In today’s hypercompetitive sales
one of the most enduring sources
advantage is a skilled, confident, and thoroughly
sales team—with the knowledge,
experience and processes
add value to your customers’ high-level
decision makers and develop long-term
profitable customer relationships.
How does your sales force measure up?
Consultative: Knows customers
needs well enough to discover unknown
and create profit-improvement
opportunities. Operates confidently
executive decision-making levels.
may provide 80% of your profits.
Solution: Can process a lot
of information to solve known customer
problems and manage
customer relationships. Operates confidently
technical decision-making levels.
Feature-Advantage-Benefit: Knows the product and can connect it to customer requirements.
confidently at technical and user levels.
to customer requests and sells primarily on price. The
and cultivating these rare professionals is not easy.
The FPG Approach entails:
Realistic, hard-hitting training to instill appropriate skills and
Disciplined and consistent sales tools and processes to support
Automated systems to collect, communicate, and retain critical customer
Performance management processes to focus, coach, evaluate and reinforce