| type="text/javascript"> ch_client = "articlealley"; | | | | S.T stands for Mindset, Objectives, Strategy and |
| ch_type = "mpu"; ch_width = 590; ch_height = | | | | Tactics. If you want to get the MOST out of |
| 250; ch_non_contextual = 4; ch_noborders = 1; | | | | your sales training and sales development efforts |
| ch_vertical ="premium"; ch_sid = "590x250 Article | | | | read on: |
| Mixed Top"; ch_alternate_ad_url = " var | | | | M Mindset is crucial to sales success. Attempting |
| ch_queries = new Array( ); var | | | | to improve performance in any significant way |
| ength)); if ( ch_selected < ch_queries.length ) { | | | | without creating the appropriate mindset is a |
| ch_query = ch_queries[ch_selected]; } Copyright | | | | waste of time. Since most sales training is |
| (c) 2007 Inquire Management | | | | focused PURELY on sales strategy and tactics, |
| The vast majority of sales training solutions are | | | | this would make it a waste of time. The key is to |
| action oriented. They tend to focus PURELY on | | | | worrk with individuals and organisations to develop |
| sales strategy, consultative selling, sales | | | | a mindset and environment conducive to quantum |
| management, effective selling skills, closing skills, | | | | shifts in sales performance. |
| cold calling, account management, negotiation skills, | | | | O Organisational and individual goals and objectives |
| and so on. On the surface, this may seem to | | | | tend to be too small. There is a crisis in business |
| make complete sense however sales training that | | | | where most managers and sales people refuse to |
| is purely action oriented will never improve | | | | set "Big Hairy Audacious Goals" for 3 main |
| performance in any significant way over the long | | | | reasons. Fear of Failure, Absence of Evidence that |
| term. | | | | the goals can be achieved and the need to |
| The top 1% of sales people and sales driven | | | | Manage Expectations. Yet most CEOs, MDs and |
| organisations operate completely differently from | | | | Sales Directors want them to think bigger and |
| all the rest! Their ability and approach to | | | | commit to setting and achieving bigger goals. |
| successfully selling higher margin solutions, | | | | What's the answer? Before you can think bigger |
| products and services than their counterparts | | | | and achieve bigger. YOU HAVE TO THINK |
| with less stress, sets them apart. | | | | BETTER. Sales managers and sales people can |
| The M.O.S.T model recognises this approach and | | | | and will set bigger goals, which they will achieve, |
| provides quantum shifts in sales performance: M.O. | | | | when they have the RIGHT mindset. |