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Account Management & Sales Coaching
Jane's coaching approach draws on direct experience of sales and account management in the IT services and consultancy world.
When to Consider Coaching
- Moving up from Sales to Sales Management
- Developing and Managing Key Accounts
- Reinforcing Sales Training
- Engaging at Board Level
- Combining Interpersonal Skills and Technical Competence
- Entering new markets and geographies
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Who Benefits
Individuals and teams targeted on sales, revenues and performance.
Experienced sales teams and account managers do not need more sales training; the real gain comes from personal coaching.
Business-winning communities needing to positively influence decisions and maintain client relationships will enhance their performance by focusing on their personal challenges.
Sales driven people are expected to perform regardless of market conditions, internal reorganisations or economic climates. It is assumed they are focused, confident and goal oriented. If you are not the traditional 'sales animal' how much has been invested in developing the 'inner you' to perform and achieve when times are tough?
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Approach
Sales Coaching Programmes are tailored to each sales person's level of development. This can range from 'directive coaching' with new recruits to 'mentor coaching' with senior sales executives. A typical programme combines six face-to-face or telephone coaching sessions. Workshops, Sales Capability Assessment tools and models compliment the programme.
Drawing on first hand experience, Jane's coaching approach embraces consultative selling techniques, soft skills and self-awareness to enhance performance and relationships.
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Workshops
Programmes combining group workshops and one-to-one coaching are a powerful means of developing corporate standards and implementing change. The groups benefit from collective learning coupled with individual attention.
Workshops and training modules
- Communications skills
- Influencing Skills
- Preparation and Planning
- Presentation Skills
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Statistics
Without on-the-job reinforcement, sales executives lose 87% of training within one month. By combining training with coaching the return is improved four-fold.
Statistics show that it is the core members of a sales team, rather than the bottom and top achievers, who show the greatest improvement in sales performance through effective coaching. However, the top achievers appreciate the opportunity to address what is important to them.
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Results
Coaching identifies areas where people are stuck and supports them as they find the inner resources to let them shine. Core hurdles to sales success are lack of confidence, focus and motivation. From Jane's personal experience the results achieved produce:
| Focused goal setting and action planning |
| Prioritised time management and personal organisation |
| More self-direction and self-management |
| Effective communication skills |
| Enhanced creativity and flexibility |
| Raised confidence and courage |
| Sustained, genuine relationships |
| Assertiveness and empathy |
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Sales Capability Assessment
Sales Capability Assessment tools are a powerful means of evaluating sales knowledge and provide a strong foundation for effective coaching.
Partnering with SkillsEdge, Jane uses their diagnostic tools to measure the knowledge base of a sales professional who is selling complex business-to-business solutions. The ability to obtain an understanding of gaps in the required knowledge set in a quick, accessible and economic manner provides valuable inputs for coaching and personal development plans.
The Sales Capability Assessment covers 10 distinct sections:
- Client Base Management
- Business Awareness
- Sales Cycle Control
- Objection Handling
- Presentation Skill
- Closing Technique
- Use of Resources
- Qualification Skill
- Identification of Needs
- Negotiation Skill
Plus sales management knowledge.
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Business Development Consultancy
The sustainable development of people and skills is essential to companies growing their businesses. In association with Greener Consulting, Jane provides training and coaching programmes to support lead generation and business development initiatives.
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