Accelerating Sales Growth
We work with organisations who want to instil ‘Value’ based selling within their sales operation.
People only buy anything if they perceive some form of ‘Value’ from what they are buying. ‘Value’ can come in various forms such as functional, technical, economic, reputational and personal. It is unique in every sales situation so requires skilled salespeople to uncover, personalise and build the desire for that ‘Value’.
Selling ‘Value’ typically requires salespeople to have different types of sales conversations, with a larger number of different and more senior stakeholders.
Therefore, any attempt to strengthen ‘Value’-based sales capability needs to address the full extent of the behavioural change required. It needs to cater to the inbuilt human instinct to default to our comfort zones and put concrete steps in place that result in salespeople developing the confidence, competence and motivation to embrace a new way of selling.
In addition to developing the skills, we focus on ‘Application’ – making sure that salespeople and sales managers are willingly applying what they are learning with competence, confidence and measurable positive impact on their sales opportunities and pipeline.
Skill Development:
We design and build workshops, tools and supporting learning resources that:
Deepen the knowledge and belief within salespeople of how their company’s Value Propositions add value to the range of different stakeholders that would potentially benefit from their solutions.
Build their skills to initiate and conduct value-based sales conversations that result in the desire and commitment of these stakeholders to work with their organisation.
This is all delivered in a development format that allows salespeople to repeatedly practice what they need to do differently in a safe environment under the guidance of highly experienced facilitators and coaches.
“We can attribute in excess of £1M of additional revenue to the work we did with you”
Skill Application:
There are three components of our work that all strengthen the likelihood and quality of learning application:
1. Developing the quality and consistency of sales manager coaching
Application increases if people are being coached and coached well. Therefore, more than simply training sales managers on how to coach, we run a highly practical series of small group and individual practice sessions where sales managers repeatedly apply their coaching skills to live sales scenarios.
They receive regular, personalised feedback that pinpoints potential improvements in capability and demonstrates how their coaching is having a real and tangible impact on sales performance. As a result:
Sales managers become more confident and competent coaches.
Salespeople value the coaching they receive.
Coaching frequency, quality and impact increase.
“Our coaching work with you pinpointed the key reason this CHF 700K opportunity was not closing. It now has.”
2. Tracking that what is being learned is making a clear and positive difference to business outcomes
Application increases if people can see their efforts are making a tangible difference to their current sales opportunities and their skills. We provide a series of evidence-based tracking tools that demonstrate:
Where learning is being applied.
Where capability is improving.
Where the application of learning is having a direct and positive impact on live deals and on the quality and accuracy of the pipeline.
“I wanted to write to thank you for the work you have done for us. It was received very well by the teams and they are still applying the material in their day to day role. The fact that we were also able to see some tangible, measurable improvement in sales performance is an even more persuasive argument for the effectiveness of the programme. Thanks once again”
3. Aligning with relevant systems and other cultural levers that drive behavioural change
Application increases with close alignment to the systems, processes and tools people are using every day. We offer CRM ‘overlay’ tools that ensure all relevant tracking tools and development approaches are integrated with the CRM system and that relevant data on opportunity progression, pipeline quality and capability improvement is easily accessible.
We also offer a short discovery process to enable the identification of which cultural levers can be pulled and in what way to best support and embed the change into the DNA of a sales operation.
“I just wanted to thank you for the work you did with us. I can say with certainty that we now have a much stronger business development approach in the UK and a much-improved plan to execute. We will go into the rest of this year and next with renewed momentum, clarity of purpose and a good understanding of our priorities. Almost as important as the outcome was the process you took us through – your pragmatic approach kept the team engaged and enthused, which has resulted in us already seeing some impact. I wish you every success in the future”
If you are thinking of investing in your sales capability, contact us now!