Sales presentations 'should not be taken for granted'

Executives may wish to bring in the expertise of a sales consultancy to help staff understand that getting the basics right is absolutely crucial and taking things for granted will see them come a cropper.

Sales trainer, speaker and author Kelley Robertson wrote on the Fearless Selling blog that some sales professionals may have made the same or similar presentations 30 times or more and believe that there is no need to practice or evaluate its effectiveness.

However, taking just a few minutes to practice and polish a presentation, even if it is for a small sale, is vital in presenting a professional image to the client.

"A few minutes of rehearsal time can make a significant impact on the effectiveness of your presentation. Prospects and customers judge everything you do and if your presentation is not finely-tuned, you could lose business to a competitor who is better prepared," Mr Anderson added.

A sales consultancy could provide expert guidance in this area and also help sales professionals spring clean their approach to selling.

Colleen Francis, writing on the Engage Selling Solutions blog, said that many firms have failed to adapt to the new economic environment and this is hindering their success.