Sales

SALES

Do you need to enhance sales team performance? Do it with our sales audit (finding strengths and areas for development of teams and individuals), sales and negotiation skills training for junior and senior sales representatives, or a course in effective use of MBTI® personality typology in sales. We also provide field coaching for sales representatives and sales managers (ride-alongs). We select and combine these activities to develop knowledge, skills and motivation of salespeople and entire sales teams, aiming to support achievement of sales objectives and increase in turnover and market share.

 
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

  • sales teams

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.

 

 

I AM INTERESTED IN INFORMATION:
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

  • 2 days

For further information, please arrange a meeting with our consultant.

I AM INTERESTED IN INFORMATION:
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

 

  • 2 days

 

For further information, please arrange a meeting with our consultant.

 

 

I AM INTERESTED IN INFORMATION:
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

  • 2 days

For further information, please arrange a meeting with our consultant.


I AM INTERESTED IN INFORMATION:
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

  • 1 day

For further information, please arrange a meeting with our consultant.

 

 

I AM INTERESTED IN INFORMATION:
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

  • 1 day

For further information, please arrange a meeting with our consultant.


 

I AM INTERESTED IN INFORMATION: