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Who For?
Sales and marketing directors, managers and sales people.
Useful for anyone who has become customer-facing due to a
change in
role, or who would find negotiation skills useful.
The
Issues
Sales directors and managers are generally great sales people,
who would make more money by doing less selling and instead
creating a climate where they get the most out of the differing
requirements of their team. Sales
people
often have hidden blocks, which even the best sales managers
cannot seem to shift.
Negotiation takes place all the time. It is the art of persuasion
and follow-through to deliver outcomes and it is also
important that relationships are improved in the process. Yes,
it is possible
to have both at the same time.
Whatever the role, building and maintaining relationships internally
and externally is essential. If an individual has a significant
customer-facing role and has risen through an area of expertise,
then sales coaching can very quickly give the skills needed to
complete deals.
The Coach
We have a specialist group of highly trained coaches who come
from a successful sales or entrepreneurial background. They
are people who have a passion for sales and enjoy using coaching
techniques to create considerable performance improvements
very quickly indeed.
The Coaching
We have found that great sales people are either stronger at
relationships or stronger at organisation. In the majority
of cases, they benefit from improving both. Personal coaching to develop and implement a personal time
management and database management process can greatly improve
their performance.
If sales people merely attend a course, they often do not implement
what they have learnt. By receiving individual coaching and teaching,
they gain the habit of organising themselves with immediate results.
During a time management coaching session, one client realised that he had forgotton to send an email regarding a large
deal. He ran out of the session for a few minutes to send the
mail,
which resulted in a completed sale and thus paid for the coaching
many times over.
In other cases, sales people find the continuing rejection either eats into their confidence or makes
them angry. Here, using the same visualisation
techniques used by top sports people, sales people can learn
to optimise their personal “state” and create the
relationships which are essential for business success.
Summary
Sales coaching creates fast results. Focusing on presentation
and organisational skills results in increased performance and
revenue.
Teaching
sales managers how to coach leads to well motivated sales
people who get the support or space they require as
individuals to excel in their job.
When sales people
use coaching skills themselves, it
enables them to deal more effectively
with customers and bring in new business.
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