Sales people often think that Procurement Agents only care about price. Not true! There are four things they are analyzing. Listen to this episode of the Sales Management Minute to learn how to align your sales strategy with the evaluation process of Procurement Agents.
People regularly ask me to share with them the best sales training program I’ve ever taken. They’re always surprised by the response. It wasn’t Miller Heiman, SPIN or Sandler. It was procurement training.
I had the opportunity to participate in a training session with procurement agents as they were learning how to effectively buy from salespeople! I felt like a spy sitting in on the secret planning of a mission. Interestingly, the group was not being taught how to be deceptive or dishonest, nor were they taught to buy cheap. They were taught to buy quality and a four-step criteria to assess a potential supplier’s quality systems. Here are the four:
1. What investment has the company made to continue to innovate new offerings?
This shows that they will be a leader tomorrow and today.
2. What is the company’s commitment to developing the skills of their employees?
Training leads to better performing employees with long tenures.
3. How are metrics used to improve performance?
Top performing businesses use metrics to analyze performance and make changes as needed.
4. Using client feedback to improve operations.
Industry leaders use client feedback to refine their delivery model.
Keep these four evaluation areas in mind the next time you are participating in a formal buying process to position your company to win the account.
See you next time on the Sales Management Minute.
Author: Lee B. Salz
Lee B. Salz is a leading sales management strategist specializing in helping companies build scalable, high-performance sales organizations through hiring the right salespeople, effectively onboarding them, and aligning their sales activities with business objectives through process, metrics and compensation. He is the Founder and CEO of Sales Architects, Business Expert Webinars and The Revenue Accelerator. Lee has authored several books including award-winning, best-seller “Hire Right, Higher Profits.” He is a results-driven sales management consultant and a passionate, dynamic speaker . Lee can be reached at lsalz@SalesArchitects.net or 763.416.4321.