Our Perspective on Telco/High Tech
As Sales Professionals in Telco/High Tech, we compete for time. Attention is placed on speed to market for new products and speed in acquiring enough knowledge to confidently position these new products against the competition.
Some drivers for sales success for you include: interpreting industry trends; consistent activity; strong management of important accounts; and being savvy in influencing Customer buying decisions.
Here are career development stages for sales professionals in Technology Sales and how our Programs support them:
Stage 1 – New Hire – Foundational
In the first 2-3 years, Sales Professionals are focused on learning about the Industry, Products, Competition and Activity. We work with Sales Teams to build a strong foundation of sales capabilities. Capability areas that we support at this stage include Consultative Selling Skills; Influential Presentation Skills; and Planning & Productivity.
Stage 2 – Tenured Professional
There is an ongoing need to master the craft of sales. Does Tiger Woods back off practicing after he has won a Major Championship? We work with Sales Teams to "go deeper" in specific skills such as Consultative Selling Skills. And there is a need to build credibility and influence executive decision makers. Other capability areas that we support at this stage include: Influential Presentation Skills; Planning & Productivity and Winning Negotiations.
Stage 3 – Major/National Account
After "being in the field" for a number of years, the next step is playing the quarterback role for some major accounts. The learning curve at this stage is steep as data analysis and strategic skills become more important. There is a different formula for success than Field Sales. Key capability areas that we support at this stage include: Influential Presentation Skills, Winning Negotiations and Strategic Account Management.
Stage 4 – Sales Leader
A significant amount of development occurs "in the field", so Sales Managers play a pivotal role in the ongoing development of sales capabilities. Reps. learn through effective modelling, mentoring and coaching. Our Practical Sales Management curriculum aims to support Managers in their quest to support ongoing performance improvement.
If you have a need to increase the energy, commitment and skills to develop the sales capabilities of your organization, we would welcome an exploratory meeting to determine how we can help.
