ProForce Overview

delivering sales performanceProForce

delivering sales performanceProTRAIN

delivering sales performanceProGRAD

delivering sales performanceProEXEC





ABOUT PROFORCE

PROFORCE is a leading sales advisory business. Our suite of services - , and - deliver our clients a sales force with stronger people and skills to deliver sales-lead business growth.





Ensuring profitable and sustainable sales growth Remaining competitive and cost effective Attraction and retention of top sales talent Agility to remain ahead of competitors Managing the sales bottom line Developing future sales leaders





?Does your

need help movingin the right direction

sales force

SALES CHALLENGES

SALES PERFORMANCE SOLUTION





OUR CLIENTSPROFORCE WORKS WITH OVER 1,000 INDUSTRY LEADING CLIENTS

PROFORCE is the provider of choice for Australian businesses that seek best-in-class sales results. We optimise sales teams through a suite of services which include training for your existing team as well as targeted placement of high achieving sales professionals. Some of our 1,000 clients include:





We are

behind the people who sell

the power





? will instantly improve your sales ROI...

Sales

gapproductivity

Rapid development of top sales people Rapid increase in current BDMs KPIs Succession planning for inevitable attrition Low cost but high ROI Immediate solution to lack of quality junior BDMs Increase retention Develop new team culture

“ “sales talent issuesto ongoing

Innovative approach

STAGE 3: TRAINING1 year

HIGHEST PERFORMING SALES GRADUATES

Fundamentals of Sales

2 Days

Solution Selling

2 Days

Negotiation Skills

2 Days

Key Account Management

2 Days

Module 1 Module 2 Module 3 Module 4

500 CVs per week

OUR ONLINE PRESENCE IS 600% MORE EFFECTIVE THAN ANY OTHER ADVERTISER IN AUSTRALIA

70%

Referrals from past ProGrad graduates.

25%

Apply online. Biggest spend in Australia for

graduates.

5%

Classic methods of attraction.

STAGE 1: ATTRACTION

STAGE 2: ASSESSMENT & PLACEMENT72 hours

ASSESSMENT DAY

5555

TOPcurrent university leavers

5%

Key Competencies

Hours

People

Activities

COMPETENCY BASED FRAMEWORK

NAME

SELF INTRODUCTION

NASA SURVIVAL

ZIN OBELISK

3 MINUTE PRESENTATION

DEGREE

NOTES

NOTES

NOTES

NOTES

STAR SIGN

PREPARATION

GREATEST ACHIEVEMENT

EYE CONTACT

PRESENTATION SKILLS

DELIVERY OF SPEECH

DRIVE & DYNAMISM

OPENING / POSITIONING

CONTENT / BODY

SUMMARY / CONCLUSION

DESCRIPTION LOCATION

AY N

BCS I

D

TOTAL

TOTAL

CONFIDENCE

VERBAL COMMUNICATION

DRIVE & DYNAMISM

ABILITY TO INFLUENCE & PERSUADE

STRUCTURE & LOGIC

TOTAL

TOTAL

CONFIDENCE


DRIVE & DYNAMISM


STRUCTURE & LOGIC

CONFIDENCE


DRIVE & DYNAMISM


STRUCTURE & LOGIC

SUITED TO WHICH ROLE?EXT INT SUPP MARKG TECH

GRADUATE TRAINING

Four courses (2 days) focusing on key sales skills:

Benefits: ■ Up skill staff in core sales competencies ■ Outperform existing staff ■ Breed longevity & loyalty ■ Investment in people ■ Cement foundation ■ Build sales leaders of the future

Fundamentals of Sales

Negotiation Skills

Solution Selling

Key Account Management

?Investing insales leaders

of the future

RESULTS

Thousands of successfully placed sales graduates producing double the revenue in half the time & half the cost of a junior business development manager.





will instantly improve your sales performance...

?Sales

gapcompetency

Sales team skills analysis Bespoke training courses

OFFERWE

Instant sales performance improvements with immediate, quantifiable and long-lasting results 100% positive feedback from our client partners

DELIVERWE

HAVEWE

Highly skilled in-house sales specialists Central Sydney training facility

WORKING WITH CLIENTS

DELIVERY DEVELO

PMEN

T

BESPOKE TRAINING

ANALYSIS DESIGN

EVA

LUAT

E Assessment Includes: ■ Psychometric testing (DISC) ■ Group games ■ Core competencies assessment ■ Training and learning needs assessment ■ Sales simulation exercise ■ Case study – relevant to roles / industries ■ One to one interview

