FAQs for Increasing B2B Sales and Profits PageQ1: What is B2B Sales Essentials℠ and how can it help my organization?
We include leadership in the planning process from the start, which begins by mapping out our strategy. Once leadership is comfortable with where we are going, the entire sales team – including the leaders – are assessed with the initial B2B Sales Essentials℠ Assessment.
After completing the initial assessment, BMG provides on-site interpretation of the results and a customized plan for closing the gaps. Leadership then participates in an executive overview of the program in advance of the rest of the team, in order to be on the lookout for the new behaviors and approaches that will result from training the staff. We provide additional training and tools to help sales leaders reinforce the new skill sets of B2B Sales Essentials℠. BMG provides periodic reports throughout the training program on how individuals are doing in the training. We are available post-training to work with individuals (both sales staff and sales leaders) to assure that organizational behaviors change.
In addition to BMG’s People-Smart Selling℠ program, we also utilize DISC as part of job benchmarking, in order to identify people who “fit” the profile of the ideal candidate. This is especially valuable in high-stakes sales roles where a mis-hire can be quite costly in lost time, lost sales, negative customer impact, and compensation paid to someone wrong for the role.