Frank Atkinson is one of the leading Sales Trainers in the UK. He has trained many tens of thousands of salespeople since forming his company in 1989. He lives in York England. His website address is www.salestraining.co.uk and you can e-mail him frank@salestraining.co.uk
When Gordon Ramsay helps boost the sales and profits of restaurants that need to improve, he has a solution that he offers.
His solution is a 10 point plan. What he says is:
- Have clear objectives. Decide what you want to achieve
- Make sure the chef and owner have strong leadership skills
- Get the décor right
- Simplify the menu
- Bring effective discipline into the kitchen
- Improve the quality of the food
- Train the staff
- Develop team spirit and improve the way the team works
- Motivate the staff
- Deliver great customer service
Running a sales team is a bit like running a successful restaurant. If we get the basics right the results will follow.
This means having:
- Clear objectives and a sales plan that everyone understands
- Managers and directors who are skilled at managing, motivating and communicating with the team
- A disciplined approach to selling
- A planned approach to training and development
- A highly skilled sales team
- Products, or services that people want to buy
- Processes in place that everyone understands
- Systems in place to guarantee great customer service
So why do these people need Gordon to improve their business? He is an impartial observer with lots of relevant experience and is focused on improving results, rather than being involved in the day to day running of the business. More to the point, he makes things happen.
Organisations who have sales teams need to review how they sell and how the team is organised and managed. Does the team have clear objectives? Are the skills right? This refers to both the sales team and the management team.
They can go through our 8 point sales audit plan that gives a new approach to sales training and development.
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