The route to a successful sales organisation: 1. Successful organizations manage costs AND drive revenues. a. Sales people have to be ever more effective, selling more with the same resources. b. Recognise that the customer makes the decision to buy - the sales person facilitates the buying process. c. Appropriate propositions to sell….supporting the strategy 2. Selling is a conversation between 2 people/organizations a. Uncover issues that people are prepared to invest money in to solve b. Confirm that you have a potential solution c. Convince the customer that your solution is best d. Agree what needs to happen for them to buy e. Remember: i. Simple and effective communications between the 2 parties ii. Talking without listening is not a conversation Customers pay to have someone solve their problem. Clients do not care about your sales methodology. They care about having their issues addressed. Sales methodologies should not complicate selling. They are there to help manage the sales process. Effective sales people require: Managers who coach; Processes that work, and; Messages that add value

1. Text
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2. ME R - Driving S ales E ffec tivenes s
Successful organizations
manage costs AND drive
revenues.
• Sales people have to be ever more
effective, selling more with the same
resources.
• Recognise that the customer makes
the decision to buy - the sales person
facilitates the buying process.
• Appropriate propositions to
sell….supporting the strategy
Copyright Accredit Limited. All rights reserved.

3. ME R - Driving S ales E ffec tivenes s
Successful organizations Selling is a conversation between 2
manage costs AND drive
revenues.
people/organizations
• Uncover issues that people are prepared to invest
money in to solve
• Confirm that you have a potential solution
• Convince the customer that your solution is best
• Agree what needs to happen for them to buy
• Remember:
• Simple and effective communications between
the 2 parties
• Talking without listening is not a conversation
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4. ME R - Driving S ales E ffec tivenes s
Customers pay to have someone
solve their problem.
• Clients do not care about your sales
methodology. They care about having their
issues addressed.
Selling is a • Sales methodologies should not
conversation complicate selling. They are there to help
Manage
between 2 manage the sales process.
people
costs AND • Effective sales people require:
drive
revenues • Managers who coach;
• Processes that work, and;
• Messages that add value
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5. ME R - Driving S ales E ffec tivenes s
Message
Environment
- Focus on the needs Resources
of the customer, not
the features of the
solution
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6. ME R - Driving S ales E ffec tivenes s
Message
Environment
Resources
- Make it easy for
customers to buy
- Encourages sales people
to think of the customer
not their products
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7. ME R - Driving S ales E ffec tivenes s
Message
Environment
Resources
- Sales People who ask questions
and listen to the answers
- Managers who coach their people
- Teams who focus on customer
need not managing their managers
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8. ME R - Driving S ales E ffec tivenes s
Accredit works with
Marketing to:
• Create messages that
Message are customer centric
and focused on
understanding
customer need by
asking questions and
really listening
Resources Environment
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9. ME R - Driving S ales E ffec tivenes s
Accredit:
• Works with Senior
Message Management to
identify and remove
any barriers which
reduce the
effectiveness of the
sales organisation
Resources Environment
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10. ME R - Driving S ales E ffec tivenes s
Accredit:
• Trains sales people to
have regular and effective
conversations with their Message
customers;
• Support managers to
regularly coach their
teams;
• Objectively assess sales
people and managers in
the execution of their Resources Environment
roles
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11. ME R - Driving S ales E ffec tivenes s
Message
Resources Environment
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