We are successful in helping companies to achieve their goals because the transformational pathway we follow is integrated with an embedded learning pathway.
It’s a consistent program over a year, week by week, where we give our clients the support and tools to implement what's learned and embed it so that it sticks.
We follow a 9 step high-performance sales transformation pathway.
It’s a simple formula that provides clarity, measures activity and improves the effectiveness of sales teams.
Step One – Sales Effectiveness & Improvement Analysis
Each of your team receives a comprehensive, personalised sales evaluation.
The evaluation examines everything from skills and mindset to the sales process.
It details their strengths and weaknesses in sales and provides in-depth insights into how this affects their performance.
We will also look at your sales strategies, systems and processes.
This provides Business Leaders to with total clarity on the effectiveness of the sales organisation and systems without having to guess, which allows them to increase sales force performance by identifying the short and long term priorities to drive sales growth.
Step Two -Plan for Success
It’s now time to strategically focus on your strengths and weaknesses, create a plan to develop these areas, then set your growth targets which becomes your roadmap with an emphasis on strategy and execution.
A good sales plan includes clearly identifying your ideal target market so that you can give your sales team permission to disqualify customers who will waste your time and resources.
Step Three - Best Practice Sales Process
Implementing a best practice sales process will lead to consistent sales results.
I Involve as many of the sales team as possible to create what is truly best practice based on what is already proven to work.
An effective sales process is customer-focused, milestone centric, simple and documented on one page.
Step Four - KPI's and Sales Systems to Measure Against
Effective sales teams have KPI’s that are both activity and revenue-focused, with a robust method to track and monitor them.
Track and measure KPI’s that replicate your sales process.
The most effective are those that allow Salespeople, Sales Managers, and CEOs to see deals going through their milestones centric sales process where they can more accurately forecast.
Step Five - Develop Effective Sales Managers
A vital requirement for achieving high-performance sales growth is implementing good leadership and focusing on building a resilient culture
Good Sales Managers know how to conduct productive sales meetings, hold people accountable in a positive manner and be effective coaches.
Step Six - Recruit the Right People
To grow sales it’s critical to hire candidates who are better than your existing people.
The best way to ensure you hire the right people is to use a recruitment strategy that employs science and process for maximum effect.
We support our clients to achieve this by using Sales Assessments from the Objective Management Group to evaluates a candidates sales mindset, hidden weaknesses and sales capabilities.
The tool from the Objective Management Group has 95% predictive validity which removes the guesswork.
Step Seven - Sales Mindset
We’ve found that as much as 80% of a salesperson’s success is due to their sales mindset, and this is why hiring people with the right mindset is so critical to developing a high-performance sales team.
Several psychological barriers can hold a salesperson back and prevent them from being productive. While they are common, especially in sales teams that struggle to hit their targets, they can hold teams back considerably.
The most significant breakthroughs in sales performance have come from training and coaching in sales mindset as it makes salespeople far more effective.
Step Eight - Develop Solid Sales Skills
Having the right set of sales skills and knowledge will support your sales team to be successful.
To learn and retain the skills they need for growth it’s important that your sales team embrace “on the job” learning in a safe environment that allows them to learn from their mistakes
Step Nine - Coach for Performance
It’s the role of the Sales Manager to implement high-performance coaching for their salespeople and that they invest at least 50% of their time coaching.
Top performing sales teams have a Business Leader who understands the importance of asking rather than telling, being customer-centric, consistently holding your salespeople accountable, investing in the right tools and resources, and having a people-orientated growth mindset.