What makes SolomonRk different from most other sales training programs is that it is designed not only for the sales staff, it is intended for the CEO and Business Owner as well.

Manage Your Business Using Leading Indicators

As CEO or Business Owner, you need to understand the leading indicators of sales as well as the lagging indicators.

The lagging indicator is when the check arrives. You can’t run a business just on this lagging indicator, can you?

To effectively run your business, you must understand how to track and measure the activities it takes to make a sale. Those activities will change by sales rep, type of campaign, a number of industry specific reasons such as selling seasons etc.

SolomonRk training will give you all the tools necessary to know the what the leading indicators are. Consequently, when you are managing sales preople or reviewing mgrs reports you will know what must be done that is scalable and repeatable to make a sale.

What makes SolomonRk different from most other sales training programs is that it is designed not only for the sales staff, it is intended for the CEO and Business Owner as well.

Hiring your First Sales Manager

Often times, a business owner will hire (or promote) a high-producing salesman into a sales management role. A good salesman is not necessarily a good sales manager. The two require very different skill sets.

If you the CEO or business owner have attended the SolomonRk training then you will understand the skills that a sales manager needs to have and consequently will be able to guide your new sales manager into the right activities to manage vs sell.

What makes SolomonRk different from most other sales training programs is that it is designed not only for the sales staff, it is intended for the CEO and Business Owner as well.

Hiring Your First Salesman

When you hire your first salesman you are turning over responsibility for revenue generation to someone else for the first time.  It’s a hazardous transition.  If you know how to think like a salesman then you’ll be prepared to give your new salesman the tools and knowledge he needs in order to succeed:

• He needs to understand your company’s value proposition.
• He needs to know how to qualify prospects according to your criteria.
• You need to be able to collect the right metrics and know how to monitor his performance.

The SolomonRk system will give you the tools you need to effectively manage your new salesman.

What makes SolomonRk different from most other sales training programs is that it is designed not only for the sales staff, it is intended for the CEO and Business Owner as well.

More Accurate Sales and Revenue Forcasts

In Part 2 I talked about tools to qualify prospects. If you have good tools for qualifying prospects (like our 9-element qualification model) then you can eliminate the poorly-qualified opportunities early.

More importantly, your company’s sales forecasts will be more accurate. One of the biggest problems that CEOs have is lack of good data. By qualifying opportunities you will easily learn the revenue you can actually expect in stead of the smoke and mirros that sales people and sales managers unwittingly (or wittingly) push upon you.

From the CEO’s perspective there’s probably nothing more important than being able to forcast revenue, and as a result being able to budget for future expenditures,

SolomonRk put the business owner back in control of his (or her) business.

What makes SolomonRk different from most other sales training programs is that it is designed not only for the sales staff, it is intended for the CEO and Business Owner as well.

The CEO Needs to know How To Qualify Prospects

Portions of the SolomonRk curriculum are designed for:

• A CEO who spends part of his time as Sales Manager.
• A CEO that is also the company sales guy.
• Any CEO that needs to understand what his Sales Manager is doing.

That pretty well covers most CEOs and business owners, doesn’t it?  Sales people often go elephant hunting. They often come back with what they think is a great big deal, then they camp on that deal thinking they are going to meet their sales goal on that one deal. The fail to adequately pursue other opportunities that meet their goal.

The only way you can protect yourself from the elephant hunter is to have tools to qualify prospects. By taking our SolomonRk training you will learn to use our 9-element qualification model that identifies and customizes itself to your selling environment.  Then you will know if the sales guy is pursuing a real opportunity or if he is wasting time on an opportunity that will never close.

If you can eliminate the elephants your staff will save a lot of time and be able to focus on the opportunites that will actually generate revenue.

What makes SolomonRk different from most other sales training programs is that it is designed not only for the sales staff, it is intended for the CEO and Business Owner as well.

Understanding Your Value Proposition

Our customers buy from us for some of the most interesting reasons, don’t they?  In fact, I’ll predict that most of the time in your customer’s mind they are buying something entirely different than what – in your mind – you sell.  Homebuilders sell houses.  Homebuyers are buying dreams, lifestyle, a place to entertain, a place to watch their kids grow up, etc.

Part of our curriculum is designed to help you get past ‘what we sell’ and drill down deeply into ‘what they buy’.  Experienced sales people will work though this on their own but wouldn’t you like your entire sales staff to have the same vision of the value of your product or service?  Better yet, wouldn’t you like to impart that to brand new salespeople you bring onboard?

Wouldn’t you like your marketing materials, advertising, website, and even the receptionist to all be using the same language about the value of your product or service?  The sales guy can’t make that happen but you, the CEO can – if you yourself have clarity about your value.