Developing Selling Skills€¦ · "Wherever you find excellence, you find continuous learning....

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 you find excellence, you find continuous learning. They go hand in hand. Wherever you find that continuous learning is missing, you find mediocrity."

"Resisting Happiness” by Matthew

Kelly

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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 about:

Relationship Selling?

Relationship 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 organization.”

Leadership - Culture

Question: Leaders influence what?:

Answer:

1. _____________________________

2. _____________________________

Leadership - Culture

Answer:

1. Attitudea. Buy inb. They’ll do it even when no one is

watching2. Behavior

a. Skill / technique developmentb. 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 EXHIBITand 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 / ProcessWhat 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 ProcessGOALS & 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

onboarding purposes and

ongoing 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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