| Pain Ladder |
| Alleviating pain is considered one of the more successful selling methodologies. The pain ladder refers to a formal listing of the pain that has been communicated by each of a salesperson's key contacts in an account. The pain ladder reflects the pain levels of the key players involved in the selling process. By understanding the "pain" at each level in the organization, a sales professional is able to strategize on the solution that most alleviates the pain that is being felt. |
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| Passion |
| Salespeople who have passion are said to have boundless enthusiasm for what they do, and for helping their customer succeed. Passion, properly channeled, can be a powerful selling behavior, as customers feel it and can be energized by it. |
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| Payback |
| Synonym for ROI - Return on Investment. Many organizations require well-defined payback for the investment being made. |
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| Performance Based Pay |
| In sales compensation, this term refers to the philosophy of paying incentives based on achieving predetermined levels of performance. |
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| Perquisite |
| A benefit tied to a specific job, e.g. a company car, expense accounts, etc. |
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| Persistence |
| Perhaps one of the most important competencies of a sales professional: the ability to keep working systematically and tirelessly to meet or exceed stated goals or until the goal is no longer likely attainable. |
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| Pipeline |
| A term used in sales to describe the opportunities that a sales professional is working on. Each item in the pipeline represents an opportunity. |
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| Plan Document |
| In sales compensation, the formal document that outlines the objectives and elements of a selling organization's compensation strategy. When done well, this document communicates the strategy of the company, and the rewards - both financial and non-financial - that will accrue when goals are met. This document also describes targets and compensable events and important details about compensation administration. |
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| Point of Entry |
| Top salespeople assess where the most logical place exists to begin a relationship with a customer. Often, this point presents the least difficulty in entry or it is a point where there is clear differentiated value. This entry point can be the springboard for deeper penetration of the account. |
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| Point of Gain |
| Slang term used in sales to describe the areas where the customer can most benefit from using your solution. While relieving "pain" is considered more powerful than promoting "gain," both play a powerful role in driving needs an organization desires to address. |
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| Point of Pain |
| Slang term used in sales to describe the areas where the customer is most being challenged. Finding the customer's Point of Pain is a powerful selling tactic as research concludes that a customer is more willing to act when there is a need to alleviate a problem. (See Pain Ladder) |
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| Point-of-View |
| An organization's outlook or philosophy on a given topic. Point of View documents (sometimes called white papers) can be powerful, as they describe your organization's position on a topic that may be of interest to your target customer. |
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| Position |
| The process used by a salesperson to open a call, or to introduce a new subject or direction during the call. Positioning is a powerful selling tactic as it sets the tone for the call, or for the subject that will be discussed. Superior salespeople plan and write down their first positioning statements carefully, to ensure the call begins positively and leads to an opportunity-shaping discussion. |
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| Post-Call Debrief |
| The process led by a Coach (or by a salesperson independently) to assess the outcome of a customer visit. This is also a time for the Coach to provide feedback on the things that went well during a call, and the areas where there are opportunities for improvement. |
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| Potential |
| A salesperson's assessment, in dollars, units and / or relationship, of doing business with a particular customer. |
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| Pre-Approach |
| Term used to describe those activities a sales professional completes prior to making contact with a customer. These include researching the customer's business, assessing if competition is currently entrenched, determining the point of entry with the most potential, completing a pre-call plan worksheet, etc. |
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| Pre-Call Briefing |
| The process led by a Coach and involving the salesperson in order to strategize for a call, define desired objectives, prepare must answer questions, and build positive moment for the discussion with the customer. |
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| Pre-call Notes |
| Notes taken by the salesperson during pre-call research that will be used to prepare an effective opening statement, and to strategize for the call. |
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| Pre-Call Plan |
| The salesperson's written description of: the objectives for the call, the key questions that will be asked during the call, and the strategy that will be taken in order to move the sales cycle forward. |
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| Pricing Practices |
| The methods and strategies an organization uses to price their products and services in the marketplace. |
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| Pro-Forma |
| Refers to the process of preparing a hypothetical income statement for a customer, based on a given set of assumptions. For example, a sales professional may prepare a pro-forma of revenues anticipated as a result of the solution being accepted, and compare that to the costs being incurred. |
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| Probability |
| The likelihood that a given event will occur. In defining the sales pipeline, probability is the number conveying the likelihood that a specific sale will occur. It is typically expressed as a percentage between 10% and 100%. |
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| Problem Analysis |
| The process of examining the symptoms, conditions, and possible causes of a problem in order to define alternatives for possible resolution. Problem analysis is a critical skill of all superior salespeople. |
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| Process |
| A series of steps bringing about a desired result. In sales, process refers to the clearly defined steps an organization or a salesperson takes to initiate and secure business and satisfy customer requirements. |
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| Process Continues |
| Term referred to an outcome of a sales call where next steps have been defined at a high level. In other words, while no commitment has been made in this type of situation, the customer is willing to explore further. |
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| Product Lifecycle |
| The stages of a product's life. In marketing, four stages are considered standard in a product's lifecycle: Introduction, Growth, Maturity and Decline. Understanding where a product is in its lifecycle can help the selling organization better define the strategy it might take in selling the product or service in the market. |
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| Product Portfolio |
| The set of all products and services a company offers to its customers. |
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| Project Management |
| The science and discipline of planning, organizing, overseeing, managing and tracking projects in an organization. Project Management can be a simple or a sophisticated process to help implement systematic change in an organization. "Farmer" sales professionals who become proficient at effective project management can be seen as valuable business allies by their customers. |
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| Prominence |
| In sales compensation design, this refers to the level of influence a salesperson has in the sales process. A sales process where the salesperson has high prominence reflects a situation where a decision is made often due to the salesperson's characteristics or persuasiveness. |
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| Proof |
| The validation of a statement or claim made by a salesperson. Typically, proof that is offered includes testimonials, results of independent tests, and in some cases, actual demonstration of the claim being made. |
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| Proposal |
| An offer that is made, both verbally and in written form, between the selling organization and the customer organization in order to initiate business activity. |
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| Prospect |
| A potential buyer or customer for your products and / or services. |
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| Prospecting |
| The process of searching for and finding qualified customers for your product or service. |
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| Push-Back |
| Sales slang for feedback from a customer challenging or rejecting an idea or recommendation made. |
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