Products & Services >> Sales Skills Development

In today’s market there is a greater emphasis on ensuring your sales people have the appropriate skills and processes to deliver the results required. Represent have developed a programme for a leading professional services organisation, aimed at their Partners and Directors. This contains five key interventions as detailed below:

COACHING 1-1 Meeting

The purpose of this meeting is to;
• Agree the development process
•   Contract on the Coaching relationship
•   Identify strengths and development needs around the organisation’s sales process
•   Agree benefits and consequences

SALES TRAINING Programme (2 days)
Areas covered around the sales process;
• Consultative selling
•   Adding value to the relationship
•   Gaining commitment
•   Turning problems into specific client needs
•   Influencing a variety of stakeholders
•   Account Management
•   Managing the sales process
•   Coaching on “live” sales opportunities

SALES ACTIVITY
Applying the learning with potential and existing clients

COACHING 1-1 Meeting
• Revisit development plan
•   Apply coaching process on current opportunities
•   Agree specific actions

SALES ACTIVITY
Applying the learning with current opportunities.

Our experience is that participants are more open about their strengths and weaknesses when dealing with an external coach. This leads to individuals working on their “real” development needs, which leads to changes in behaviour, producing an increase in revenue. Our ability to challenge constructively and provide an external perspective is of great value to our client.

To find out how we could tailor a Sales Development Programme for your company contact Robert Adam on +44 (0)131 337 1400 or robert@represent.co.uk.