How it Works

Our structured framework is designed to bring long-term, ongoing improvements and is of extra value where you, as business founders and leaders, are driving the sales team.Here's how it works.

• Initial Assessment: We get to know your sales and relationship management team and understand your business. This ensures skills workshops and coaching sessions are tailored to your business.
• Sales and Commercial Skills Workshop: The insights gathered in the initial assessment are combined with proven sales and relationship management techniques to create a workshop covering:

• • Questioning and influencing techniques: How to gather valuable information from prospects to identify and close new opportunities.

  • Understanding how buying decisions are made: Understand the processes, roles, styles and politics of business purchasing. Large buying decisions have an average of 6 people involved, so you can't risk focusing on one identified decision maker. It's more complex than that.

  • Navigating the various roles in the decision-making process: Understanding where new contracts are placed and how to align yourself with the most influential players.

  • Creating Effective Account Plans: Understand and visualise prospective and existing customers with organisational structures, buying roles, criteria, attitudes and informal lines of influence. Most important - this drives an effective action plan to maximise the value of the relationship for both your business and the customer.

  • The value of sharing the plan: Help managers, other salespeople and project team members understand each client's dynamics and deliver them the best possible outcomes. The wider delivery team can also gather valuable information to help each salesperson and relationship manager close more business.

Ongoing Support

• One-to-One Coaching Sessions: Regular sessions designed to reinforce lessons learned in the workshop and discuss real-world deals. Topics covered include deal clinics, questioning techniques, objection handling, pipeline management and forecasting accuracy.
• Manager as Coach Development: Develop Sales Managers to become your in-house sales coaches. We also help create sales centres of excellence and tiered recognition structures, stretching the most talented and teaching them how to coach their less experienced colleagues.

The Business Value

The salespeople and management receiving coaching gain confidence, and as with sports people, confidence is a key ingredient in success. They become even more effective sales people.

You benefit from having a sales team that doesn't rely on you or the senior team and is winning more deals at higher value and margin.  

Experience has taught us when your best people receive coaching, you are not educating them to move on. They value personal development and appreciate your investment in them as individuals. They become more loyal.

Structured sales coaching can transform your business. Get in touch to find out more.