The reason our sales team has been so successful is partly because of the AXIOM Process that we implement on a day to day basis. We've also been very fortunate to have very skilled/motivated sales professionals who embraced the process and saw their potential to increase to the point that they were the only ones that could hold themselves back. Excellent Sales Process + Excellent Sales People = Infinite Sales Potential.
…I feel like you work for PMC and have a vested interest to see PMC succeed.
As a Salesperson, The AXIOM process revolutionized my telemarketing/prospecting approach. Simply put, it's the BEST sales process I have ever seen. As a Sales Manager, it has allowed me to better understand EVERY deal that my reps forecast to me, which allows me to forecast only those deals upstream with a high degree of confidence and accuracy. I have watched our closing ratios and overall sales proficiency skyrocket since implementing this Sales Process. I can prove it with my team's rep participation (currently 6 of 7 at/above 100% YTD) with our productivity per rep among the highest in the country, and our cancel rate among the lowest in the company, and well below the national average. In my opinion, everyone should be teaching this AXIOM Sales Process, and everyone should be selling this way.
After 8 years sitting in front of prospects and customers, I've learned more through AXIOM Training than my entire previous work experience. Although the benefits of AXIOM seem readily apparent at the time of training, the true effectiveness is experienced over time through application of the process. This training not only allows you to focus on, but helps you develop an understanding of customer's true business drivers from the 30,000 foot view down to a very granular level. The beauty is it's effectiveness at all levels. If you apply just one principle, you will gain sales proficiency. If you invest in the concept and adopt the entire philosophy, you will without a doubt be on your way to #1.
The impact in my life that this process has made is amazing. I have been in a sales-related position for 12 years now and never before have I been so positively impacted by a sales training/process. The AXIOM Training process has taught me to better qualify potential clients and maintain control of the entire sales cycle until the closing. I will continue to strive to strengthen my sales skills by using this process in all aspects of my life both professional and personal.
The basic framework of the AXIOM Process has allowed me to establish a clear process to selling with the flexibility to navigate any conversation. As a result of practice and consistent implementation, I have been able measure my results and therefore know where I need to improve. Without a doubt, I am a better sales professional as a direct result of learning the AXIOM Process.