Sell Training Success: Predictably Hit Sales Targets Now

To predictably sell training services, you must be quality council accredited in South Africa. Learn how to practically boost the value of your training services in the market.

How to sell training and predictably hit sales targets.

Sell Training in South Africa

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How to Sell Training and Hit Sales Targets

To predictably sell training services, you must be quality council accredited in South Africa.

Can You Sell Training and Predictably Hit Sales Target in 2024?

It’s crucial to recognize that success in sales is a multifaceted endeavour, and a rigid system may not be the sole solution.

In South Africa, businesses want to pay for training that results in BEE Points and helps them obtain rebates.

Members of the public want to pay for qualifications that have market credibility and prepare them for jobs that are in high demand.

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Strategies for Accredited Training to Hit Sales Target

Learn how your organization can use 7Sundays to create and curate content for your education and training sales strategies.

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Why do so many companies fail to hit their target?

Firstly, don’t oversimplify the complex nature of the sales landscape.

The unpredictable market conditions, evolving customer needs, and external factors impacting sales are dynamic and often resist categorization within a fixed system.

You need to constantly research your markets to align with innovation.

What it Takes to Succeed and Sell Training Services?

Drop the assumption that success hinges solely on the individual salesperson’s ability to pitch a new product.

It overlooks broader factors influencing the sales process.

External factors, market trends, and competitor strategies play a pivotal role and are beyond the control of individual sales skills.

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Furthermore, human behavior is challenging to change.

While many systems take a structured approach, they may not account for the unique motivators and behaviours of diverse sales teams.

This is because there is no one-size-fit’s-all.

A more flexible and adaptive leadership approach that considers individual strengths and weaknesses might be necessary.

Is your team looking to achieve their sales goal this year?

7Sundays is here to help you!

Contact Leonie to get started today.

Elevating Sales Performance in 2024: A Dynamic Approach to Sell Training

In the pursuit of surpassing sales targets in 2024, a multifaceted and adaptive strategy is essential.

Instead of relying solely on a rigid system, consider the following dynamic approach to elevate sales performance:

1. Holistic Team Alignment:

  • Foster a collective understanding of overarching goals, emphasizing the importance of each team member’s contribution.
  • Encourage open communication channels, enabling teams to share insights, challenges, and market feedback seamlessly.

2. Agile Goal Setting to Sell Training:

  • Move beyond static targets and embrace agile goal-setting methodologies that allow for adjustments based on evolving market conditions.
  • Implement shorter-term goals with regular evaluations, fostering a responsive and adaptable sales strategy.

3. Data-Driven Insights to Sell Training:

  • Leverage advanced analytics and real-time data to identify emerging trends, customer preferences, and potential market shifts.
  • Equip the sales team with actionable insights to make informed decisions and tailor their approach to changing circumstances.

4. Dynamic Training Programs:

5. Adaptable Leadership:

  • Cultivate leadership that adapts to the unique strengths and challenges of each team member.
  • Encourage leaders to act as mentors, providing personalized guidance and support for professional growth.
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6. Customer-Centric Strategies:

  • Prioritize a deep understanding of customer needs and preferences.
  • Tailor sales approaches based on customer feedback, creating a customer-centric model that builds long-term relationships.

7. Innovation in Product Positioning:

  • Continuously evaluate and enhance the value proposition of products or services.
  • Innovate in product positioning to address evolving market demands and stay ahead of the competition.

8. Flexible Incentive Structures:

  • Design incentive structures that align with both individual and collective goals.
  • Introduce flexibility to adapt incentives based on changing market dynamics and individual performance.

9. Cultivate a Positive Sales Culture:

  • Build a positive and collaborative sales culture that values teamwork, creativity, and resilience.
  • Recognize and celebrate achievements, fostering a motivated and engaged sales force.

10. Iterative Evaluation and Adjustment:

  • Regularly assess the effectiveness of strategies and make iterative adjustments.
  • Encourage a culture of continuous improvement, where lessons learned are applied for ongoing refinement.

In the sales world, success lies in a dynamic and adaptable approach.

By embracing flexibility, continuous learning, and a customer-centric mindset, sales teams can navigate uncertainties, surpass targets, and thrive in the competitive market of 2024.

