Sales Management

Sales Development
Our Research Indicates that in a highly competitive sales environment like today, the demands on the sale force increase dramatically but investments to improve their skills and resources go down. Here are three common mistakes that cause sales people to fail:
Poorly Defined Sales Process Combined With Inadequate Planning which causes sales people to scatter their energies and miss opportunities.

Lack of Critical Sales Skills because sales training is cut from the budget or the wrong training is given. This produces effort without results, and leads to the greatest enemy of successful sellers…DOUBT.
Managers Create Anxiety and Fear Rather Than Creativity and Focus. Managers must help sellers develop strategies and skills through coaching, brainstorming, and targeted efforts. Small successes turn into confidence and bigger successes.
Our Approach: We work with sales professionals and sales managers to analyze sales operations and develop strategies to improve motivation and performance of the sales team. BCSI provides consulting, training, and coaching to produce measurable change.

Typical Offerings
Strategic Market Development & Sales Training - Key Topics: Competitive market analysis, market definition, development of sales strategies and messages to specific customers, Sales tactics and resources (e.g. CRM), positioning your products and services, consultative selling skills, planning and forecasting and Planning, and others.
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Leadership Training & Coaching: We provide individual coaching to sales managers to help them analyze management practices, determine their leadership style, assess the effectiveness of operations, and develop strategies to improve sales and develop people.
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Contact BCSI regarding a potential engagement