The top few sales people on your team may be highly successful, intuitive sales people (who may resist the idea of a selling system). However, more than 90% of your team, regardless of your ability to recruit talent, will consist of people who will need a system to be comfortable, effective and successful selling. Of course, where team selling is required, any team will execute better if everyone is playing out of the same play book.
Successful implementation of a common sales process requires the following steps:
Step #1: 100% Management buy-in. No selling system will succeed unless your front-line managers are 100% committed to and able to support and reinforce its implementation. Bring your key leadership team to one of our public sessions, or we’ll come and deliver a custom session for your managers. At the end of the initial 2 day High-Tech Sales Bootcamp I our goal is that every key leader on your team whole-heartedly supports the roll out of the program and is committed and enabled to support and reinforce their teams in the use of the system on a daily basis.
A key to successful Sales Force Transformation is a conceptual shift on the part of first level managers from reactive - "what are you going to close this quarter?" to proactive - coaching all phases of the process, debriefing sales calls, strategizing deals, making good bid/no bid decisions.
Step #2: Sales buy-in. Most sales training fails because it’s the corporate flavor of the month, and because there is not buy-in at all levels. Working with your management team, we will develop a customized 2 day custom bootcamp and sales readiness tool kit. We then deliver the bootcamp, at one or multiple locations, for your entire sales team, with a goal of getting a level of buy-in from your sales reps that you didn’t expect was possible.
Step #3: Support and reinforcement. Even the best selling system, delivered by the most entertaining and persuasive trainer, will be a distant memory within a few weeks if the effort is not ongoing. It’s fine that your sales people know what to do - but to do it under pressure, in buyer/seller situations requires that reps graduate from knowledge to mastery. Having achieved initial buy-in at all levels, we will design, a comprehensive follow-on series of programs and tools to hard-wire the system into the nervous system of your organization. Your managers will play a key role in delivering the program - as coaches throughout all phases of the sales cycle and as role-play evaluators in training sessions.
Support and reinforcement programs are typically annual agreements and include:
- For your managers:
- sales management training
- train-the-trainer sessions for managers, internal coaches and mentors
- For your sales team:
- follow-on programs to reinforce the core concepts, and to provide additional focus on key performance (see Programs)
- new hire training - ramp new hires into the selling system.
- sales tools and job aides - training alone, without the tools to support it, has a very short term impact. We can help you maximize your investment in training and sales support software by insuring they work together, so the core concepts of the selling system are reinforced on a daily basis.
- distance learning - your team doesn’t have to be together in one location to continue building momentum. We’ll help you collect and document success’s and best practices and deliver them to your sales team, build a repository of Ultimate Contract letters and other sales resource documents, and conduct sales mastermind sessions.
- focused specialty programs for major account managers, telesales, tech support (see Programs)
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