Tak’n It to the Streets Coaching for Sales Managers
Purpose:
Actual use
of sales concepts that work is a mental shift that can only happen when
one is coached through it.
Otherwise,
one thinks s/he is doing all the right things and creates excuses
explaining his/her shortfalls.
Background:
It is not unusual for sales managers and sales
people to attend sales training and actively participate, yet, not
really make any significant changes.
In reality these sales managers and sales
people believe they are implementing the concepts.
It is when they are really shown using
their own sales opportunity that they begin to understand what they need
to do.
It is amazing how little control
and influence most sales people have over the sale or renewal.
Even though they are relatively successful,
customers decide based on criteria usually unknown by the sales person
or manager.
Sales training is like watching
a golf or ski video.
While watching it, you feel you’re doing
what the instructor is suggesting.
You may even be a “good golfer/skier”.
But, until the instructor shows you your
swing/form (on video or otherwise), you’ll never appreciate what you are
doing and/or doing incorrectly.
Proposal:
1.
Coaching to Strategize and Close Complex/Tough/Big Sales Opportunities
Work with a Sales Manager and a Sales Person on an
important/complex/difficult sales opportunity to demonstrate the power
of correctly using my selling concepts and techniques.
A.
Conduct a tier one strategy session.
This session will focus on red flags,
strengths and information needed.
We will brainstorm possible actions and
then determine the best actions, assign responsibilities and completion
dates.
Tier one usually means developing
strategies to
get to the
influential people and
get all the necessary information
to determine position.
In a separate call with the sales manager, show how
to assess a forecast probability and show what
leverage point will improve the probability of
success.
Time Required 1 ½ Hours.
B.
Interim Reviews with sales manager and the sales person after certain
sales calls are made, and after more information and positions are
revealed.
Time
Required ½ Hours
C.
Tier
two strategy session, to again review red flags, strengths and
information needed.
However, the focus now will be to improve
poor positions and maintain good positions with influential Buying
Influences.
Develop actions to leverage strong
relationships.
Time
Required 1 Hour
2.
Coaching for
Sale
Call Planning.
As with the Sales Opportunity
sales call planning should be demonstrated in order for a sales manager
to know how to coach his/her sales people before they go out on sales
calls.
Although it sounds as though it should be
obvious, it is not.
No where along their career path did sales
manager learn how to coach.
They were usually good sales people.
They then jump in and sell for the sales
person to make sure the numbers are met rather than teach them.
For those that do teach, they usually use
their style and method which may not be good for all.
The sales
person needs this for the same reason.
They never learn how to make effective
sales calls.
They tend to meet with the same low
influence people and go over the same issues.
Then they complain about price and
competition.
The sales person, sales manager and I will build a
sales call plan.
We will discuss all that’s required to
develop a win-win relationship with a buyer, get commitments and move
the sale forward.
Time Required 1 Hour.
3.
Coaching for Pipeline Reviews Session.
As with the others, sales managers feel they
are effectively reviewing their sales people’s pipelines on a weekly, if
not daily, basis. However, the principles of this review are not
understood or enacted to (1) assess the true possibility (forecast) of
closures and (2) assess the sales person’s behaviors that need
improvement.
This session will require a ½ hour briefing
with the manager before the actual territory review and
then a 1 – 1 ½ hour actual review with a
sales person. The manager will run the review based on the
briefing and I will listen. After the
review, I will debrief the manager on what went well and what to
consider for future reviews.
Total Time Required 2 Hours
One segment is risk
and expense free to prove that it works.
What do you have to lose compared to what
you have to gain.
If you find it
valuable and want to do it with other managers call for pricing.
However, first decide what a sale is worth.
A
sales call alone cost you anywhere from $3000 - $10,000.
This full menu is 5-6 hours and
includes recording of all sessions.
It can be customized to suit your
particular needs.
The typical price range for a total
engagement would be $3000.
What is it worth to have a manager
competent to help their people become proficient sellers and to
accurately assess sales opportunities?
Let me know when you want to do
a sample segment.
Sam
Manfer
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