SALES FORCE DEVELOPMENT

Sales Force Assessment
If you can be really honest with yourself , do you actually know how to measure who belongs on the team and who doesnt, other than looking at past performance or hoping for the best?

Six Crucial Areas for Sales Success:

1. Evaluate the strength & weakness of the current sales team
2. Hire only the best by using very specific sales assessments
3. Establish both base line & brass ring sales goals
4. Hold everyone personally accountable ... includng yourself
5. Use sales performance enhancers that boost momentum
6. Understand the who and what before making training decisions

Most companies readily institute a comprehensive financial audit to ensure strict adherence to company policy, as well as provide a system of accountability. In the same spirit of insisting on accountability and commitment, the Sales Force Assessment is designed to give the organization an accurate snapshot of where they are and where they need to go.

Dynamics For Sales Growth
Personal and Professional Development

Dynamics for Sales Growth is a systematic approach to business development, focusing on the Sales Skills and most effective processes to improve business development efforts. While most sales training concentrates on technique or tactics, this program is a powerful combination that balances methodology with behavioral assumptions.

Let's face it, the sales techniques of the past are just not working when pitted against today's professional purchasing agents or well informed consumer. Most customers have unraveled the standard pitches and insulated themselves from the power of persistence. And most are deaf to the dance of enthusiasm alone. Regaining control is the solution to handle today's highly conditioned or professionally trained purchasers.

This program is for anyone who is frustrated or annoyed with low closing percentages, giving away free consulting, quotes that don't close and not meeting profit goals.

Pre-Employment Profiling

Why wait months or years to find out the good news or the bad news?

Resumes, interviews and references can only take you so far in making a determination as to how someone will function in your sales environment. Assessments and profiles specific to sales adds a new dimension that yields a 94% success rate when following the recommendations, and a 75% failure rate when ignored.

Management of an organization's human capital starts prior to hiring: Hire only individuals that possess the characteristics needed for the job.

Know the motivators: Know if the candidate has the drive, commitment, attitude and outlook to contribute to the overall success of the company.

Understand the critical strengths and weaknesses: Employing only people with the characteristics and attitudes to perform the job, along with a proper cultural fit, decreases job stress and increases job satisfaction and productivity.

Profiling is also recommended for existing employees so individuals can maximize their potential within the organization through improved understanding of themselves and how to best communicate with co-workers, prospects, and customers.

Coaching

Don't waste time or money if you can't make it work ...

Course work is leveraged with one on one training via email, phone or in person when practical throughout the engagement and after the classroom work is done. One on one coaching magnifies the lessons learned by rehearsing and reviewing "live" field opportunities before and after you go before the client or prospect. The only way to modify unsuccessful habits is to practice a more productive behavior … and Growth Dynamics Coaching ensures that performance continually improves over time.

Practice makes perfect: Product knowledge alone does not get the job done. Before going "live", know what you are going to do and say. Successful Selling comes from preparation and practice before going into the call.

Rehearse the Role before the Play: Identify who you are dealing with and define the objective and plan before the Sales Call. Rehearse with a Coach who can help select the right approach and language to get through the Buyer's filters and screens.

Coaching is for… everyone involved in the sales or management process. Working with unbiased, non-judgmental coaches ensures the best results possible. The best athletes in the world use coaches to maintain their high level of performance, from NFL Quarterback coaches to Tiger Wood's swing coach. Coaching is not just for neophytes or the unskilled!