what we do
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We help companies increase sales through individualized sales coaching and training. Sales Coaching & Training A three-month individualized coach & training program that integrates a comprehensive sales assessment, targeted training activities, real-world application and one-on-one coaching. Our unique approach to sales development utilizes various learning tools that make training and developing salespeople easier, better and more cost effective. This program can be delivered to one salesperson or your entire sales force. Sales Leadership Coaching & Training We believe the greatest leverage point for sales effectiveness is its leaders. This three-month coach & training program recognizes that all sales leaders are unique and have unique talents, challenges and opportunities. We begin with an individual assessment that measures the sales manager’s leadership style and cognitive make-up. We then work with the leader to understand the business strategy and his/her objectives. With this as context, we jointly create qualitative and quantitative goals for our work together that will stretch over a 3-month period. When we are contracted to work with several sales leaders, we incorporate group sessions that facilitate the sharing of best practices, and create common and complimentary management disciplines. Sales Management Coaching & Training We coach sales managers to coach & train their sales people. We provide the critical assessments, frameworks, individual learning roadmaps and applicable training modules. Training plans include self-paced and technology-supported learning activities. Entry-level Coaching & Training Our significant experience delivering classroom sales training to entry-level audiences is that they often do not have the context to fully appreciate the importance of sales training until they are actually on the line. Delivering the training through our coach & training program and wrapping it around real client situations -- will help them to recognize their strengths and vulnerabilities and to develop powerful habits early in their careers. Client Team Coaching & Training A three-month coach & training experience for an intact team. The program begins with individual and team assessments and goal setting. It incorporates coaching, self-study, teamwork and application assignments that address the unique strengths and challenges of the team. Individual Coaching & Training If an organization has a need to train a single salesperson, we will deliver our coach & train program to that individual. The curriculum and approach is the same as the one designed for a sales force but it excludes share groups. Sales Presentations Coaching This is real-time, just-in-time coaching on an upcoming presentation. We work with the sales person and/or team on the overall approach, materials, presentation style and skills to make the presentation polished, professional and aligned with client needs. Live Deal Coaching When a salesperson has a large or important deal pending, we can provide coaching to him or her individually, or to an entire team. Shadowing and Feedback (face-to-face or telephone) In the field or over the phone, we observe calls and provide first-hand feedback and coaching to salespeople. Consulting Services Creating effective sales environments and infrastructures is part of the formula for sales success. We assess and address issues such as sales performance measurement and management, sales hiring and development profiling. Our experienced sales coaches each bring with them over 20 years of sales and sales management experience. This rich and varied pool of talent allows us to provide content and coaching on all aspects of sales effectiveness: Sales • Prospecting and Lead Generation Sales Leadership • Coaching, developing and motivating others Knowing precisely what a salesperson needs to be more effective is the key to providing coaching and training that is both effective and focused. Using a comprehensive 360° web-based tool, participants receive feedback from managers, peers, and if appropriate clients and intermediaries. They rate the salesperson against proven sales competencies (that can be customized to an organization) that measure: • Selling skills and behaviors We create a development plan based on the assessment. We also provide guidance to the sales person’s manager on critical motivators for success. Representative Client Experience ABN/AMRO articles Raising the Bar on Sales Training: Changing a Salesperson's Default Mode How to combat a culture of excuses and promote accountability
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