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Sales effectiveness
coaching
Typically
our clients are Commercial Directors, Sales Directors and Senior Account
Executives.
Each programme is designed to allow them to
(a) really
understand and powerfully express the
unique
contribution
that
their
company’s products and services bring in the market.(b)
to
uncover the
real
needs of prospective clients
and (c) to
rigorously
manage the
sales pipeline
so
that the best business
opportunities are realise.
Sales effectiveness
coaching programmes usually takes
place over six or twelve months. They
consist of between fifteen and thirty hours of face to face coaching -
planned as two hours every six weeks, a quarterly business review and
telephone coaching as required.
Each programme is designed to support the client to achieve the
business development goals that they develop during the initial coaching
meetings. Our clients often involve their entire sales team in certain
aspect of the programme. We are happy to conduct the quarterly business
review as a team workshop and to work with the whole team to support
them in realising a
key
sales
opportunity
or to address a specific issue.
For some clients it is important to focus
in one or two key areas of sale
effectiveness for others it is
important to work equally in all them. In the course of a typical
sales effectiveness coaching programme we work with clients to address
issues such as:
-
Grading opportunities and capability to win (by % and factored)
-
Assessing
opportunities in terms of where in the sales cycle
(time scales)
-
Choice of
sale model
-
Qualification criterion
-
Developing a win plan
-
Accessing Power
-
Understanding pain and opportunity
-
Political spheres of influence
-
The ITT process
-
Action plans (weekly/monthly/assessment)
-
Realistic forecasting
-
Review
of revenues and P&L
-
Competitive
analysis
-
Competitive win plans
-
Reference selling
-
Working with partners
-
Strategic account development
-
Best practice sales management
-
Target markets and accounts
-
Territory planning
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