Increasing Sales Effectiveness

The key to building a successful sales staff consists of several factors. One factor is getting the right people on the bus. Once you have top talent you need to establish clear goals, provide regular communication through training, coaching, recognition, and hold them accountable. This will go a long way to move your organizational metrics. We can review your management processes and coach you on how to improve the missing pieces of a successful sales culture.

Selection

When people make an honest effort to do a good job and fail, it is usually because they were in jobs that they did not “FIT”. Matching people with the work they do is MTM’s primary mission. An analysis of people working in sales shows that over half of them are miscast. They lack the basic qualities required for success in sales and should be doing something else for a living. Of those remaining, half could succeed in sales, but at the moment, they are selling the wrong product or service. That leaves about 20-25% of the sales people who are in jobs that fit. These are the people who sell about 80 percent of the world’s products and services.

Beat the 80/20 rule once and for all ... select for extraordinary success.

Click here to view a sample Management Job Match Report using the PSI.
Click here to view a sample Sales Placement Report using the PXT.

Sales Training

You probably have heard the comment: “This product sells itself!”. While there are definitely fantastic products of every kind out there, we believe that is not reality.

Products don’t sell, People do. A quality product and product training are essential to your success, but only in part. Strategic and tactical sales techniques are the vital tools that give you the edge in your market. We provide two levels of sales training:

Click on the links below to see the Learning Objectives for each program.

Core Skills: Building a Strong Foundation for Today’s Sales Professionals.
Principles of Partnership Selling: Mastering the Sales Process.