Most salespeople will agree that ‘Time Management’ is the biggest challenge which affects their sales performance. Among all the factors of time management: Travel, Administration, and Business Meetings, sales people will agree that two third of their time get lost in deals which never materialises!
Generally sales people assimilate a lot of data for an accurate conclusion of their sales deals. One popular method is listing down ‘show-stoppers’
Sales process consultants or Sales coaches often don’t have any idea to overcome the phase of ‘fog of unknown’ and quantify the uncertainty.
Advance Selling Skills Academy’s registered qualification process SCOTSMAN® is an ideal metric to forecast sales. After a lot of research, Advance came up with the well thought metric ‘SCOTSMAN®’
Each alphabet of ‘SCOTSMAN’
Solution is the prescription of sales people to client’s issues or expectations. Competition is the competitor analysis for the prescribed product or service. Originality is the strength of the product’s or service’s uniqueness or Unique Selling Propositions. Timescale is the time required for implementing or executing the solution given to client. Size is the check of feasibility of solution. Money implies the budget, pricing and costs involved with solution. ‘Authority’
Advance Selling Skills Academy has designed a questionnaire for each stage of SCOTSMAN. The answer to the questions is close ended and can be quantified. After calibrating the responses against
SCOTSMAN, the salespeople can quantify the sales deal with definite numeric outcomes like 8 out of 10, 6 out of 10 etc. This process automatically brings transparency in the entire sales process management. Senior executives can keep a track with more accuracy on the sales deals and this leads them to better forecasting.
When all organisations are going for sales automation, there is hardly any room to leave qualitative data in the entire sales process. Advance’s SCOTSMAN® is a definitely a big leap towards sales automation.
About Advance UK:
Advance is an online sales training academy. Established in UK from past 20 years and now expanding in India. Advance provides e-learning and performance support for global and small to medium-sized businesses and individual independent learners.
Advance Selling Skills Academy Limited
Telephone: 0845 125 9098 (UK)
44 0845 125 9098
44 0845 125 9098