Examples of core competencies include technical support, inventory management, logistics, or a consultative sales force. The important factor is how you can apply those strengths to the benefit of your customer. Once you know your core competencies, sales management can be easier and more effective. When you are organized from the work up, defining the most effective role of field sales, inside sales, customer service, and technology in the sales process leads to a team-selling model wrapped around the sales strategy. A Players Success in sales goes beyond features, benefits, product knowledge, and service selling.
Customers can buy products from anyone.
The key to customer loyalty is to gain knowledge in your customers businesses and create an insider level of involvement and trust. The greatest challenge for sales managers here is to find, direct, and keep a well-trained and creative sales team. The best salespeople, the A Players, will uncover ways to add value for the customer, increase sales, and gain margin by performing those services that are important to building the customer s business. The A Player sales rep becomes part of your customer s business development team. As part of the business development team, the A Player learns how your customers make money, then gets involved in their business in a way no competitor can.