Join our next Key Account Management masterclass

Join our next Key Account Management masterclass

Create a stronger and more profitable relationship with your customer with our Key Account Management course on March 6th - 8th. This course is for people who have responsibility for managing strategic relationships with clients.
Lead & Motivate Your Team

Lead & Motivate Your Team

Do you create an environment that motivates others to perform? Join Mercuri's Leading and Motivating the Team professional masterclass on April 17th - April 18th. Ideal for all managers who achieve their objectives through their team. Develop a guide for adapting your leadership style.
Sales Development Programme of the Year!

Sales Development Programme of the Year!

Great result for the Virgin Holidays "Selling At My Best" programme at the 2017 British Excellence Sales Management Awards. Discover why delegates left this tailored in-house programme feeling so energized.
Performance Management masterclass

Performance Management masterclass

Do your team members have their own performance plan? Do you have a template for improving performance? Join this Performance Management masterclass on April 24th - 25th. Align capability and activity to business objectives.
Accelerate sales growth with improved sales activity planning

Accelerate sales growth with improved sales activity planning

Join our next Sales Activity & Pipeline Planning masterclass on May 22nd at the London Heathrow Crowne Plaza. Develop a sales plan that will help you manage existing customers and find new opportunities.
Simply outstanding customer service by Electrolux

Simply outstanding customer service by Electrolux

Teams excited and engaged about Customer Service at the Electrolux Academy. Mercuri work with Electrolux on a programme designed to grow their new team members, retain and develop their talented sales and service teams.
Social Selling as part of your Sales Strategy

Social Selling as part of your Sales Strategy

Talk to us about Social Selling in the Sales Process. From new customer acquisition to Key Account Management, find out where social selling makes sense and how to improve your social selling success.

Taking Sales to a Higher Level

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Shouldn't everyone be a sales person?

Have you empowered your non-sales staff in helping you sell more? 

This great article features 6 simple ways to get your non-sales staff adding to your revenue. Here's 3 of them:

1. Educate your team that selling is everyone's job.

Too many employees have never made the connection between their role and sales for their company. Not only is it your responsibility to help them connect the dots, but you need to also help them see how increasing sales benefits everyone, creating security, opportunity, and stability for them.So start by explaining this to your team. Share stories of how people in the company helped do just that. Celebrate the successes of non-sales staff who help generate more business. Reinforce this into the culture of your company.

2. Teach your team to "recommend" or "share" their favorites.

Ever wonder why the waiter at a good restaurant share's his favorite appetizer? After all, why should a total stranger's opinion matter to what you order?The answer is that it does matter. We are social beings. We care and are influenced by what other people like or do. Social psychologists call this "social proof".Train your team to recommend a specific product, or service, or solution to any prospect they run into in the course of business.

What's more, when you frame selling as "recommending" or "sharing", this dissolves the internal barriers that many non-sales people have with the very idea of sales (and the potential rejection they fear.)

3. Train your team how to spot new sales opportunities.

Every team member in your company should continuously be on the look out for new sales opportunities. We call this activity, "Lead spotting".What are the signals that hint at a good opportunity? What situations are you best primed to solve for a prospect? What clues indicate urgency, need, and budget?Train your team to ask a few gentle probing questions and then make sure you have given your staff a simple process to hand these leads over to your sales team. This could be a web form they fill out, a lead card they hand to your sales staff, or an email address they send all lead possibilities to.

Train your sales staff to "close the loop" by telling the referring team member what happened with the lead they handed in, this will encourage your staff to be on the lookout for even more sales opportunities.

Read the full article

Develop the selling skills of everyone in your organization

Using group tasks and extensive role play to make the learning experience fun, engaging and effective our Essential Selling Skills two day training programme on February 14th-15th 2017 is ideal for Product Specialists, Graduates and Customer Service teams as well as people in their first sales role.

Shouldn't everyone be a sales person?