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How to Sell Training Services Profitably

Let’s take a look at a study:

How to sell services more profitably

In a competitive business environment, merely offering products might not be enough to maintain profitability, especially when those products become commoditized.

This is where the integration of value-added services becomes essential for manufacturing companies to differentiate themselves and enhance profitability.

However, transitioning towards offering services can be challenging, and many companies struggle in this endeavor.

Fortunately, through extensive research conducted by Reinartz and Ulaga on 18 leading companies across various product markets, four key steps have been identified to develop a profitable services capability.

4 Steps To Develop Profitable Services Capability

Step 1: Recognize Existing Service Potential

Companies need to acknowledge that they are not solely product manufacturers but also service providers.

Identifying and monetizing simple services, which were previously provided for free, can be a significant starting point.

For example, Merck began charging for shipping costs instead of absorbing them silently. This shift clarifies the value of services for both managers and customers.

Step 2: Industrialize the Back Office

To ensure that the costs of service delivery do not erode margins, it’s crucial to streamline backend processes.

This involves building flexible service platforms, closely monitoring process costs, and leveraging new technologies for process innovations.

For instance, SKF, a Swedish bearings manufacturer, offered customers off-site access to an online monitoring tool to predict potential failures in their machinery.

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Step 3: Develop a Service-Oriented Sales Force

Selling services requires a different approach compared to selling products.

It often involves longer sales cycles and requires decisions from higher levels within the customer’s organization.

Additionally, salespeople may need to transition from cost-plus pricing to value-based pricing.

Schneider-Electric, for instance, revamped its sales organization and provided training to shift from traditional pricing models to ones based on the value delivered.

Step 4: Focus on Customer Processes and Opportunities for New Services:

Understanding customers’ processes and identifying opportunities for new service offerings is crucial.

This might require acquiring new capabilities or expertise. For example, PPG, an industrial coatings specialist, had to learn about painting robots to efficiently manage Fiat’s Torino paint shop.

Effective services not only retain existing customers but also attract new ones, making it imperative to develop them with meticulous attention.

Reference: Reinartz W, Ulaga W. How to sell services more profitably. Harvard Business Review. 2008 May;86(5):90-6, 129. PMID: 18543811.

For Organizations Selling Training Services

Now, for organizations selling training services, these principles can be extrapolated and applied as follows:

1. Recognize Existing Training Service Potential for Sales:

Identify and monetize additional training services that might not have been considered before.

This could include specialized workshops, personalized coaching, or access to exclusive resources.

2. Industrialize the Back Office to Efficiently Sell Training:

Streamline administrative processes such as scheduling, enrollment, and payment handling to improve efficiency and reduce overhead costs.

Invest in technology solutions that enable seamless delivery and management of training programs.

3. Develop a Service-Oriented Sales Force to Sell Training:

Train sales representatives to understand the value proposition of training services and to effectively communicate this value to potential clients.

Equip them with the skills to navigate longer sales cycles and engage decision-makers at various levels within client organizations.

4. Focus on Customer Processes and Opportunities for New Services:

Tailor training programs to address specific challenges or opportunities within clients’ industries or organizations.

Continuously innovate and expand the range of training offerings to meet evolving customer needs and market demands.

By following these steps, training service providers can enhance their profitability and competitiveness in the market while delivering greater value to their clients.

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Predictably Hit Your Sales Target and Sell Training in 2024

In conclusion, achieving sales targets demands a holistic understanding of the ever-changing sales landscape.

Success isn’t just in systems but in agile strategies, adaptable leadership, and a nuanced understanding of the myriad factors influencing sales performance.

The pathway to hitting sales targets is not a one-size-fits-all system but a dynamic interplay of strategy, skills, and market responsiveness.

Do You Need Help to Sell Training?

Contact us today and let us know where your marketing and sales gap is so we can fill it and sell your training.

How do we help to sell training?

We help you sell training services by doing the following:

  1. Economic analysis to determine barriers and opportunities for entry into a qualification or course market to sell training services.
  2. We provide a marketing strategy to sell training.
  3. Curate and write website content to boost training sales potential.
  4. We can manage and implement social media campaigns, from automation to real-time.

Your website is a 24/7 marketing platform to sell training services.

Let’s help you turn your website into a sales magnet to sell training!

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