The Services provided by Sales Leadership Consulting are directly in line with our mutual goals. Specifically, establish measurable goals, increase knowledge, practice new skills in a safe environment, provide ongoing coaching to help the sales manager(s) with problems and to reinforce positive behavior.
Goals
Increase Knowledge
Practice and Support
Goals need to have a measurable aspect, as well as having a specific timeframe and an agreed upon strategy which can be tested at benchnarks,
Goals for this program require information on past performance.
Typical goals could be: yield per rep, the sales teams pipeline, the number of outstanding proposals, an increase in any specific product or service which was identified as a "focus" during this period of time, as well as some comments and feedback from the reps and the manager.
For example:
Let's say that your total sales = $26 million, and you have 20 sales reps with quota. That is telling you that you are getting a yield of $1.3 million per rep.
Although there may be exceptions, on average, SLC can help you improve the yield of these people within 1 year by 10%. Basically, that is providing you an increase of revenue of $2.6 million, with no additional sales expense. At your current yield, it would cost you two more sales reps to get that increase in revenue.
This goal is very achievable through an effective coaching and development program for your reps, provided by well coached sales managers.
Knowledge is passed on in some of the traditional methodologies of classroom training, handouts and reading material.
ALL training has specific goals, is short in "Time out of the Field," has specific excercisses, and requires AT LEAST one level of management above the first line sales manager. Here is the "Classroom"
curriculum:
-Defining and communicating to the sales team what a Coaching Environment" is and why we are implementing it.
- Building a trusting environment for honest and effective coaching.
- Understanding the "Structured Coaching process" vs the steps we all used in "Sales Calls."
The biggest change you and your team will see is the ongoing coaching after the training. Each manager will have one on one time with SLC to review "Coaching Calls" that were made in the previous week and to refresh the "Coaching model."
The amount of practice for each manager can vary, but each manager must get coached at least once per week for the first month, then once per month for 6 months. Anytime above that is at your descretion.
Support is available in multiple fashins:
-One on one over the phone coaching
of a sales Managers Coaching Session
(Unobserved)
-Observed (over the phone) of a Sales
manager coaching a sales
representative, and then one on one
coaching from SLC.
- An observed sales call in the field with
the rep and manager, then one on one
coaching for the manager.
Continous feedback on the effect of the program and changes to the senior sales manager or VP of Sales.
Services
