Typical sales scenario

Typical sales scenario

Poor sales performance could be narrowed down to a number of factors; lack of product knowledge, poor sales skills, lack of support and other internal and external influences or any combination of these. The effect of poor performance in sales will have a huge impact on the company as a whole.

However, it is not just poor performers who need attention and support. Sales staff must not rest on their laurels but be encouraged to achieve even better results each year. Therefore, even top performers need encouragement to review and improve.

Our approach

Our approach would be to focus on the issues that are most important and relevant. Having agreed mutual development objectives with sales management, a plan for each individual is implemented. For busy sales staff, one-to-one coaching is undoubtedly the best choice. The important aspect being that sales staff are coached in a series of sessions, allowing them time to try out ideas in their work environment, learn from their experiences and report back. In this way, sales targets become achievable through a positive and practical approach

Just some of the ways we might work with you:

• 1-to-1 coaching – this is an effective way for busy sales and marketing executives to help staff recognise their current situation and resources. It also helps them plan their own improvement and development path.
• Sales Quotient (SQ) – a unique instrument that assesses selling skills against a database of sales professionals. It produces normed results in nine different sales competencies and four vital personal attributes. The results provide the basis of an effective plan to improve sales performance and develop accuracy in the original recruitment process.
• Training – a wide range of sales courses designed for beginner, intermediate and advanced sales professionals can be delivered. Special communication skills, negotiating and marketing technique courses can be provided to complement this offering.
• Consultancy – our projects are designed with very specific and practical objectives agreed at the outset. On occasion, one of our highly experienced consultants may operate in an interim sales manager’s role to facilitate the process before handing back sales management responsibility to the client