Back to Basics for Better Results

“The ability to connect and thus, to raise the yield of existing knowledge is learnable.” — Peter Drucker

For managers, the pressure to push sales teams to achieve optimum performance has never been greater than right now. While it’s tempting to look for a “magic bullet” to correct performance problems, the most effective approach is less glamorous: “back to the basics.”

Smart managers know that one of the best ways to achieve better sales results is to revisit and reinforce basic sales skills. How much does the sales person know about prospecting? How about closing? Every individual sales person has strengths and weaknesses. Improving sales knowledge where deficiencies exist can move sales performance from good to great. The key to success? Measuring the sales person’s knowledge and customizing training to what the individual needs to know.