Professional selling has become devalued over recent years, so much so, that often you find a sales person disguised as an Account Manager, or a Relationship Manager, or a Consultant. Any person who is looking for new business will be involved in selling, and it stretches from schools, to lawyers, to the automotive industry. What is often de-valued is the real fact that selling is the life blood of an organisation. It is the sales person that provides the revenue from which the organisation can thrive.
The Sales Growth Programme is designed to develop and enhance existing skills, and introduce new skills to those who are unfamiliar with business development. The learning contains a combination of practical workshop learning and one-to-one tutoring from others who have earned the right to tutor in this arena.
The programme is divided into 3 key learning areas:
Developing Yourself | Developing your Skills | Developing the Business
Outcomes from the programme
- Dramatically improve your sales and revenue performance
- To adopt a sales focussed attitude that gains results
- To have the confidence and knowledge in how to gain new business
- Guaranteed to increase your profits and revenues – 100% money back
- To stop accepting mediocrity and expect exceptional performance
The first key learning area will focus upon the delegate’s personal character and behaviours to make them aware of their strengths and weaknesses when dealing with buyers. We believe seller mindset and attitude to be of paramount importance and therefore aim to enhance the delegate’s level of ‘bounceability,’ - which is the ability to bounce back when things get tough, and build on their capacity to manage their behaviour and attitude successfully in order to provide a world class performance.
To assess the delegate and their specific needs as clearly as possible, we begin the programme with a one to one meeting. This is a crucial part of the programme, as this allows us to focus in on the areas that each individual delegate needs to improve on. We will carry out a sales psychometric evaluation which will be reported to the delegate and used as part of their learning.
To ensure that each delegate meets the needs of their business, we also carry out a one to one meeting with their sponsor of the programme. This allows us to gain insight into the delegate’s strengths and weaknesses from the sponsor’s perspective, and more importantly what they are looking for as an outcome from the programme.
Developing your Skills
The next key learning area aims to equip each delegate with the knowledge and skills that are fundamental to their role. In this area, the programme covers all the core skills needed for successful selling, and more importantly, the skills that are historically not taught but are essential to becoming ‘excellent’ in a profession where ‘average’ just won’t do.
This learning will be linked with the findings of their psychometric profile, so that emphasis can be placed on specific areas for each individual, equipping them with the tools needed for improvement.
The third area is concerned with developing the delegate’s commercial understanding and awareness. We understand that people may have the right skills and the right personality to sell, but without the commercial understanding to practically apply these skills, the business relationship is destined to fail.
This is the stage where all the commercial planning, forecasting and key performance indicators which are required to be put in to a sales plan for any board to make a commercial decision will be covered.