Developing Selling Skills Tom Fox Fox Sales Coaching Objective - - PowerPoint PPT Presentation

Developing Selling Skills

Tom Fox Fox Sales Coaching

Put a system in place to consistently develop people Transform the sales culture of your company Increase sales / share Job satisfaction / loyalty

Objective

Never been more important to effectively connect with your accounts (EMPATHY) so we understand how Covid- 19 has impacted their situation – will build longer term relationships

Objective # 2

Leadership Culture Vision / Mission / Values Developing a Transformation plan

Topics

"Wherever "Wherever you find you find excellence excellence, , you find you find continuous continuous learning learning. They go hand in They go hand in hand. hand. Wherever Wherever you find that you find that cont continuous inuous learn learning ing is mis is missing, sing, you find you find mediocrity mediocrity." ."

"Resisting Happiness” by by Matthew Matthew Kelly Kelly

_____________________________________________ _____________________________________________ _____________________________________________ _____________________________________________

Why Does training Often Not Work?

Hard to take our team off the street Following up to reinforce is hard It’s more important to hit the #’s / focus on performance Developing people isn’t cultural in our industry Cost – spending more on developing people than ever before

Why Does training Often Not Work/happen?

What’s your most important asset?

Building Brands Equipment People (largest expense & greatest competitive advantage)

How do you feel How do you feel about: about: Relationship Relationship Selling? Selling?

Relationship Relationship Selling? Selling?

Question: What is a 1-word Definition of Leadership: Answer:_________________________________

Leadership - Culture

Question: 1-word definition of Leadership: Answer: INFLUENCE

“Leadership is an influence process. When you are a leader you work with people to help them accomplish their goals and the goals of the

• rganization.”

Leadership - Culture

Question: Leaders influence what?: Answer: 1. _____________________________ 2. _____________________________

Leadership - Culture

Answer: 1. Attitude

• a. Buy in
• b. They’ll do it even when no one is

watching 2. Behavior

• a. Skill / technique development
• b. Effort

Leaders Influence what?

Question: What is the definition of culture? Answer: ____________________________________ ____________________________________

Sales Leadership - Culture

Question: What is the definition of culture? Answer: Culture is the BEHAVIOR leaders EXHIBIT and the BEHAVIOR they TOLERATE

Leadership - Culture

Question: What have we tolerated from our employee’s and what affect has it had on our culture? Answer: ____________________________________ ____________________________________

Sales Leadership - Culture

EXPOSURE GAIN UNDERSTANDING DEVELOP SKILLS BECOME AN EXPERT What Why

Influencing Behavior & Attitudes Occurs In Stages

Process Accelerates With Frequent “Exposures” And Two-Way Coaching Conversations

Performance Vs. Behavior / Process What Do Leaders Discuss w/the Team?

Performance

• 1. Sales Volume
• 2. Distribution
• 3. Promotion Execution
• 4. Merchandising
• 5. Quality
• 6. Pricing

Capabilities

• 1. Listening
• 2. Uncovering Retailer Needs
• 3. Empathy
• 4. Trade Math
• 5. Features & Benefits
• 6. Overcoming Objections

What is a coach expected to do? 1._____________________________ 2._____________________________ 3._____________________________

Effective Sales Coaching

Leaders must bring the following to the culture:

• 1. Execute Company Mission / Values
• 2. Developing People
• 3. Drive Top Performance

Effective Coaching / Leadership

Does your organization: 1. Have a published Vision / Mission / Values? 2. Are the VMV discussed often (describes your culture)? 3. Do you have a published “Sales Process” that your team understands and follow? Is it cultural? 4. Do you have a published “Sales Coaching Process”? 5. How professional is your sales team? Do many rely on relationship selling? 6. Have you certified your sales reps / managers?

▪

Putting Together A Sales Culture Transformation Plan

1. Knowledge

What does your team know? Vocabulary? Importance of needs based selling? Do they know the steps to sell effectively? Your companies Vision, Mission and Values?

• 2. Ability - What is your team capable of doing / demonstrating?

Mastery of the steps to a sales call? Managers: how to observe, coach and course correct sales behaviors?

• 3. Attitude – is the team buying in to continuous improvement? Open to

Empathy?

▪

Certification is the key

PROFITS Is An Effective Way Of Selling

• 1. P Prepare For The Sales Call
• 2. R Recon – Survey Outlets For Opportunities
• 3. O Ongoing Confirmation Of Customer’s needs
• 4. F Flawless Sales Presentation
• 5. I Iron Out All Customer Objections
• 6. T Thank You – Close The Sale
• 7. S Service – Ensuring Execution

PROFITS Sales Process

PROFITS Sales Coaching Process GOALS & RISE

Pre-Call - GOALS:

• G. Goals of this call?
• O. Ongoing customer need?
• A. Align features & benefits?
• L. Likely objections?
• S. State the role you’ll play

Post Call - RISE:

• R. Results of the call?
• I. Impressions – Self assessment?
• S. Show me how you’d do it

differently

• E. Empathetic check in for

understanding

ONLINE COURSES Self-directed digital learning level sets the team with common language and process, for

• nboarding purposes and
• ngoing staff development –

reinforces classroom training CLASSROOM Classroom trainings is a powerful and necessary component of developing people ON THE JOB Work-with coaching guidance for managers and leadership to develop their sales teams. TEAM MEETINGS Monthly training workshops during team meetings. ONLINE SUPPORT Monthly webinars.

Power Of Blended Learning

Classroom Training

• 1. Still the most effective
• 2. Most interactive / practice
• 3. Hard to do more than 1 or

2 X annually

• 4. Expensive

On The Job / Work With

• 1. Reinforces classroom lessons
• 2. Frequent feedback = growth
• 3. Score store & behavior
• 4. Do your managers know how?
• 5. Is coaching cultural?

Blended learning – key to continuous learning

Blended learning – key to continuous learning

Online Training

• 1. Allows for flexibility
• 2. Mobile devices = lifestyle
• 3. Reinforces classroom trgn
• 4. Team learns at their own

pace

• 5. A resource your team can

access constantly Onboarding

• 1. Set expectations on day-1 that

learning is cultural

• 2. Expose team to selling

process, (7 hours of learning)

• 3. Learn important vocabulary
• 4. Have a subject matter expert

mentor / train new hires

Blended learning – key to continuous learning

Team Meetings

• 1. 1 X a month (doable)
• 2. 15-30 minutes workshops
• 3. Need to provide templates
• 4. Need to provide training to

managers so they know how to effectively facilitate

• 5. Sets the stage for

continuous learning Other Ideas

• 1. Webinars are available
• 2. Book club

Hard to take our team off the street Following up to reinforce is hard It’s more important to hit the #’s / focus on performance Developing people isn’t cultural in our industry Cost – spending more on developing people than ever before

Why Does training Often Not Work/happen?

THANK YOU

For More Information, please contact: Tom Fox tfox@cmprofit.com 248-765-0887

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