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Services
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Tools for Sales
Performance Improvement

Systema has hundreds of proprietary programs that have produced tangible, meaningful results for our clients. Our validated systems assure predictable, measurable performance improvement so that your sales organization is working with the right people doing the right things continuously improving and growing.

The Right People

Selection Tools

Are you hiring people with great potential by hiring only the best? Are the right people . . . doing the right things . . . in your sales organization? Is your selection process working?

Systema has a family of four autonomous employment tests within our "Hiring Suite" designed to meet all your pre-employment testing needs for field and office based sales professionals.

These tests are easy to administer and results are available immediately upon completion. Result reports can range from 2 to 15 pages with essential facts and in-depth information including suggested interview questions and tips on managing and training. Your selection of salespeople and sales managers for hiring and promotion will greatly improve with these powerful instruments.

Doing the Right Things

Performance Improvement Tools

In partnership with your sales management leadership, Systema will identify and correct the fundamental root causes of mediocre sales performance. We have successfully applied these techniques since 1969, empowering hundreds of leading companies to sell effectively against the new realities of the competitive marketplace. Our processes and programs are designed for experienced as well as new employees.

We work to:
  • Develop 'power' verbal skills in salespeople
  • Equip sales managers with effective coaching skills
  • Re-motivate experienced representatives and managers
  • Develop stronger and more productive relationships with clients and customers
  • Create a genuine and effective customer focus
  • Realign the sales organization to maximize leverage of currently available selling resources
  • Provide targeted, cost effective training
  • Enhance job satisfaction and morale through effective career management all Designed to Measurably Increase Sales Performance

No two sales organizations are exactly alike, therefore the concept of one size fits all training and development rarely works. Improving the sales organization effectiveness is a dynamic process.

Our library of competency development programs focus on developing the individual's skills using diagnostic tools to determine unique abilities and inabilities and provides different tools for different functional areas.

We gather feedback from those people who experience the behaviors of your reps, managers and leaders. For example, from reps we get feedback from customers, from managers their direct reports and leaders their management team.

We offer specialized workshops and clinics that provide on-the-job interpersonal and operational skills as well as self-study resources.

Often Enough

What interferes with doing the right things often enough? In many sales organizations it is the lack of a clearly defined sales process.

If performance is the issue in your sales organization, all the sales training in the world will not correct a poor sales process.

Sales process performance improvement is an enabler of growth.

Success in the next generation of sales training means a significant shift in strategy away from individual acts of heroism performed by sales reps and to an organization that views sales on a holistic basis. An end to end process involving every department from marketing to logistics to finance.

By approaching sales or the acquisition of business as a process rather than an event, sales management see things from their customers point of view.the best vantage point to win customer loyalty, respect and most importantly, their business.

Sales is the last frontier in business that has not been re-engineered.

Is sales a process?

With each salesperson doing it their own way, you know that it takes more than drive and ambition to be successful. But what makes Mary a top producer year after year? And how can you multiply the Marys in your organization.

Traditional quota systems focus only on the sales results of the sales people, but process based selling focuses on the process that leads to a sale and continues these steps beyond the sale..assuring more high quality sales by more people in a manner that can be tracked and followed and replicated!.

The traditional sales-rep as a warrior hero isn't going to cut it any more. Sales management needs a new way of thinking. Sales needs to be looked at as a process, not an event. An organized series of activities that together accomplish the desired result.

Identifying and defining the selling process that is working in your organization can assure you of a highly productive sales organization, better and more accurate forecasts and more satisfied customers with measurably fewer complaints.

Our business is different.

Of course it is! That's why it is important to learn what is constantly successful within your organization so everybody does it.not just the few who outperform all the others year after year year. Developing a formal selling process for your organization can streamline your company's ability to get sales predictably and efficiently. Find out how Systema can help you help your people do the right things to generate sales more often.

Systema has worked with behavioral measurement specialists (psychometricians) to develop a unique line of instruments that provide literally the 'game films' of a sales organization. We can help management answer these questions and more:

  • How does our sales force compare skill-wise with the competition?
  • Do our managers see our salespeople the same way our customers do?
  • Why is District A outselling District B by such a wide margin?
  • Are we doing well with the economic buyers compared to the feasibility and the user buyer?
  • How do our 10 year veterans compare with the new two year novices in sales effectiveness from the customer's perspective?
The person with the most information wins in the game of sales.

The answers to these questions and dozens more like them are available to you as a side benefit while your salespeople get a wake-up call from their best customers who tell your sales people exactly what areas they need to work on to improve their effectiveness.

Measurably Improve Sales Performance

With Systema products and services you can measurably improve the performance of your sales organization and at the same time:

  • Measurably increase field sales performance
  • Equip sales managers with effective coaching skills
  • Re-motivate experienced managers and representatives
  • Improve selection of salespeople and sales managers for hiring and promotion
  • Develop stronger and more productive relationships with clients and customers
  • Create a genuine and effective customer focus
  • Realign the sales organization to maximize leverage of currently available selling resources
  • Provide targeted, cost effective training
  • Enhance job satisfaction and more through effective career management

Our products and services are geared for driving improvement of influence and leadership skills in the work place, skills which management research has shown to produce measurable performance improvement.

In partnership with your sales management, Systema brings to the table a variety of proven tools that will identify and correct the fundamental root causes of mediocre sales performance. We have successfully applied these techniques for over three decades, empowering hundreds of leading companies to sell effectively against the new realities of the competitive market place.

Our Focus is on the Entire Organization Responsible for Sales Performance
Executive Leaders: Presidents and CEOs, Senior Vice Presidents
Sales Managers: Front-line Sales Managers
Managers: Those who influence, manage and coordinate relationships with distributors and dealers
Sales Professionals: Consultative business developers, major account representatives, territory representatives, pharmaceutical representatives (specific for the pharmaceutical industry)
Sales Support: Associates with non-supervisory responsibility
Coach/Trainer: Managers or trainers who focus on developing other's skills and professional maturity

Isn't it about time you determined just how effective your sales and management training is?
More information on what customers think of how your salespeople sell.

For information on Systema's sales management systems e-mail us at: systema@systema.com

Energizing Sales Performance World Wide Since 1969



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