Courtesy of Professional Saleswomen of Nevada:
Many small businesses in our region have relied on their wits and their relationships. We’ve been scrappy and done more with less. Now we are swimming in a bigger pond and need skill sets to match. We must provide more training to our employees and groom them to be the workforce we need tomorrow.
“Qualified workforce is a major concern for economic development in our region. It’s important that we are able to attract and retain qualified workers at every level. Because the majority of the companies that come here are smaller they don’t have training programs or even training budgets, they need sales professionals to come to them ready to work. Working in this region for 20 years now, I can tell you that this has never been more prevalent. Every one of my clients has open positions for qualified professionals, many of those positions are sales. One of my goals as president of PSN is to bring world class sales training to the area and make it affordable for these small companies,” said Alice Heiman, Founder and Chief Sales Officer of Alice Heiman, LLC and president of Professional Saleswomen of Nevada.
Our region needs to invest in our people.
Especially smaller businesses do not have sales training programs to help their sales professionals hone their skills. And their sales professionals might wear many hats in a smaller organization; sales might be just one function among many. Much like continuing education in other fields, sales people need periodic sharpening of their tool set.
New ways of using technology, new ideas and new tools come onto the market each year and without conferences and workshops to help inform, your people are missing out.
Some ideas to think about:
- Mindfully planning your sales objectives and targets can help focus your efforts on the right target with the right product or service in the right timeframe.
- Being prepared to listen, really listen, to your customers to make sure that you are offering them the right solution can improve success and repeat business.
- Dressing the part and being in the right mindset go hand in hand.
- Cultivating a network of friends and colleagues goes a long way to making new contacts and developing a reputation as a great person to do business with.
Especially in our region, we joke that there is only one or two degrees of separation from any business person to another; your reputation is your currency and knowing the right person to make a connection can make or break a business dealing.
Keep in mind that even the greatest products and services don’t sell themselves. They need agents to represent them and ensure that the right product reaches the right user in the right way.
Looking for opportunities to get sales training for you or your team? The Professional Saleswomen of Nevada (PSN) is hosting its first Sales Summit on November 10, 2015 from 7:30 am to 4:30 pm at the Atlantis Casino Resort Spa. Four national experts will conduct workshops providing participants with techniques and skills to grow their sales and further their expertise. This full day workshop is only $129/person. Registrations and sponsorships are available. For details and to sign up, visit psn-nevada.com.
Alice Heiman is a national expert, author and coach on sales and sales training with Alice Heiman LLC.