Sales Training

As you think about some of your Sales People, what “keeps you awake at night?”

1. They are below target or inconsistent
2. Current business comes from existing ‘friendly’ customers/clients
3. Don’t know where their future business is going to come from
4. Uncomfortable with Senior Management in Clients. Most of their customer contacts are at low or middle level.
5. Happier when talking about Price and Product Specs when with customers/clients
6. Can not or will not make appointments with new contacts/companies through cold calling or networking
7. Don’t have many opportunities in their Pipeline and those they have are often repeat orders or with C or D class customers
8. Blame you, the market, your products/services, their customers, accounts department, when they don’t hit target. Readily come up with reasons why something can’t work with lots of specific negative examples
9. Presentations or/and proposals are generic, dull and product focused
10. Lose negotiations and orders because the opposition always “gave a better price”
    

Sales Performance Blueprint

How KONA will assist you to get your sales people back on track, through our proven ACTC Process;

 

Phase 1 ASSESSMENT : Assess your sales peoples ability through a selection of either face to face Interviews; on the job observations; psychometric testing

Phase 2 CONSULTING : Consult back to your Management team with our recommendations as to what needs to be done to get your people back on budget

Phase 3 TRAINING : Facilitation of training workshops directly tailored and aligned to your business, market and what your people need to be doing better or differently. Note: This workshops are NOT off the shelf, by the book, generic training ‘courses’

Phase 4 COACHING :On the Job follow up and coaching is critical to ensure that training content is implemented and reinforced in the field and not left in the ‘classroom’. The coaching phase cements the transition from ‘theoretical’ to ‘practical’ application of the newly acquired behaviours, knowledge and skills, and importantly secures your ROI

Expected Outcomes

• Increase in sales and revenues
• More targets achieved Increase in new opportunities from existing and new customers
• Greater influence at client Senior Management level, and across more influencers and departments
• Increase in overall performance, effectiveness, productivity and accountability
• Potential loss of ‘oxygen thieves” (sales people who just were never going to make it)

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