The strategy to reduce costs is to equip sales people out in the field so they rapidly ‘get it’ and are confident in engaging with customers, and exciting them about your offerings.
Save Training Costs
Explaining your offering shouldn’t have to take days/weeks of training and months of experience. The story has to be short and value-laden. Making complex issues quick and easy to understand means faster sales. Making it easy for sales people to see things from the customer’s perspective and to see the value you bring means they can get out there selling much faster.
Top performers are masters at this process – Cotoco captures how they would do this for your product and services in the context of your marketplace. Cotoco then creates a toolkit to make it easy for all your sales force to adopt this top performing approach.
This reduces the need for training days out of the field – resulting in significant savings. And where training is needed it can be delivered more efficiently.
Save Sales Operations Costs
Ensuring your sales people raise their game means that you can perform better with fewer people. This results in a leaner more efficient sales operation.
Successful sales people will stick around longer – so churn is reduced and so too are hiring costs.
Save Marketing Costs
A Cotoco toolkit manages all your collateral electronically and keeps all sales people up-to-date. Management information also reveals what collateral is and isn’t used out in the field. Together these allow you to reduce waste and also printing costs.
The Results
- Accelerated induction
- Reduced training costs
- Increased win rates
- Shortened sales cycle
- Reduced support costs
- Improved customer-facing collateral
- Reduced marketing costs
The Test
We gave a prospect one of our toolkits for a product he had never come across before to look at on the train. An hour later we get a call – he wants one for his business. Why?
“I knew nothing about this product before, but after using this toolkit for just an hour, I would be confident to sell the product to a customer. The toolkit explained the value of the product so well. I want it to be this easy for my own sales force - we want our own.”
Because the customised toolkit is highly visual and engaging, understanding this unique approach will not be easy until you have experienced it. Why not call us now on +44 (0)2380 689610 to find out for yourself how it makes selling much easier, and the strategic contribution it could make to growing your business?
Mini Case Study - Eyretel sales staff hit the ground running
Eyretel (formerly Witness Systems) had a mammoth training task ahead of them when they rapidly expanded their sales force. The time needed to get the new sales people up to speed would have slowed the company’s expansion plans – not to mention the costs involved.
The Eyretel Companion, delivered by Cotoco, enabled sales staff to rapidly learn the fundamentals, while high quality sales support and customer-facing material meant that they were ready to tackle a sale with far less training.