How do you plan to advise your customers about the NEXT STEPS?
I have listed how I advise my customers of NEXT STEPS below. As you can see, it is a very comprehensive outline, describing exactly what my future customers can expect.
- Firstly, we send all team members involved in the sales process an online health check questionnaire.
- The purpose of this questionnaire is to support us to unlock as much understanding around the Strengths, Weaknesses, Opportunities and Threats faced by your sales team members daily.
- This understanding will help us to develop your predictable sales process as described below and support us to tailor an appropriate training process to suite your specific needs.
- Secondly, we run a complimentary mind storming session with six to eight stakeholders, who are directly or indirectly involved with sales or who may have something valuable to contribute to the process.
- During this session we will develop and document your predictable sales process.
- The secondary purpose of this mind storming session is to support us to uncover the exact Sales Enablement training your sales team requires, to allow them to optimize their selling efforts.
- Finally, we want to understand what skills your sales team needs, to support them to form meaningful partnerships, with all your current and future customers.
- We then conduct an “Online Assessment” process, to evaluate your sales team against the following eight crucial competencies.
- Intrinsic motivation
- Character Tendencies/Disposition
- Ability to be systematic and organized
- Ability to understand “MY” value proposition
- Ability to communicate effectively
- Ability to ask the right questions and be attentive
- Ability to nurture long term mutually beneficial relationships
- Ability to perform the right sales activities daily.
- After completing this “Online Assessment” process, each sales team member will receive a personal coaching feedback report, which will help them to optimize their personal performance, in all eight competencies as listed above.
- The coaching report is designed to support each sales team member to optimize their individual sales acumen in all of the eight areas listed above.
- The coaching feedback report is used weekly by your sales leadership team to coach your individual sales team members.
- As the sales leadership team conducts the weekly sales coaching meetings, each sales team member will over time, opimise their personal ability to sell, by improving in any or all of the eight areas.
- Your Sales Leadership team attends a half day workshop to upskill them around how to effectively coach your sales team members and give them the support they need, whilst participating in the sales training solution.
- This leadership training is designed to equip your leadership team with the skills they need to coach and support your sales team members, during and after the sales training is over.
- Your leadership team will also be trained, how to utilize the individual coaching reports, sent to each sales team member, to coach and support individual sales team members, to become efficient in all eight crucial competencies, as listed above.
- They will utilize this report weekly to coach each sales team member to perform optimally in all eight of the areas highlighted above.
- Each coaching feedback report contains action ideas.
- The action ideas outlined in the feedback report, when actioned, will help each sales team member to individually optimize their personal selling skills and acumen.
- We then develop and tailor a specific Sales Training Solution, to support your sales team to optimize the specific selling skills, they need to achieve the desired sales results or outcomes.
- We utilize the info we gather at the mind storming session and the info from the Online Health Check questionnaires, to tailor a specific Sales Training Solution to satisfy your specific needs.
- The sales training is designed to upskill your sales team members to perform all the right daily activities, which will help them achieve their sales targets.
- The weekly sales coaching conducted by your leadership is designed to help the individual sales team members to optimize their personal sales skills.
- The sales training solution we design, is developed to support your sales team to carry out all the right daily sales activities to support them to achieve their sales targets.
Think about your industry, markets and customers and describe your NEXT STEPS below: