tailieunhanh - Accenture Sales Transformation Sales Competency, Behavior and Personality

The benefit of the benefit is how the prospect benefits from the main benefit of your product or service. Let’s say your product helps your customers save $10,000 per month in expenses. The $10,000 savings is the main benefit. The question would be to the prospect, how would you benefit from saving $10,000? In other words, what is the benefit to you, in what ways will saving $10,000 help you? They might say, “my wife could quit her job.” Then you would say, “and what would that mean?” When he tells you the benefit of. | Accenture Sales Transformation Sales Competency Behavior and Personality An Integrated Approach to Improving Sales Force Performance accenture High performance. Delivered. Consulting Technology Outsourcing Organizations of all kinds face numerous performance challenges today understand and respond to changing customer needs support growth improve profitability. Leading organizations address these challenges by transforming the performance of their sales teams through a combination of art and science. In mastering the art of sales competency behavior and personality that define high performance science still plays a role in the form of sales analytics. Sales Transformation As companies refocus their attention on growth many find they are held back by the very thing that should be propelling them forward their sales force. For too many organizations this critical function is hampered by ineffective sales people and with the expensive drag of turnover. It s a problem that has held the attention of executives for many years but one that also has gone largely unsolved. The challenge has been creating a model that establishes what makes some people better at sales than others and then supports the replication of those characteristics across the entire enough to capture everything a good sales person thinks and does yet still focused enough to apply to specific business environments or even explain the differences between sales roles. Through a combination of research and practical experience Accenture has developed such a model what we believe to be a novel approach to integrating the sales competencies personality traits and behaviors of a specific organization s top performers into a usable model that can improve the effectiveness of every member of the sales team. The foundation sales force. While many models have been developed over the years most have focused on personality skills or behavior. The common shortcoming of these models has been their failure to .