Rationale

Positively impacting the performance of every individual in your sales organization is a daunting task. What works for one person, does nothing for another. While this is an easily proven fact, why is so much money wasted on training - where "sameness" prevails in an attempt to develop people?

There are as many ways to get to the end goal as there are salespeople in your organization - This is the premise for our Sales Breakthrough Initiative. Salespeople each have their own strengths and areas where they can improve. Even the absolute best never stop their effort to get better. Huge gains can be achieved when the coaching and development is targeted specifically to the individual. We guarantee it!

Key factors that justify this approach

• Initial phone consult
  • Interview format
  • Relationship building and positioning
  • Establish mutual expectations and objectives
  • Pre-visit assessment
• 1 1/2 days in the field with sales representative
  • Pre-call planning and preparation
  • Strategy development/review
  • Joint sales calls
  • Presentation rehearsal
  • Account/call debriefing
  • Coaching sessions
  • Pipeline analysis
  • Forecast analysis
• Development (post field sales calls)
  • Documentation of identified strengths on which to capitalize
  • Highlighting of most critical areas for improvement
  • Performance review
  • Suggested skill enhancement activities

• Coaching
  • Three months of coaching, working jointly on real deals - to get them to CLOSE!
  • Joint strategy development/review
  • Ensure sound and comprehensive strategy exists to win business
  • Frequent communication with sales management

To read the answers to the most frequently asked questions about the program, download the PDF.