Closing the Execution Gap
There is a wise old saying that "to know and not to do is to not know".
There is always some level of gap between what Business Owners and Salespeople know, what
they are capable of and how they professionally execute those skills on
a daily basis.
More about the Closing the Execution Gap
Green and Growing.
Even the best Salespeople need to
keep updating their skills. Just like a finely tuned motor vehicle,
truely professional Salespeople know they require re-alignment, tuning
and refinement to stay at the top of their game as a high performance
'sales machine'. Green and growing Salespeople can all too easily
become stale and stagnant. Unchecked, this stage is rapidly followed by
ripe and rotting and the effect on the organisation spreads like a
lethal disease.
Knowing vs Actually Doing.
By focussing
on the difference between 'knowing and actually doing', we help good
Salespeople become great Salespeople and great ones to stay closer to
the top of their game more consistantly.
EQ is far more important in sales than IQ
Emotional Intelligence (EQ) has a much greater impact on successful
selling than a salespersons' IQ. When it comes to specific sales skills
and strategies, many 'Business Coaches' are happy to tell you all about
how you should do it, but if you asked them to role up their sleeves
and get involved, I'm sure you will find the majority of them unwilling
or simply not capable. EQ is extremely difficult to observe and
critique remotely and that is a critical factor towards the succesful
execution of many sales strategies.
More about the Benefits of Fishing with You
Fish with you while teaching
The usual explanation that Business Coaches provide is that they are
here to 'teach you how to fish' so that you can do it for yourself when
they are gone. Others will try to convince you of the benefits of being
coached over the telephone rather than face to face. This might work
with non-sales areas and there are arguments for both cases where they
are still able to get results. Our experience has been that the best
results (when it comes to sales training) come from
getting actively involved in the sales process at every part of the
process. We fish with you while you are learning!
We have found this commitment very challenging at times and can share
more than a few entertaining stories about on the job experiences.
However, the lessons we have learnt and knowledge we have been able to
pass on while being at the 'coal face' simply would not
have happened were we to sit in our theoretical world and tell you what
to do!
Professional Sales Training
This involves developing the core skillsets required for all Sales Team members to be both effective and efficient. There are core skills required by all people who aspire to become truely professional Salespeople and they apply to every type of industry and all the roles that exist within those varying companies.
Winning On Purpose.
Without deliberate training in these key
areas, success cannot be predictably and deliberately repeated. The
Salespeople we work with 'consistantly win on purpose' (as opposed to
occasionally and accidentally like most of the others in the
marketplace).
Induction & Alignment
When we get involved in the creation of an induction system, the results for all new Salespeople cannot help but dramatically improve. Find out why!
Creating a Sales Culture.
We are sometimes asked about "what happens if I train them and then
they leave us?". Our answer is usually "what happens if you don't train
them and they stay!" The process and the rewards from its'
implimentation can start immediately, however it then takes years to
embed a new Sales Culture totally into a Sales Team. The true test is
where it is so embedded that a change in personnel has little effect on
the work ethics, culture and subsequent results.
When Salespeople are helped to fully understand that they are the ones
that ultimately benefit from the personal and professional development,
their attitude towards implementing the training provided always
reflects in their improved behaviours and subsequent results.
Sales Manager vs. Sales Trainer?
Teaching the range of core skills required to be executed at the
highest level by a professional salesperson takes time, deliberate
effort and very specific training skills. Training skills that are in
many ways opposite to the normal skillset of a Sales Manager and this
is perfectly normal.
The Sales Managers were normally one of the best performing former
Salespeople and rarely have deep level training skills. They usually
know how to do it their way but do not necessarily know how to train in
multiple ways and to adjust their methodology accordingly.
Smarter Sales Managers.
If they already have an appreciation of Sales Training and it's many
benefits, these smarter Sales Managers are happy to outsource that
responsibility so they leverage their time and further develop
themselves in other areas. Concentrating on their own selling and
managing the team is usually the best use of their time - leave the
training to the professionals!
We would be happy to examine with you the difference that an ongoing
strategic Sales Skills development programme would make to your bottom
line profitability. Complete your details on our contact form and we will be in touch
ASAP!
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