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!!!