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Sales Training STEP #1: Build a Relationship Consensus
Before you partner with another rep, be sure to conduct a pre-opportunity meeting with your potential partner. Hash out a working agreement of who is going to do what and when. Build a plan of action to address the opportunity, [url=http://www.tagverts.com/barbour.php]www.tagverts.com/barbour.php[/url] spreading the work appropriately among the partners who will be contributing (and benefiting) from the successful sale.
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If the partnership is to be long-lasting and involves ongoing sales activities, it may be a good idea to have [url=http://www.saigakukan.co.jp/cgi-bin/joyful/joyful.cgi]louboutin Analysing the Fanta[/url] potential problems should be hashed out and a formal contract written and signed. In the case, the sales managers of both firms may need to discussions with their peers [url=http://www.achbanker.com/hollister.php‎]hollister[/url] in the other companies, in order to reveal potential problems, the nature of the relationship, the scope of the cooperation, and the logistics of the partnering effort.
It may also be a good idea to try to get all the partners using the same CRM system, so that it's possible for multiple sales reps to collaborate and record activity at a customer or prospect site. Without such a system, it can become impossible to keep sales partnering to from degenerating into battles over account control, where the last rep standing gets the commission.
Sales TrainingSTEP #2: Execute your commitments
Any partnership between competing reps is likely to be fragile at first, while the individual involved learn to trust. The only way to guarantee that the trust will grow is to make sure that you ALWAYS deliver exactly what you say you will deliver - and then a little more.
The best way to encourage sales partnerships inside a sales environment is to create a "Code of Conduct" that reinforces the partnership behavior and helps to eliminate conflict. Such a code helps create a corporate culture where partnership seems normal. Here is a sample code to use as a model:
- Be the kind of partner with whom you'd like to partner. This is the sales partnering version of the "golden rule."
- Ethics and morals are vitally important. Remember: it's not enough to be honest, you've got avoid the appearance of dishonesty.
- Respect others, their beliefs, customs and policies. Every company has a slightly different corporate culture; don't assume that yours is better or [url=http://www.thehygienerevolution.com/hollister.php]hollister france[/url] smarter.
- Think as a member of both your alliance and your industry. As Ben Franklin once said: "We must all hang together or assuredly we shall all hang separately."
- When in doubt, don't! You'll probably run across opportunities where you can use the partnership against your partner. That's like cheating in a marriage. Don't do it.
Sales Training STEP #3: Monitor, Measure, and Celebrate
- As with any other business situation, great results require ongoing measurement and management. The best ways to do this is through a single CRM system, in which all the partners communicate plans, log activities, request help, and report results. The CRM system tracks what's happened and generates an audit trail that determines appropriate compensation when the sale is finally made.
- But even if you're not using [url=http://www.tagverts.com/barbour.php]barbour deutschland[/url] a CRM system, be sure to consistently communicate to your partner(s) the value you've delivered. Ineffective communication is the primary reason that partnerships and alliances fail. You want to have enough communication so that both parties can monitor the relationship both at the "macro" and "micro" level. Then, when challenges pop up, you can quickly work together to address them.
- If the partnership develops problems, don't give in to anger or frustration. Meet your partner more than halfway. If there's money on [url=http://www.villazuki.it]woolrich sito ufficiale[/url] the [url=http://www.mquin.com/pjsdoudoune.php]parajumpers pas cher[/url] table, dispose of it fairly or offer to buy your partner out. Above all, avoid taking the matter to court. The end result of such court cases is pennies [url=http://www.chinashihu.cn/bbs/forum.php?mod=viewthread&tid=1379597]hollister sale Professional PSD to WordPress conversion and its Multitude Benefi[/url] on the dollar for you (if you're lucky) and a fat stack of cash for the lawyers.
- Getting your partnership from initial handshake to a done customer deal requires plenty of "emotional" fuel. The partners will need to allocate and expend resources, time, mindshare and energy [url=http://www.ttcarpets.co.uk]mulberry sale[/url] to turn the opportunity into a [url=http://www.anepf.fr]doudoune moncler[/url] sale. As the sales cycle progresses, you'll need to invest in building and strengthening the [url=http://www.lotogame.fr/hollisterfrance.php]hollister france[/url] relationship and the level of rapport.
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3 Sales Training Steps to Establish a Sales PartnershipArticle Summary: Before [url=http://www.lotogame.fr/louboutin-pas-cher/]louboutin pas cher[/url] you partner with another rep, be sure to conduct a pre-opportunity meeting with your potential partner. Hash out a working agreement of who is going to do what and when.
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