Sales Force One

Coaching Executives to Excellence

Senior Executives and Sales Leaders hire me to dramatically increase the effectiveness of their sales organizations…  Particularly when it comes to developing new business and managing the Sales Team.  

 

I’m usually brought in when…

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Companies are looking to take their sales attack to a new level and they are seeking an infusion of energy, focus and intensity, along with very practical and actionable coaching.

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Sales results are not what they should be or the sales team is not firing on all cylinders.

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Companies turn to me for help when they are facing any number of the following

Sales Problems...

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Leadership Problems:

• Sales Team isn't energized or engaged

• Individuals are complacent or complaining, avoid being accountable

• Don't have well thought out or written business plans

• Lacking a healthy "Sales Culture" - not having a whole lot of fun

• People are not acting like leaders or taking responsibility for results

• Sales Management just looking for some help and fresh ideas

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Talent Problems:

• Not sure they've got the right players in the right positions

• Frustrated that certain players perpetually under-perform

• Tired of Costly "bad hires"

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New Business Development Problems:

• Individuals that either can't or won't prospect for new business

• Don't have a clearly defined list of target prospects; not sure how to select or where to find the right prospects

• Sales people can't articulate a succinct, compelling Sales Story that captures attention or justifies the company's premium position and pricing

• Not using the Telephone effectively; unable to secure enough meetings

• Poorly structured and self-focused Sales Calls; lacking probing skills to uncover pain and opportunity

• Salespeople are "Prisoners of Hope" to a few big deals or a stale pipeline and are not working the process to generate new activity

• Inordinate amount of time spent babysitting pet accounts or playing corporate ambassador at the expense of proactively attacking new business

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Sales Force One exists to solve Sales Problems and Drive Sales Increases for our Clients

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We work with chief executives, sales managers, and sales teams to help build momentum and create lift in their sales organizations by focusing in three areas that have tremendous impact on sales performance and excellence: Leadership, Talent, New Business Development

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Leadership Coaching Modules:

• Sales Management. Simplified.

• Trusted Advisor, a sounding board for "C" levels

• Essentials of Sales Management - Workbook

• Sales Reports:

  • The Sales Scorecard

  • The Pipeline

• Business Plans - building the template, writing, presenting individual plans

• 5 Dysfunctions of a Team (adapted from Lencioni)

• Value Added Customer Service (adapted from Reilly)

• Encouraging the Heart - Pre-celebration of Success

• Executive Team Retreats:  SWOT.  Action Plans.

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Talent Coaching Modules:

• DISC Assessment:  Know Thyself.  Blending & Adapting to Others

• Share with Others.  Emotional Intelligence and Awareness

• 1:1 Sales Management Coaching

• 1:1 In the Field Sales Coaching:  Subjective Talent Feedback & Growth

• Playing to a person’s individual’s strengths & natural giftedness

• Talent Selection and recognizing styles & adapting to thrive

• Getting the Right Players in the Right Position

• Coaching Players who Perpetually Under-perform

• Helping you avoid the costly “bad hires”

 

New Business Development Coaching Modules:

• New Business Driver Overview:  A to Z New Business Development Process

• Building & Sharpening the Story (Pains, Offerings, Differentiators… Case Studies)

• Target Prospects, Prospect Selection & Segmentation:  Clearly defined list of 

• Proactive Telephone Calls (Mindset, Technique, Outlines, Voicemail)

• Utilizing the Social Networks effectively

• The Initial Sales Call:  (Structure, Power Statements, Probing for Pain, 

Sharing Solutions, Determining Fit, Defining Next Steps).

• Creating the Plan of Action, Putting it all together.

• Truth from the Field:  Why Salespeople Fail at New Business Development

• Teaching Behaviors & Attitudes of the Best

• Creating a Targeted Sales Campaign:  Annual New Business Blitz

• “It’s all About Them” – being “others-centered/customer-focused” in Sales

• Develop Probing skills to uncover pain and opportunity

• How to Capture the Attention of Prospects & Justify our Value Proposition

• Identifying Poorly structured and self-focused Sales Calls

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