ExSP Intensive Coaching

We offer Intensive Coaching Programs for Top Sales People, Sales Managers and Buyers.

For Top Sales People

Over a 4 months period, participants join small teams and a larger group to leverage accountability, practice and education to achieve extraordinary sales performance. We address mind-set, skills-set and system enables. INSERT on the right the Charts showing who the eagles are - from the white paper)

Before the program begins, we assess each participant's current sales-performance situation. We focus on each participant's to see how they impact on achieving sales goals. We assess:

  • the trainee's sales strengths and weaknesses from his/her perspective as well as from others who work with him/her (e.g., 360 review). This includes mind-set, skill-set and relationships with clients, staff and others,
  • the company's sales system enablers, including its products/services, its CRM and dashboard systems.

With this information, each individual enters our Intensive coaching program during which he/she will join a support/ accountability team (of 1-3 other participants) which converses with one another at least twice a week. Each team is part of a larger group of 4-8 teams which meet using Webinar technology once a week for about 60 minutes to learn more about that week's ExSP advanced sales topic from an ExSP Master and to track the performance standard of each person. Topics include:

Mind-set

  • Commit to be Extraordinary
  • Focus on the Customer's Needs

Skill-sets

  1. Setting Sales Goals and Being Accountable
  2. Selling the Right Buyer
  3. Powerfully Asking Questions and Listening
  4. Presenting a Compelling Case
  5. Using Sales Demos and Proposals to Close
  6. Creating Value to Negotiate the Best Sale
  7. Selling Beyond the Immediate Transaction
  8. Building Long-term and Extensive Relationships

Enablers

  • Master a Sales Process
  • Use a Personal Sales Dashboard

The program begins with each person establishing appropriate process and outcome sales goals to achieve during the program and benchmarks (e.g., sales results) expected to be achieved in 6, 9 and 12 month ExSP staff throughout the program. Periodic status reviews take place during the program. At the end of each program, everyone celebrates the successes achieved. For a copy of our Eagles Intensive Coaching brochure, contact us.

For Sales Managers

This program follows the same general format as the one for Sales People, except it is open only to "Sales Managers". Their curriculum focuses on sales management topics, including:

  • Identifying Best Practices in Sales Processes used by top performing organizations and how can I implement them?
  • Managing several Sales Pipelines for maximum growth of profitable sales?
  • Enabling Top Performing Sales Teams to set goals and manage activities to Meet/Exceed Goals
  • Understanding Best Practices in Compensation Programs?
  • Identifying Best Practices in Reward/Recognition Programs?
  • Building powerful Support Teams for my Top Performers?
  • Using Customer Councils to Increase Retention Rates and to Drive Referrals?
  • Optimizing the use of sale system Enablers (CRMs and Dashboards) by all sales people
  • Aligning the Sales Process with the Buyer's buying process
  • Recruiting people with the right mind-set, skills-set and wallet-focus to succeed.

Intensive Coaching for Top Sales People brochure, contact us.

For Buyers

In the third quarter of 2009, we will introduce this new program. It follows the same general format as the one for Sales People, except it focuses on buying best practices and helping these eagles perfect their mind-sets, skill-sets and enablers. The Intensive Coaching Program for Buyers includes:

  • Committing to an Extraordinary Company Buyers
  • Connecting with the right people in Vendor companies
  • Setting the table" for Vendors
  • Asking Power Questions and listening techniques of Extraordinary Buyers
  • Negotiate top VALUE for my company?
  • Buying beyond the immediate transaction to assure more efficient spending
  • Balancing what's best for my company with maintaining long term relationships?
  • Measuring best buying success and communicating it to the Company?

For advance information on it, click here.