling something.

2. A quantity or

amount sold.

Some Interesting Numbers UK sales industry is estimated that about 1 in 6 employees are employed either directly or indirectly in sales. Basic salaries in sales have increased sharply in the last 5 years.

In a sales survey of close to 1,000 sales professionals some 62% felt that sales was the most influential division of their business.

13,715,050 people are in sales and sales-related occupations Nearly 12.3% of all the jobs in the U.S. are full time sales positions.

In many companies, 20% of the sales force delivers 80% of the revenue.

Performers & Laggards

$$

££

X

Top sales producers outperform average

producers by 2:1, and low producers by

10:1.

Replacing your bottom 20% of

salespeople with only average performers

would improve sales productivity by

nearly 20%.

This is why you need to think outside the box…

Average VS Exceptional

The average salesperson will talk 80% and listen just the 20%, which is horrible and really needs to be detoxed out of the system. During the standard sales presentation the exceptional salesperson will listen 65% of the time and talk 35%.

Challenges

Failure: 64% of salespeople who fail, do so because they are in the wrong job, not because they cannot sell. 55% of the people making their living in sales should be doing something else.

Team VS Training

Evidence A: Over 50% of sales managers are too busy to train and develop their sales teams, causing

massive slow down in career development, disengagement and general employee

unhappiness.

“Over one trillion (1,000,000,000) is spent annually on sales forces.”

A B

C

Team VS Training Pt.2 41% of employees at companies with inadequate training programs plan to leave within a year versus 12% of employees at companies who provide excellent training and professional development programs. More than 60% of IT managers believe that the skill of their teams is critical for success.

Companies in the top quarter in training expenditure per employee per year ($1,500 or more) average 24% higher profit margins than companies that spend less per year. A company with 1,000 employees can save at least $240,000 per year as a result of an average productivity gain of just three minutes per day.

A A 5% reduction in the customer defection rate can increase profits from anywhere between 25% and

80%.

B

Customer Retention

Sales Trends Increase in Remote

Sales Decrease in Sales

Reps

Causing Employment

to drop from

18mn to 4mn

BREAK

Have some coffee.

Can We Talk?

The New Practice

A

Times have changed for sales professionals, no longer can they do all the talking – the 80/20 rule is out the window.

Instead the client has to do all the talking, you can then understand issues, pain points and create the perfect solution for them.

ATTENTION Seeking

65% of the time executive goes with the vendor helping early on to set the buying vision.

72% of executives take an appointment when the vendor sells a product they were already looking for.

The Executives

69% of executives take an appointment when the vendor addresses an existing business problem.

The Realities of Sales Only 20% of leads get a follow up call.

So 80% of your opportunities have now just been left behind, for your competitor to take.

80% of non routine sales

happen after the 5th follow up.

63% of people that request

your information won’t buy for 3 months.

It’s not as easy as it looks!

The 5 Follow Up Call Mystery

2% of Sales are Made after first contact.

3% after the second.

5% after the third.

10% after the fourth.

80% between the 5th – 12th.

Good VS Bad Sales is one of the top earning professions in the World. Many sales professionals feel that meeting new people everyday and travelling around the country/world is one of the perks!

It can also be very consuming with time and emotions. Cold calling is one of the most hated parts of working in sales.

Gracias!