Sales Team Skills Analysis ■ Rigorous process to assess sales competencies ■ Competency-based assessment framework ■ Ensures greatest ROI on any subsequent training spend

INSTRUCTION

C

REAT

ION

NEEDS OBJEC

TIVES

MEA

SURE

PROFESSIONAL COMMUNICATION

Results: ■ Develop commercial awareness ■ Professional communication ■ Prospecting planning ■ Confident telephone call management ■ Overcoming customer objections ■ Building profitable sales relationships ■ Gaining customer commitment

SALES AS A PROFESSION ■ Behaviours that separate you from the pack ■ Building business relationships

■ Identify your USP ■ Elevator pitch ■ Ideal client profile

■ Lead generation ■ Sales process ■ Sales funnel

■ Your selling environment ■ Handling objections

■ Influencing others ■ Influencing up

CREATING POSITION

BUSINESS PROCESSES

GAINING COMMITMENT

?Are you askingthe right

questions

SOLUTION SELLING

Results: ■ Develop selling strategies ■ Tactics to help differentiate solution ■ Customer segmentation ■ Develop value proposition ■ Increase conversion ratios ■ Decrease price sensitivity

1. CONCERN

2. CAUSE

3. IMPACT

4. BENEFIT

43

21■ Concern questions

■ Why? ■ Best practice ■ Benefits

■ Identify buyer ■ Key needs ■ Implied needs ■ Explicit needs ■ Issues & resolutions

■ Impact questions ■ Best practice ■ Developing questions ■ Power & effectiveness

■ Benefit questions ■ Developing questions ■ Best practice ■ Demonstrating capability ■ Obtainining commitment

NEGOTIATION SKILLS

Results: ■ Ability to plan and prepare for all types of negotiation ■ Understand the impact on company profitability of discounts/concessions ■ Put into practice the five golden rules of negotiation ■ Recognise and avoid the tricks and traps set by professional buyers ■ Retain and develop highly profitable customer relationships

PREPARATION■ What is negotiation ■ Importance of strategy ■ Issues ■ Team roles ■ Targets ■ Develop concessions ■ Strategic goals/objectives

1

PROPOSAL■ Demonstrating capability ■ Keeping the whole shopping list in mind ■ Overcoming objections ■ Presenting features, advantages, benefits ■ Offer concessions

3

DISCUSSION■ Getting the other parties shopping list ■ The language of negotiation ■ Four stages of the meeting ■ Considering personalities ■ Test concessions

2BARGAINING■ Gaining commitment ■ Trade concessions ■ Advance/Continuation ■ Summary

4NEGOTIATIONPower in negotiation

ACCOUNT MANAGEMENT

SITUATION ANALYSIS■ SWOT/TOWS Analysis ■ Emerging Trends ■ The Seven 7’s ■ Problems that prevent achieving objectives

■ Strategic Objectives: ■ Marketing ■ Innovation ■ Human Resources ■ Financial Resources ■ Social Responsibility ■ Profit

■ Solutions ■ Action Plans

DEVELOPING STRATEGIES■ Identifying the people & managing relationships: ■ Classify the buyers

■ Identify the drivers ■ Actions to add value

KEY ACCOUNTMANAGEMENT

Results: ■ Ability to scope the role and accountabilities of the key account manager ■ Develop a strategic approach to managing the most important accounts ■ Identify the key activities that will bring the greatest value to a customer relationship

SELLING SERVICES

MANAGING RELATIONSHIPS

■ The Marketing Cycle: ■ Market Research ■ Product Planning & Development ■ Pricing ■ Promotion & Advertising ■ Distribution ■ Selling

■ The differences between selling services & products





delivers the strongest sales performers...

?Sales

gappeople

Capability to attract & select the finest mid to senior sales professional for your business

OFFERWE

The strongest sales performers Sales leaders with ability to deliver measureable results for your business today

DELIVERWE

HAVEWE

Alumni of over 10,000 high performing sales candidates Dedicated industry experts focused solely on meeting client requirements

Results: ■ Unparalleled quality

■ Risk of hire removed

■ Pre-qualified candidates

PROEXEC MODEL

Top 5% Australian Graduates

Assessed, Placed & Trained

Industry Experience

PROFORCE Alumni 10,000 Top Sales

Performers

■ Speed-client delivery model

■ Created market Developed

Development

90 - 95% top sales candidates are passive rather than active job seekers

CLIENT ISSUEPROEXEC ■ QUALITY ■ PRE-QUALIFIED ■ SPEED ■ RISK REMOVED ■ INDUSTRY KNOWLEDGE





Business

ProForce Overview