Sales Programs & Training Workshops

All the products and services below can be customised to your specific needs.

We are independent flexible coaches, not a franchise. Just tell us what you really want and we can make it happen.

2 Day Sales Training Workshop

  • Investment: $440/ day / person
  • Group size: Up to 20 participants max.

What you will learn

This workshop will be for your business / practice if you want to:

  1. Improve the trust you have with your clients.
  2. Increase the margins on your sales.
  3. Broaden your customer base.
  4. Build relationships higher up in the customer organisation.
  5. Be more comfortable with calling new potential customers.
  6. Reduce the reliance on proposals.
  7. Increase your proposal success rate.

It is based on the global best-selling book, “Smarter Selling” by Keith Dugdale and David Lambert.

It covers:

  1. How to open conversations in a way that helps the customer want to be talking to you.
  2. How to ask questions in a way which builds trust.
  3. How to adapt your behaviour to that of your customer in order to be easier to work with.
  4. How to vary your conversation between detail and big picture.
  5. How to keep the relationship improving between conversations.

Sales Coaching – Individual Sales Team Member

  • Investment: 7 for 6 , 14 for 12
  • Group size: Up to 20 participants

Description of Services

The sales persons tools and success routines are reviewed to identify what proportion of time is spent on sales generating activities versus non-productive activities.

In terms of sales behaviours, a target list of improvements is identified prior to coaching by reflection.

Coaching by reflection involves talking to the salesperson about their best and worst sales calls with clients and then analysing the story of the call.

• The best stories are the “extremes”—The best stories for these debriefing sessions should be “extremes”, either positive (major successes) or negatives (wrong actions, confusion or discomfort).

• Limit the story—We focus on the one skill the salesperson was working on applying in that particular interaction.

• Focus on outcomes—What outcomes did the salesperson achieve in the interaction?

• Reactions—How did the customer react to salesperson’s approach?

• The “anti-script” story—If the skill salesperson planned to work on didn’t present exactly as expected in the customer meeting, then talk about how you prepared for it.

Benefits:

  • Self-confidence.
  • Tailored development plan.
  • Identification strengths and weaknesses
  • Increase sales and achievement of quotas.

In a recent study by the Sales Executive Council (SEC), companies were surveyed to determine the relative impact of effective coaching on A, B and C performers. The study clearly indicated coaching offers greater value when targeted specifically at the B players, or “core performers”—those who show ability but have unrealized potential. In fact, the study indicated that you can expect to see a 17% or greater improvement in productivity and revenue from your B and C players when consistently coached.

Sales Program Development

  • 4 strategic areas – 23 elements
  • Investment: 7 for 6 , 14 for 12

Description of Services

23 element sales program is focused around four strategic themes.

 

  1. Strategy and customer management: it includes things like customer segmentation, account planning, channel optimisation, sales strategy and culture.
  2. Process and productivity which includes things like sales productivity, sales tools and customer call planning.
  3. Sales talent management which includes sales job design, hiring induction, training, performance management and coaching.
  4. Metrics and rewards:  recognising and rewarding high achievers, setting challenging yet fair goals, incentive schemes and business metrics.

Benefits are:

  • Clarify your vision for the sales team.
  • Determine the correct level of sales support and resources for your business.
  • Provide an estimate for the sales force cost and required sales to add additional sales members.
  • Increase profitability through serving the most profitable clients was not wasting time on customers best served by others.
  • Establishment of sales force metrics.
  • Establishment of sales team member performance management systems.