Taking Complexity into Account for Sales Training and Coaching

Ideal ICT sales people know just enough about the capability and technology underpinning their products and services to avoid trouble. Those with superficial product knowledge may easily mislead a customer. Those with too much knowledge may become immersed in the technical detail as a way of avoiding the more difficult or less palatable commercial aspects of selling.

Continuous learning is essential. Without passion for the technology or deliverable services, sales peoples' knowledge may be quickly outdated and made obsolete. Those who can't grasp the concepts or keep pace with the innovation, don't last long.

Consultants who are fulfilling an assignment don't shy from asking the difficult questions. Consultative selling is the art of asking the difficult questions before winning an assignment.

The complexity of the solutions is challenging. Add the complexity of diverse businesses to the mix and then the numbers of interested people in larger organisations and the challenge of exerting influence becomes immense.

Customers grow more astute. They seek advantage from more than products and services. Suppliers are an additional resource that can provide competitive advantage.

Being first to market with new products or services offers only a fleeting superiority. Products and services come and go. An enduring advantage comes from the sales person's ability to serve the customer.

Those selling technology, software, and know how based business solutions have a unique set of challenges that warrant learning a unique set of sales practices that are different from those used by most sales people.

Sales Training, Business Development, Sales Management Solutions