It All Starts with the Assessment

Whether with an individual sales coaching client or a whole salesforce, we start with an assessment of how sales are working now. 

What skills are already strong?

How well do the skills the salesperson has fit the selling environment?

What different skills and knowledge are needed?

How’s the sales effort managed, and do they have the right tools for the job? 

Do they have the right attitude to create effective, sustainable sales, repeat business, and referrals?

We look at the metrics that matter most – whether that’s gross revenue, margin, cross-sell success, close ratio – whatever is measured and treasured.  Our clients define how much improvement will mean success.  What level of changed metrics will be obviously well worth the effort and cost of changing what the salespeople do?

At this point, we jointly evaluate whether we can help.  Sometimes, we can’t – when a product has become obsolete, or when commercialization drives price below production cost, or when the leadership isn’t committed to fixing a problem or achieving an ambitious goal.

When we can help, a proven basic sales process is adapted, learned, and practiced – in small weekly increments.  This "Learn-Do-Reflect-Improve" cycle builds in accountability and support. It brings improving results even while the process is learned.

The small weekly increments can be fit into a salesperson’s busy day – often at the very start, when it’s too early to call.

In less than a quarter, the salespeople will improve their skills, knowledge, and attitudes – and will start seeing better results.

Learn more by contacting us today!

The Success of the
Accidental Sales Person

One individual sales coaching client was an “accidental sales person” – displaced from a corporate scientific job and engaged with a small organization with a great technology, newly in the role of Regional Sales Manager.  He’d never sold anything, and 1/3 of the US was his territory.

Meeting approximately once a week, early in the morning, he learned the sales process, a little at a time. In the rest of the week, he listened to the CD chapter several times and tried out what was there. The material was tested against what was unique in the target market and adapted “on the fly” to be a great fit.  Effective Learning for Growth helped research other target markets, providing some leads and introductions to organizations at the edge of the target market.

The final coaching session was on how to effectively work a trade show, since a major regional trade show was imminent. This session also served as a review of those before it.

The result?  At the trade show, which this coaching client attended with the company’s owner, he emptied the warehouse of inventory! Instead of being able to get the device drop-shipped immediately, the later buyers had to wait 2-4 weeks for manufacturing to catch up.

Learn how you can get results. Contact us.