The sales role should be focused on building trust, problem solving and client value all of which requires on understanding (pull) rather than a product or service promotion (push).
We believe that when done correctly, selling is an art form and we are proud to help in the change towards a more positive and professional image of the sales world.
Why we do it
What do we do:
We work with senior management to understand the organisation’s drivers and initiatives together with their various goals to inform the subsequent sales development.
The success of the sales transformation lies with the sales managers and directors so we help them to “do” less and manage more.
Sales management hit target when the team members hit their targets so the sales manager’s primary role is to grow their team’s skill, attitude and knowledge in their client approach. We then agree our respective roles in the development of each team member throughout the development and long into the future.
The sales team development is founded on consultative selling but with the appropriate addition of C-level sales techniques (challenging thinking, developing financial language, future visioning). Each session is contextualised towards the industry language and culture together with the business needs and the team in front of us.
Our global network of trainers have been in sales and management positions within industry and have the battle scars to prove it so our sessions are not purely theoretical and we flex the sessions depending on the situation we see.
We help the team to develop and adopt their own measures of success in their sales development which can be used by the managers as part of their on-going coaching interventions.
This improves the training RoI and helps to reduce the subjectivity in there managerial conversations.