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Sales Skills Breakout: Getting Leaders & Frontline Managers to Coach Messaging
Angelique Sweeney
Vice President, ES Sales
Learning & Performance
In The Beginning….. 2008
Top Down Approach
• Launched BU-Wide Rollout of Power Messaging – Sales Leadership Conference
• Power Positions Specific to MAS
• Buyer Focused Messaging
Post Conference – What We Learned
• Coaching Beyond the Techniques – The WHY vs. the HOW
• Sales Focused Sales Process + Buyer Focused Messaging = ?????
Sales Operations/Learning Transformation - 2010
Vision: Enable Every ADP Sales Associate & Leader To Achieve Their Personal & Professional Goals By Delivering A Consistent & Progressive Approach To Real-Life Sales Learning
• One ADP Approach for “Best In Class” Curriculum and Delivery
• ES Wide Sales Process: Selling the ADPway – Buyer Focused Selling
• Enterprise Agreement – Corporate Visions
• Internal Cvi Certified Teams – Positioning & Messaging
Today
“Culturalize” Messaging • BU Positioning Engagements
• ES Worldwide Power Messaging Rollout
• Sales Leader Coaching Guide
• Key Stakeholders “In The Game”
• AVS Idol
• NAS POV Certification
• Power Coaching for Sales Leaders
• Modeling/Coaching outside the deals
Thank You!!!
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