Sales audit
- Is it important for you to know how effective your sales team is?
- Come and find how ride-alongs can help you.
- Do you experience difficulties translating business strategy into sales representatives’ everyday work?
- Are you unsure what the key performance indicators of your salespeople are?
- Find why your competitors have used diagnostic tools focused on sales teams and sales process auditing.
- Are you interested in diagnostics of HR and sales processes, strengths and weaknesses of your entire team and individual sales managers and sales representatives?
Key subjects
- finding strengths and weaknesses of individual representatives
- analysis of strengths (characteristics) of successful representatives
- analysis of sales managers’ managerial skills
- diagnostics of sales process in sales department (team)
- suggested solution for further development of individual sales team members
- suggested solution for optimizing sales and team processes
- recommendations on how to communicate and implement the suggested solutions
Main benefits
- discover strengths and development areas of your sales team
- be able to evaluate your business strategy effectiveness
- get recommendations for development of your sales team and its individual members
- be able to optimize sales and HR processes
Intended for
Format
- individual interviews with sales department management
- individual interviews with team members
- (Double and triple) field ride-alongs
- development centre (including psychodiagnostics based on prior agreement)
Time span
- usually 1 month (depending on sales team size)
For further information, please arrange a meeting with our consultant.
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Consultative Selling
- Do you need to enhance sales effectiveness?
- Do you want to know your sales-related strengths and weaknesses better?
- In addition to closing sales fast, is it also important for you to have long-lasting and satisfied customers?
- What skills do you consider to be essential for a salesperson?
Key subjects
- the role and characteristics of a successful salesperson
- basic principles of effective sales communication
- 8 steps of a sale (focused on conducting sales interviews, discovering needs, presenting proposals, closing sales)
- managing customer objections
- prerequisites of a long-term client relationship
Main benefits
- master the principles of effective sales
- try putting your key sales skills to use
- get inspiration for further development of your sales skills
- gain better insight into your strengths and weaknesses as a salesperson
- get practical recommendations on how to enhance sales effectiveness and win long-lasting and satisfied clients
Intended for
- salespeople, sales representatives and sales managers
- anyone in contact with customers
- marketing employees
Format
- practical skill training
- model situations and role-playing games
- sharing know-how (experience, best practices)
Time span
For further information, please arrange a meeting with our consultant.
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MBTI in Sales
- Do you want to know your sales-related strengths and weaknesses better?
- Do you find certain customers different or more difficult than others?
- Is it important for you to have an effective sales representative team?
- What connections between „sales success“ and „personality“ can you think of?
Key subjects
- basic MBTI personality typology
- how personality type affects sales interviews
- communication with different types of clients
- working with less usual preferences and behaviours
- dealing with „difficult“ customers
- MBTI sales team analysis
Main benefits
- master the basics of MBTI personality typology
- realize that every client is unique and requires a different approach
- gain better knowledge of yourself, your team and your clients from the perspective of personality types
- discover how your personality type affects the way you conduct sales interviews
- get practical recommendations on how to work with different types of customers and make internal communication more effective
- learn how to improve sales results and customer satisfaction at the same time
Intended for
- salespeople, sales representatives and sales managers
- employees in sales departments, client centres and customer lines
- anyone in sales- or service-related contact with customers
- sales teams
Format
- practical skill training
- model situations and role-playing games
- case studies
- video-facilitated training (optional)
Time span
For further information, please arrange a meeting with our consultant.
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Negotiation skills
- Do you need to improve your confidence in customer negotiation?
- Do you want to learn the basic principles of effective negotiation in sales?
- Learn to overcome customer objections.
- How does the word „objection“ make you feel?
- What do you think makes an ideal negotiator?
Key subjects
- negotiation in sales – when and why
- rules of effective negotiation
- overcoming objections professionally
- dealing with different types of customers
- obstacles of successful negotiation and how to overcome them
Main benefits
- master the principles of successful negotiation
- try basic negotiation strategies in practice
- learn to respond to customer objections
- increase your confidence in negotiation
Intended for
- salespeople, sales representatives and sales managers
- product managers and project managers
- anyone in contact with customers
Format
- practical skill training
- model situations and role-playing games
- video-facilitated training
Time span
For further information, please arrange a meeting with our consultant.
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Field coaching (double-visits)
- Would you like to get immediate feedback on how you conduct sales interviews?
- Are you at a loss with a particular customer? Is it difficult for you to deal with him/her?
- Do you constantly try to develop your sales skills?
- Would you like to know how to further increase your sales effectiveness?
- Has your team already undergone off-field training? Would you like to elevate your salespeople to the next level of quality?
Key subjects
- setting goals for individual sales visits
- sales interview observation
- working with your personal style of conducting sales interviews
- defining specific conclusions and goals for further development
- detailed feedback after each visit and at the end of the day
Main benefits
- get immediate feedback on how you conduct sales interviews
- get specific goals and conclusions for further development
- experience intense field coaching
- be more aware of your strengths and areas for development
- get valuable insight for increasing your sales effectiveness – for individual salespeople as well as for the whole team
Intended for
- sales representatives and sales managers
- anyone interested in personal development and improving their sales skills
- anyone in sales-related contact with customers
Format
- individual field coaching
- listening and observation
- working with feedback
Time span
For further information, please arrange a meeting with our consultant.
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Field coaching for sales managers (triple-visits)
- Would you like to get immediate feedback on how you coach your subordinates?
- Are you at a loss with a particular salesperson? Is it difficult for you to coach him/her?
- Have you attended a coaching course recently? Would you like to get feedback on your practical application of what you have learned?
- Where do you see the benefit of field coaching while doing actual work, compared to off-field coaching?
- Is it important for you to get practical and specific conclusions for further development of your coaching and managerial skills?
Key subjects
- observation of your coaching practice throughout a day
- working with your personal style of coaching subordinates (with focus on sales)
- analysis of strengths and areas for development
- detailed feedback at the end of the day
- defining specific conclusions and recommendations for further development
Main benefits
- get immediate feedback on how you coach and lead your subordinates
- get specific goals and conclusions for further development
- experience intense field coaching
- understand your strengths and areas for development better
- get valuable insight for increasing your coaching effectiveness
Intended for
- sales team leaders and managers
- potential candidates for sales team leaders
- anyone interested in personal development and improving his/her coaching skills (with focus on sales)
- anyone who has attended a coaching course and is interested in feedback on his/her coaching practice
Format
- individual field coaching
- observation and analysis
- working with feedback
Time span
For further information, please arrange a meeting with our consultant.
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