Sales Coaching to Drive Success – Shifting the Bell Curve to Create More Top Performers

 

Description:                                  

Research continues to confirm that the most impactful interventions to improve the performance of a seller is ongoing coaching.  Designed to fill a major gap that exists in many sales organizations today,  sales coaching provides a practical and disciplined approach designed to reinforce consultative sales principles, methods and tools at each stage in the selling process.  

 

Performance Impact:               

Reduced sales attrition, enhanced sales skills, improved win rates, quota attainment, win new business, differentiated competitive positioning, differentiated value propositions, improved relationship with key decision maker & influencers, improved understanding of decision criteria, improved political alignment and create timely pursuit momentum, effective use of sales resources, more disciplined deal selection & qualification.

 

Key Deliverables:                       

Customized coaching on a regular cadence that includes - 

• Skills development

• Deal coaching

• Career development & counseling

• Pipeline coaching

• Sales Methodology & Process 

• Leadership development

 

 

How to Communicate Effectively with CXO’s – Understanding What’s Important to a CXO

 

Description:                                   

This gap continues to get bigger when it comes to sellers who are capable of communicating effectively with CXO’s.  This workshop is designed to fill that gap by understanding CXO roles & responsibilities, developing in-depth profiles, understanding what’s important to a CXO (business & personal agendas) and how to construct an effective well written letter.

 

Performance Impact:               

Win new business, access the CXO suite, developed & applied thought leadership, improved relationship with key decision maker & influencers, improved understanding of decision criteria, and improved political alignment.

 

Key Deliverables:                       

Framework to communicate with CXO’s that includes:   

• Roles & Responsibilities definitions for target CXO’s (CEO, CFO, COO, CIO and CSO)*

• In-depth profiles for target CXO’s

• CXO Letter Template

• Construct Actual Letters to target CXO’s

 

*Selection of target CXO’s roles are customized according to the needs of each client

 

 

Basic Financial Acumen Workshop - How to Engage at the CXO Level 

 

Description:                                   

Designed to fill one of the most glaring knowledge gaps that sellers have today…basic financial acumen.  Without it, gaining and sustaining access to the executive suite to generate new opportunities is virtually impossible.  

 

Performance Impact:               

Create proactive opportunities,financial skill development, gain access to the CXO suite, win new business, differentiated competitive positioning, differentiated value propositions, more disciplined deal selection & qualification.

 

Key Deliverables:                       

Includes the following – 

• Understanding basic financial terms 

• How to read an annual report

• How to read a 10Q report

• Understanding the balance sheet basics

• Understanding the cash flow statement basics

• Sources of value creation

• What’s important to CXO’s

 

 

Understanding Common Commercial Constructs Workshop – Acquiring Profitable Clients

 

Description:                                   

Designed to fill a knowledge gap that more than 70% of sellers have today due to a lack of sales and/or deal experience.   Having a keen understanding of a client’s financial needs can help your company position the right commercial construct at the right time with the right audience to lay the financial foundation for a mutually profitable, long-term relationship.

 

Performance Impact:               

Acquire profitable clients,increased client lifetime value,improved win rates, differentiated competitive positioning, differentiated value propositions, more disciplined deal selection & qualification.

 

Key Deliverables:                       

Includes the following –

• How develop a keen understanding of a client’s financial situation and needs

• Six (6) different commercial constructs

• How and when to position a commercial construct with the client

 

 

Understanding Standard Contractual Terms and Conditions (T&C’s) Workshop – Acquiring Profitable Clients

 

Description:                                   

Designed to fill a significant knowledge gap that non-top performer sellers have today due to a lack of deal and contractual negotiation experience.   Understanding and pre-positioning your company’s terms & conditions at the appropriate phase in the buying process can reveal potential deal breakers sooner rather than later mitigating pursuit expenses and answering the question “can we win”.

