Customized Sales Training Programs
Forging strategies in developing and leading teams of sales professionals to elevated and empowered performance. I customize structured sales training programs that focus on building long term relationships, create both needs and solutions, and produce consistent results.
Recruiting
This means I can write the ad, screen all resumes, and go through a proven process to deliver a quality, long term candidate within 2-4 weeks. Companies like ZIP Recruiter claim to deliver a candidate within one day, BUT this is often accompanied by an extremely high turnover rate. These types of keyword driven companies do not peel the onion to find a candidate who fits well into the company culture and can produce long term consistent performance. My processes throughout my career have out produced retention rates well beyond my peers and continue to do so.
Hiring
This process of on-boarding deals with making sure the candidate including the spouse or significant other are fully committed and understand all the criteria expected for optimal performance. These can include hours, dress code, daily activity, expectations, and most importantly to fit the culture and understand the management style of their supervisor. I believe strongly that the new hire be allowed to speak to and/or meet existing staff to add credibility.
Training
Because I have been a Corporate Trainer, I take the time to sit with my clients to learn about their current sales processes. From here I’m better able to design a more specific and comprehensive sales training program and one which focuses on three very critical and fundamental steps – 1) build a personal relationship 2) create the need for the product and/or service and 3) close the sale and overcome objections. When necessary, I will accompany team members in the field to observe top performers and identify best practices. Or in cases of underachieving reps I’ll determine where and how their skills can best be adjusted to improve results. My training revolves around “ACTION ELIMINATES FEAR” by preparing the new hire to approach each call with a plan and a purpose. Individual or group sales training sessions are also available for all aspects of the selling process including how to overcome call reluctance.
Managing
I work with owners, CEO’s, VP’s or any level of executive to utilize DISC personality assessment for elevating each individual to their full capacity. I’ll guide them in how to handle sensitive situations with non-performers and how to get more out of their top performers. Picking your boss is sometimes more important than picking your job. This is where relationships are vital. If leaders are not managing properly, they are prone to not meeting expected performance coupled with high turnover. Understanding when and how to praise or reprimand is crucial in managing, and with the growing millennial workforce, leaders must teach that trust-based personal relationships are necessary as they work with supervisors, peers, and clients. It all comes back to leadership by setting the example and using proper techniques and communication that empower the subordinate to cultivate the desired and optimal performance.
Motivating
Fear, recognition, pride, and money are the prime motivators with salespeople. Leaders must understand what motivates each individual and adapt their tactics accordingly. Using DISC and having a strong interpersonal relationship makes motivating much more effective. After all, Motivation is getting people to do what they don’t want to do in order to get them what they want to achieve.
Goal setting is also a big part of the motivation process, if the goals are realistic, achievable, and measurable. As a guest speaker or as a one on one mentor, I will help uncover what each team member needs to accelerate their results and affect the success of the entire team.
Formula for Success
What exactly makes up the winning formula for success? There is no simple answer and of course it differs from one individual to the other and their definition of ‘success’. But no matter what goal is set, success is in reaching that goal. This process usually contains a combination of significant and consistent factors.
