Sales Coaching Modules | Sales Force One

Sales Force One

Coaching Modules/Content

Leveraging individual strengths, minimizing weaknesses, understanding opportunities and identifying potential threats (in order to customize the remaining modules). Where we are… Where we want to be.

BUSINESS PLANS

Defining written goals and the amount of weekly activity necessary to achieving them. Selling more by completing and following a customized plan of attack. Have a plan for developing your top people and hold them accountable.

FIELD WORK

Evaluating and Rating Sales Staff. ABC Ranking System, Sales Score Card and Pipeline Reports, Client Feedback. Blending and adapting your style to others in order to thrive. Adapting how you sell to different types of people.

SALES METHODOLOGY

New Sales Simplified! Sales Management Simplified.

Books. Workbooks. Videos. How to work it. Get comfortable with being uncomfortable. (Feature/Benefit Selling died in the 1980’s.) Focus on Selling Outcomes and Solutions.

SMELL THE MONEY

Why Salespeople fail at New Business Development, Behaviors and Attitudes of the Best. Find Pain first… $ last. Listening, probing and closing techniques. Not “Are you the Decision Maker?” but “What’s the Sales Process?” What’s the cost of not solving this problem?”

THE POWER PAGE

Creating a one page high power document stating who you are and what you offer. Elevator Speech – Power Statement, Pains Solved, Offerings, Differentiators, Primary Objections, Value Proposition

ROLE PLAY

Improving key selling skills with honest feedback from the experts designed to boost your confidence and skills. Presentations are highly overrated! Provoke. Ask questions. Earn Respect.

THE SECRET SAUCE:
CULTURE

Know where we are, Know where we are Going, Trust Management, Helping to Plan, Overcoming Obstacles, Creative Solutions, Brainstorming, , no hidden agendas. Shared attitudes, values, goals and practices, fun!

Face-to-Face

MEETINGS

Get the Meeting!!! Networking, cold calling, voice mail, and letter techniques.

1:1 Sales management coaching. 1:1 Field Sales Coaching, Subjective talent assessment.

IDEAL CLIENT PROFILE

Developing and qualifying a list of high value target prospects. Prospect Selection and Segmentation. How to Determine Fit.

EFFECTIVE SALES MEETINGS

The Sales Manager’s Role. The CEO’s Role. Things to look for: Accountability, Ideas, Success Stories, Case Studies, Competitive Knowledge, Transparent, Blunt,

Helpful & Healthy.

CONTENT

MARKETING

Build your target lists. Use of Social Networks. Coordination with marketing efforts, collateral materials and advertising, events.

DISC ASSESSMENTS

Individual Test Results. Review with Management. Knowing what motivates you and learning your unique selling style. The power of Emotional Intelligence Awareness. Know how to use DISC & Values to better understand your own communication style. Know how to apply DISC and Values to hire, develop and retain talent. Build a team of Hunters. Applying Science to the Sales Process. The Unfair Advantage.

THE SALES FUNNEL

"FEED THE BEAST"

Leads, Target List of 20-40, Opportunity(s) Defined (Pipeline). SOW signed! An Active Client. A new Prospect. Forecasting current and projected sales in a robust pipeline report. What’s the next step? Creating new opportunities that are move forward. Time kills all deals.

ON-BOARDING NEW HIRES

Multiple screening interviews, Shadow Existing Reps, Delivery vs. Sales Role, How to Prospect, Power Page, CRM, Role Play, Write a Business plan, Networking, CEO’s role – open thinking, collaboration; Sales Methodology, Understanding the Comp plan, Company Values, Creating Proposals. We are on a journey, not an overnight trip.

THE NEW BUSINESS DRIVER

A to Z New Business Development process. Steps 1 – 5: Power Statements, Anti-Freeze Letters, Initial Sales Calls, Closing Techniques. Building and Sharpening the story (P.O.D.)… Case Studies. Proactive telephone calls. Social Networks. Probing for Pains. Asking more questions. It’s all about them. Listening and closing techniques. Sharing Solutions, Determining Fit. Building your personal brand. Becoming the CEO of your own territory.

“If you can’t explain it simply, you don’t understand it well enough.”

Albert Einstein