What impact are your sales people having on their customers and what do your customers believe are the sales practices that distinguish your most effective sales representatives from your least effective?

As you know, understanding customer needs and staying on top of their evolving business priorities is essential to developing new business and retaining customer loyalty. Before you develop a sales and marketing strategy to keep your customers satisfied, you may want to first understand specifically what your customers see as your product and service strengths and improvement opportunities as well as the overall effectiveness of your sales force.

If you want your sales organization to become more customer driven, you first need to determine which sales practices your customers believe are contributing to and inhibiting the effectiveness of your sales people. The Sales Practices Survey provides focused feedback that your sales representatives can use to identify the specific practices that will enable them to increase customer satisfaction and improve their overall sales performance. The SPS provides sales people with insight into how their customers are responding to their sales practices. The survey gives feedback within six important areas of sales performance: knowledge; communication; service quality; working relationships and personal responsibility. The survey can provide you with an in-depth view of the practices that distinguish your most effective sales representatives from your least effective. An analysis of survey results will help you identify the strengths and improvement opportunities of your sales organization as a whole as well as by district, region or area. The Sales Practices Survey is also a highly valued part of our Consultative Selling Skills and Advanced Account Strategies training programs.

Return to Top of Page

Home || Corporate Overview || Training Systems Group || Sales Effectiveness Group || Government Services Group

Website Copyright © 1998-2007 by Sterling Institute, Inc.  All rights reserved.