 

Performance Impact:               

Acquire profitable clients, improved win rates, maximized client acquisition/pursuit costs, differentiated competitive positioning, differentiated value propositions, more disciplined deal selection & qualification, improved relationship with key decision maker & influencers, improved understanding of decision criteria, improved political alignment and create timely pursuit momentum

 

Key Deliverables:                       

Includes the following –

• Understanding T&C’s basics

• Understanding what’s negotiable and not negotiable

• Understanding the business side of T&C’s

• Defining your company’s T&C’s limits

 

 

Preparing for Important Client Meetings Workshop – Planning & Preparing to Succeed

 

Description:                                   

Experience has shown that during every sales cycle there are a least 3-6 critical client meetingsthat significantly influence the outcome of winning or losing a deal. Experience has also shown there are very few sellers that recognize the difference, importance and significance of these critical meetings.  This workshop is designed to help sales teams identify when these meetings typically occur and how to prepare for them.

 

Performance Impact:               

Advance to next phase in the buying cycle,build trust with the client,gain insights from the client, uncover competitive information, improved understanding of decision making process & key decision criteria, improved relationship with key decision maker & influencers, improved political alignment and create timely pursuit momentum

 

Key Deliverables:                       

Includes the following - 

• Client Meeting Plan template

• Client Meeting Plan reference guide

• Guidance with preparing & executing the Client Meeting Plan 

• Mock meeting simulation

• Coaching Pre-Post meeting

 

 

Understanding Client Politics Workshop - How to Identify and Influence Client Politics

 

Description:                                   

Client politics is like the air, it’s all around you but you can’t see it.  As deals get larger, more complex and cross both organizational & geographic boundaries client politics intensify.  The key is understanding how to politically maneuver with integrity and add value to key stakeholders throughout the buying process.

 

Performance Impact:               

Build trust with key stakeholders,gain insights from the client, uncover competitive information, improved understanding of decision making process & key decision criteria,improved relationship with key decision maker & influencers and improved political alignment, gain understanding of key stakeholders ambitions, business & personal agendas

 

Key Deliverables:                       

Includes the following - 

• Building Comprehensive Profiles for Key Stakeholders

• Understanding Role, Responsibilities, Goals and Ambitions of Key Stakeholders

• Mapping the political & relational landscape

• Building political & relational plans for key stakeholders

• Coaching

 

 

Sales Professionalism Workshop – Generating Value that Endures

 

Description:                                   

According to feedback from CXO’s,the gapcontinues to widen when it comes to sales professionalism.  How a seller sells is one of the most important differentiatiors that distinguishes a top performing sales professionals from a sales order taker just passing through the sales organization.

 

Performance Impact:               

Achieve trusted advisor status, improved win rates, gain unique insights from the client, improved understanding of decision making process & key decision criteria,improved relationship with key decision maker & influencers,  improved political alignment, gain understanding of key stakeholders ambitions, business & personal agendas

 

Key Deliverables:                       

Includes the following - 

• Understanding the foundational values of a sales professional

• Understanding the key characteristics of a sales professional

• Applying the Art & Science of Selling to build sales professionalism

• Self-analysis of values and characteritics

• Building a plan to enhance sales professionalism

 

 

Leading a Sales Pursuit – How to Effectively Lead, Manage & Run a Deal

 

Description:                                   

Effectively leading, managing and running a deal requires leadership and thoughtful application of both the science and art of selling.  It also requires an understanding the client’s buying process, managing the internal selling process, effective communication, and selecting & coordinating resources.  

 

Performance Impact:               

Improved sales ROI, improved win rates, more disciplined deal selection & qualification, more effective use of sales resources, accelerated sales cycle, reduced client acquition costs

 

Key Deliverables:                       

Includes the following - 

• How to Create a Sales Objective

• How to Apply the Basics of Sales Process & Methodology (Proactive Deal/RFP)

• How to Select and Build the “A” Team

• Understanding the Basics of the Client Buying Process (Proactive Deal/RFP)

• How to Manage the Internal Selling Process

• How to Create a Team Communication Plan

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Sales Methodology Fundamentals to Win More Deals

 

Description:
Provides a detailed understanding of the key activities, personnel required, tools, approval process, stage completion checklist and client red flags for each stage of the sales methodology.

