Improved sales presentation skills (both formal and informal) can increase revenue and shrink sales cycles.
When the stakes are high, customers expect more, and it is imperative to have a clear and compelling message. Effective sales people have the skills to stand out from the crowd. Their presentations are more customer-centric and convincing than their competition. Their authenticity and ability to handle difficult questions creates confidence.
When researching successful sales presentation initiatives, we have found that thriving sales organizations always know the answers to the following four questions when it comes to effectively supporting sales presentation training:
1. Preparation: How often does your sales manager help his/her team prepare for customer presentations? Proper preparation includes defining the desired outcomes for the meeting, creating clear messages, and defining a customer-centric strategy.
2. Debrief: How often does your sales manager debrief sales presentations with you? Proper debrief includes reviewing not only the presentation, but also providing insights about your skills, knowledge, and lessons learned.
3. Feedback: How often does your sales manager share concerns and other feedback about your sales presentation skills and ability to articulate the value proposition?
4. Model: How often does your sales manager share or model ideas for presenting more effectively?
When asked, high growth organizations all answer these questions the same way – “Frequently, about 75% of the time.”
Are your sales managers providing the support required to ensure that your sales presentation training “sticks” and makes an impact?
