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

Developing Selling Skills Tom Fox Fox Sales Coaching

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

Objective # 2 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

Topics Leadership Culture Vision / Mission / Values Developing a Transformation plan

"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? _____________________________________________ _____________________________________________ _____________________________________________ _____________________________________________

Why Does training Often Not Work/happen? 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

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?

Leadership - Culture 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 organization.”

Leadership - Culture Question: Leaders influence what?: Answer: 1. _____________________________ 2. _____________________________

Leaders Influence what? 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

Sales Leadership - Culture Question: What is the definition of culture? Answer: ____________________________________ ____________________________________

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

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

Influencing Behavior & Attitudes Occurs In Stages EXPOSURE What GAIN UNDERSTANDING Why DEVELOP SKILLS BECOME AN EXPERT Process Accelerates With Frequent “Exposures” And Two-Way Coaching Conversations

Performance Vs. Behavior / Process What Do Leaders Discuss w/the Team? Capabilities Performance 1. Listening 1. Sales Volume 2. Uncovering Retailer Needs 2. Distribution 3. Empathy 3. Promotion Execution 4. Trade Math 4. Merchandising 5. Features & Benefits 5. Quality 6. Overcoming Objections 6. Pricing

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

Effective Coaching / Leadership Leaders must bring the following to the culture: 1. Execute Company Mission / Values 2. Developing People 3. Drive Top Performance

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

Certification is the key 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? ▪

PROFITS Sales Process 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 Coaching Process GOALS & RISE Pre-Call - GOALS: Post Call - RISE: G. Goals of this call? R. Results of the call? I. Impressions – Self assessment? O. Ongoing customer need? S. Show me how you’d do it A. Align features & benefits? differently L. Likely objections? E. Empathetic check in for S. State the role you’ll play understanding

Power Of Blended Learning ONLINE COURSES Self-directed digital learning level sets the team with common ON THE JOB language and process, for Work-with coaching guidance for ONLINE SUPPORT onboarding purposes and managers and leadership to Monthly webinars. ongoing staff development – develop their sales teams. reinforces classroom training TEAM MEETINGS CLASSROOM Monthly training workshops Classroom trainings is a during team meetings. powerful and necessary component of developing people

Blended learning – key to continuous learning Classroom Training On The Job / Work With 1. Still the most effective 1. Reinforces classroom lessons 2. Most interactive / practice 2. Frequent feedback = growth 3. Hard to do more than 1 or 3. Score store & behavior 2 X annually 4. Do your managers know how? 4. Expensive 5. Is coaching cultural?

Blended learning – key to continuous learning Online Training Onboarding 1. Allows for flexibility 1. Set expectations on day-1 that learning is cultural 2. Mobile devices = lifestyle 2. Expose team to selling 3. Reinforces classroom trgn process, (7 hours of learning) 4. Team learns at their own 3. Learn important vocabulary pace 4. Have a subject matter expert 5. A resource your team can mentor / train new hires access constantly

Blended learning – key to continuous learning Team Meetings Other Ideas 1. 1 X a month (doable) 1. Webinars are available 2. 15-30 minutes workshops 2. Book club 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

Why Does training Often Not Work/happen? 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

THANK YOU For More Information, please contact: Tom Fox tfox@cmprofit.com 248-765-0887 31 31