Working method

The definition of insanity is to expect different results and doing the same thing every day....

THE XSELL METHOD

Our method is based on a maximum output/yield: about performance for each one. In order to achieve maximum efficiency and to continue on the highest level we take the following steps:

1. Evaluate The Sales Force – The Journey to Sales Mastership starts with an evaluation of the total sales force. Better performance is a wonderful starting point. In order to really realize this, a response to the following question is necessary: better than what?

2. Raise Expectations - From there, goals are tightened. There is no room for 'mediocrity'. Better performance starts with higher goals. And not the other way around.

3. Recruit A-Players – From the previous two deliveries profiles of the vendors who deliver overperformance are compiled: A-Players. To the extent of which not all are present they can be found in  the market.

4. Begin Development – Maximum output asks for development. Here we have the following principles:

• Tailor – Development is mainly focused on the development of the individual – secondary on the individual who functions in a homogeneous team 
• Integrate – Development is not a five day course – it is a continuous process 
• Enable – Development is a primary task of the Sales Manager – depending on external parties doesn’t offer a basis of continuity

5. Hold Everyone Accountable - Everyone is accountable for customers, turnover, profit, commitment, increase, development. Back to simplicity: simple systematics and constructive reflection.