Essential Selling Skills

Essential Selling Skills

Mercuri's Essential Selling Skills two day training programme on May 9th-10th is ideal for product specialists, graduates and customer service teams as well as people in their first sales role. We use group tasks to make the learning experience engaging and effective
What makes the best people successful?

What makes the best people successful?

Sales Evaluator - Our online assessment and benchmarking tool will help you evaluate and improve competence to make the biggest impact on your business. Contact us to arrange a demo
Professional Negotiating Skills

Professional Negotiating Skills

Develop a clearly defined and efficient approach to negotiation with Mercuri's Professional Negotiating Skills training on June 27th-28th 2017. This public course is for people in a sales, management or buying role who are directly involved in negotiations.
Selling At My Best

Selling At My Best

Check out the Virgin Holidays Selling At My Best testimonial video in the "Our Customers" menu. Discover why delegates left the sales training programme feeling really energized.
Delivering Business Results Through Performance Management

Delivering Business Results Through Performance Management

Our two day Performance Management course on April 25-26 2017 is for managers who achieve their objectives through their team. Align capability and activity to business objectives.

Taking Sales to a Higher Level

A need for real Sales Transformation
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A need for real Sales Transformation

Mercuri International’s latest global research study shows how companies today face increasingly demanding and knowledgeable customers and that there is a need for a real Sales Transformation.

“Sales Managers and sales people must today far more master Assertive Selling and Consultative Selling skills. They must be able to analyse their customers’ and prospects’ buying journey and go through a real Sales Transformation when it comes to processes and practices to achieve their goals” says Nicole Dereumaux, CEO Mercuri International Group.

72% of respondents agree or strongly agree with that customers increasingly use news technologies to search information and evaluate alternatives, and 82% agree or strongly agree that customers are becoming increasingly demanding. 80% of respondents say they have already adapted their sales process to the purchase process of their customers, but previous research (CSO Insights’ report Sell Cycle Review Analysis in 2013) shows that companies still have problems with understanding their customer’s buying cycle. Only a small percentage of companies have this as a core competence and more than four out of ten businesses say that this is an area that needs improvement.

“Having a website, working with social media, using Google Adwords and practice banner advertising is not enough to meet today’s customers. Sales must instead work in a totally different way to sell to customers.” says Nicole Dereumaux, CEO Mercuri International Group.

The Sales Management study, based on interviews with 1.559 Sales Managers and CEO:s, also gives a number of benchmark figures for companies. It shows that on average companies:

  • Convert 1:3 proposals into orders
  • Get 14% new customers each year
  • Have 5-6 sales meetings per week per sales person
  • Get 7 orders per week

Facts about the study

Mercuri Interanational’s Sales Management study 2014 is based on phone interviews with 1.559 Sales Managers and CEO:s in 16 countries during March/April 2014. Industries covered in the study are Manufacturing, Engineering & Construction, FMCG and Durables, Finance & Professional services, Healthcare & Pharmaceutical and IT/Telecom. 

For more information about the Sales Management study: press@mercuri.net.

Nicole Dereumaux, CEO Mercuri International Group 
Telephone: +46 8 705 29 00 |Mobile: +33 6 08 43 23 53

Mogens P. Danielsen, analyst and head of Mercuri International Research Institute 
Telephone: +45 4593 4748 | Mobile: +45 4085 8914