 

Performance Impact:

●  A disciplined & proven method for consistent sales success

●  Help the deal team construct the ideal solution to beat the competition

●  Effectively apply the right tool at the right time to provide timely insights

●  Ensures the right people are asked the right questions at the right time advancing the deal

 

Key Deliverables:

● Provides a disciplined, repeatable and detailed sales methodology to help sellers smartly

pursue and advance the right opportunities maximizing their most important asset -TIME.

 

Active Listening to Gain Client Insights

 

Description:
A highly interactive session designed to helps sellers experience the difference between active and passive listening

 

Performance Impact:
Development of the active listening skill will help uncover client insights that can create a competitive advantage, enhance customer intimacy/trust and increase a seller’s win rate.

 

Key Deliverables:

●  Practical active listening exercises

●  Active listening skill that can be refined

●  Group Quiz

 

How to Execute an Effective Exploratory Client Discussion

 

Description:
Equip sellers with a proven method to plan, prepare and execute successful exploratory conversations with clients

 

Performance Impact:

 

Help sellers:

●  Identify a client’s key strategies/challenges

●  Establish trust & credibility with clients

●  Earn the right for another meeting

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Key Deliverables:

●  Methodology to plan, prepare and execute a successful exploratory conversation

●  Understanding business priorities for different buying audiences

●  Understanding the difference between a successful and unsuccessful exploratory meeting

●  Method to avoid the common trap set by clients “Tell me all about your products/services”

●  Exploratory discussion best practices

 

How to Build Trusting Relationships

 

Description:
This is an interactive session that Introduces the science behind building trust with clients by applying the TRUST Equation* and it introduces a proven method on how to fix broken relationships. (*Source – Trusted Advisor)

 

Performance Impact:

●  Helps build trusting relationships with clients knowing that “clients buy from people they trust”

●  Helps sellers restore broken relationships

●  Creates a competitive advantage

●  Help sellers gain client insights to craft a differentiated value proposition

●  Helps sellers develop an inside coach

 

Key Deliverables:

●  How to apply the TRUST Equation which requires a balance of credibility, reliability, intimacy and minimizing self-orientation.

●  Practical method on how to fix broken relationships

●  Classis signs of a trusted client relationship

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Build More Effective Communication with Clients

 

Description:
This is a very interactive session with exercises and a quiz designed to identify a clients communication preference by employing Tracom’s Social Styles and it also teaches how to leverage Versatility which is modifying your behavior to work effectively with clients. (EQ2S is Tracom certified)

 

Performance Impact:
Awareness of Social Styles can enhance:

●  Leadership performance

●  Sales performance

●  Client Relationships

●  Communication with clients and colleagues

●  Teamwork and more.

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Key Deliverables:

●  Understanding Tracom’s Four Quadrants of Social Styles

●  Informal analysis of each participant’s social style

●  How to exhibit Versatility for each social style

●  Method to identify communication challenges with clients

 

How To Plan and Execute Successful Client Meetings

 

Description:
This interactive and hands-on session with exercises provides sellers with structure, discipline and thoughtful preparation to consistently execute successful client meetings by applying the EQ2S Meeting Plan Tool.

 

Performance Impact:

●  Advance and/or shorten sales cycle

●  Create a competitive advantage

●  Improve win rates

●  Achieve desired meeting outcomes

●  Keep meetings on track

 

Key Deliverables: 

●  Help sellers to effectively apply the EQ2S Meeting Plan tool

●  EQ2S Meeting Plan Tool

●  EQ2S Meeting Plan Reference Guide