You may think that increasing sales by 100% is not the easiest of tasks, but with a little bit of target research, ongoing sales process training, coaching and discipline, nothing is impossible.

Let me share a real case study with you.

Last year I was engaged by a company overseas who was more than 50% behind target with only three months to go to year end and wanted to increase sales by 100%.

The task to reach target by year end seemed almost impossible by the management team.

When they first met me, like most clients initially, they thought I could create a miracle and increase sales by 100% with only two days of sales training.

Let me ask you a question – can you change people’s behaviors within two days?

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Sales motivation is not about money.

Money is a temporary sales motivator, as are many other external incentives.

For everlasting sales motivation you need to get inside and discover internal motivators.

Sales motivation has traditionally been about money – bonuses, commissions, incentives, etc.

These are good sales motivators if you want results in a short period of time, but they are temporary, and do not last long.

And what is worst, the next time round sales people want more and to maintain sales motivation, you will have to give them more.

Remember the story of the donkey with the stick and the carrot.

It is no different here with sales people.

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The new people we meet daily can become tomorrow’s best friends / customers, but the challenge is how do you maintain your relationships within your sales network, especially as it grows into the thousands?

Many people can maintain their relationships with their sales network in a local area through meeting at various events, special occasions or simply communicating over the phone or by e-mail.

However, as one goes global and meets more and more people in a variety of countries, the challenge to maintain relationships within your sales network becomes more demanding.

Your Sales network is the foundation to your business.

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Bottom Line Sales Consulting is exactly what it says.

If sales consulting cannot improve the bottom line and be measured accordingly, than it is not bottom line sales consulting.

Sales consulting today, more than ever before, has to relate to the organizations bottom line in a measurable way.

Sales consulting is more than just solutions.

It is first an understanding of the business, the marketplace, the competition, industry trends, seasonality sales, customer profiles, vision, mission, targets, etc.

Sales consulting requires a lot of in depth questions to get a true understanding at the root of issues.

Sales consulting also requires a deep empathetic level of listening. Sales consulting is an ongoing partnering approach with the client.

Only then can Sales consulting be effective and look for ways to contribute to the bottom line of an organization, and that requires patience, experience creativity and a passion to make a measurable difference.

It is that bottom line measurable difference that can set you apart from all of your competition in sales consulting.

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