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Are you getting the sales results you want and need?
Transform your sales managers and their teams into people who listen more than they talk, learn instead of pitch, and accept responsibility instead of blaming circumstances. Generate greater value, faster pipelines, and more certain deals while selling in a way that everyone can be proud of.
Are you getting the sales results you want and need? You’ve probably tried everything you know how to do to change things, but it just isn’t improving. You may have any or several of the following problems:
o Your sales team always falls short of your target or forecast
o Deals stuck in the pipeline and “sure deals” that your team loses
o Deal sizes that are smaller than they should be
o Poor morale and/or work habits on the sales team
o Low closing rates or low win rates on RFPs
o Salespeople are failing to develop into performers
o Frustrated sales managers who are looking for a fresh perspective
We can help you figure it out. Diagnosing sales problems is what we live for. Once we objectively diagnose it you can confidently build a sales plan that will fix it. And we can help you with the fixing too.
Option 1: Transforming Sales Results
A customized change program for sales, sales management, and sales leadership to level up their ability to transform their sales results.
Most sales training provides a sales team with conventional sales tips, tricks, and techniques. They may work for a while, or in certain situations, but inevitably they fade as salespeople default back to their old ways. Indicators a sales team may be struggling include:
o Not listening enough and pitching too quickly in the selling process
o Misdiagnosing or mis-selling, leading to clients’ disappointment with the product or service delivery
o Feeling undue stress and pressure to hit high targets
o Difficulty in “bouncing back” from rejection or lost deals
o Pushing too hard for the close (or not pushing at all)
o Inability to handle customer objections
o Repeating the same mistakes
Few salespeople understand how to truly engage with customers in a way that sets them apart from the competition. Instead of pitching, salespeople must learn to stand out by listening deeply to customer problems and what those problems are costing them. This is the foundation of building trust and the customer’s ability to make the best possible buying decision.
However, getting salespeople to sell in this way requires more than just training – it requires a transformation – in the way they think, the way they work, and the way they sell to customers.
Option 2: Build Sales Managers Who Build Your Business
A course for all levels of sales management to learn how to develop salespeople and transform sales performance.
Sales managers are pivotal players in driving sales performance. Unfortunately, the development of sales management capability is often overlooked due to the faulty assumption that good salespeople should naturally make good sales managers.
This is a costly assumption because sales management skills are very different from selling skills. While good salespeople can become good sales managers, to do so, they must rewire their thinking and act differently. Without training, sales managers are left to their own devices to learn by trial and error. Indicators that sales manager ability is falling short:
o Overall sales results that fall short of targets and forecasts
o Higher than normal underperformance and sales force churn
o HR reports of undue pressure being exerted on the sales team
o PIPs that almost always end in termination
o Deals that get stuck in the pipeline or that shrink in size
o Sales managers who spend more time facing internally than externally
o Salespeople dependent upon their sales manager to close the sale
o Salespeople who never seem to improve
o One or two top performers where the rest of the team languish
Option 1: “Feeding the Fire”
(Approximately 60 Minutes)
Instilling self-motivation, confidence, commitment, maintaining a positive and possibility mindset, and stoking deep desire in your selling and managing. Sales performance is greatly impacted by the motivation of a sales team.
Scott Roy, Co-founder and CEO
If their collective attitude is rock-solid and full of possibility, great things can happen. Participants leave the keynote motivated, equipped with a heightened awareness of attitude and a strengthened sense of control. They learn a simple skill to raise their attitude when it sinks, and adopt a common language within the team and organization that makes it easy to talk about and support each other. There’s a sense of self understanding, connection with others, and understanding that managing one’s attitude is a personal responsibility.
Option 2: “Pitch Less, Sell More: Transform Your Sales Results”
(Approximately 60 Minutes)
Improving your competence – the skill of selling and distinguishing yourself by applying a problem-led selling approach.
Having the best product or service on the market is only a fleeting advantage before the competition catches up. Increasingly, companies are realizing that the relationship built by the sales team is the single greatest factor in winning and retaining clients. The impact of this keynote on salespeople and managers is deeper insight into the importance of listening and learning about customer problems and how it generates greater interest and trust in the buyer. Salespeople and sales managers will be able to build on this powerful experience to begin creating higher quality and more memorable engagement with customers.
Option 3: “Unblocking Your Own Performance:
Self-management for Top Sales Results”
(Approximately 60 Minutes)
Aiming and refocusing, self-management, self-discipline are required to doing the right things at the right time with the right people, to bring maximum efficiency to the sales effort.
Salespeople excel when they do the right things at the right time with the right people. The impact of the keynote is to get salespeople to take stock of how they organize themselves, how effective they plan and set objectives to accomplish goals, and how they can deal with outside demands that waste their time. The intended outcome is to give control back to attendees, to realize they oversee themselves and their time unless they surrender it to others. They renew their focus on goals and objectives, recommit to their targets, and take full responsibility for their performance.
Option 4: “Growing Sales Champions”
(Approximately 60 Minutes)
Developing salespeople into performers is very challenging, being good at sales doesn’t have a direct translation into being good at sales management, sales managers need to develop sensitivity around how to diagnose problems accurately and what actions to take.
Sales managers will leave this keynote with fresh insights and a new perspective of how and why they can develop their people. It will dispel myths around sales performance improvement and provide tools to discern and diagnose problems that must be addressed in each of their people to improve their performance. But its greatest value is in helping managers become reinspired in their work, accept full responsibility, and commit to developing their people.
*Every keynote includes consultation with your company
in order to customize to your specific needs.
Train-the-Trainer engagements are also available for companies that are interested in building their internal capacity to deliver the sales and sales management training we’ve designed for them. It typically includes initial sales and management training delivery as outlined above, with a TTT add-on to build master trainers within the organization.