How Effeective Is Your Sales Force?

What Is Sales?

- Sales is a grind. Zig Ziglar said that sales is the lowest paying easy work you will ever do. He also said that sales is the highest paying hard work you will ever do.

- Sales is the heartbeat of American commerce.

- Sales is one of the most high stress professions in the country.

- Sales is one of the most high reward professions in the country.

- Sales is the great income equalizer. It is the one field where a high school dropout can make as much money as a person with a doctorate.

Why Is Sales Important?

Sales is the heartbeat of the American economy. There is no company in America that is not dependent, in some fashion, on the skill and success of its sales force. Additionally, we are always selling even when we don't realize it. When the receptionist answers the phone, she is selling the customer on the customer service that he or she can expect. When an attorney consults with a client, he or she is selling the client on the legal representation that can be expected. When a cashier makes change at the grocery store, he or she is selling an image of the company that they work for. We are always selling whether we realize it or not. The goal of any company is to build a brand or an image. Every client interaction either sells the client on that image or on the fact that the image is simply a smokescreen.

Why is sales important? It's simple. The success of your sales department can lead to explosive growth and profitability. If your sales department fails, it could lead to disaster.

Why Is Sales Training Important?

Again, sales is the hearteat of American economy. In the simplest of terms, a sales department can make or break a company. Here is an interesting fact about sales. The average doctor earns $145,000. This, however, takes into account doctors who specialize in fields and make significantly more income. The average lawyer earns $84,400 per year. This again takes into account those attorneys that specialize and earn significant seven figure annual incomes. The average annual income for salespeople is $93200. Guess what, this takes into account the 20% of sales people who make 80% of the money. There are literally sales people who earn seven figure incomes. Is there a large difference between those who make high incomes in sales and those who barely survive? There are probably several differences but the primary difference is simply their skillset. Top performers approach sales as a profession and they treat it as such. This means that they study, they learn new sales techniques as well as trusted sales practices, and they practice their craft. The good news is that everything that they do can be learned. Unfortunately, many companies take the approach of throwing people to the sharks without proper preparation. In other words, the department that directly drives revenue generation and profitability the most, is the department that tends to get the least focus and training.

B.I.G., Inc. specializes in turing average sales people into great sales people. We teach the techniques and the underlying theory behind effective sales. In other words, we don't just teach how to sell. We teach why certain techniques and practices are necessary and why they work. More importantly, we teach the mindset that is necessary to be a successful sales person. Great sales people are like great leaders. Some are born but they can also be made. At B.I.G., Inc., we build great sales people. So whether it is an exisiting sales force or you need to build a new sales force from scratch, B.I.G., Inc. brings the tools to the table to make your sales force effective.

Your sales force is the heart of your organization and the engine that drives corporate growth, profitability, and sustainability. It is time to get that engine firing on all cylinders. Contact B.I.G., Inc. today!