CORPORATE SALES TRAINING & COACHING by Riaan Pietersen Develop a sales education system that drives...

CORPORATE SALES TRAINING & COACHINGby Riaan Pietersen

Develop a sales education system that drives real behavior change and results.

World-Class Sales Training & Coaching

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“The meeting of preparation with opportunity generates the offspring we call luck”

INTRODUCTION

SALES TRAINING DESIGNED FOR LEARNING AND CHANGE

Sales training is often approached with a car wash mentality. Pull in when needed and come out the other side shiny, new, and ready to be a top seller. This kind of training might be fine for learning basic tasks.Selling is not a basic task.Not only is there a large body of sophisticated skills and knowledge to master, but sales training is often about changing the behavior of adults who are set in their ways.

Leading organizations don’t see sales training as an event, they view it as anongoing process.


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BLUE OCEANS APPROACH TO COACHING & TRAININGQuality sales coaching feels less like discrete events and more like a university education.The Figure below shows how this looks different than the more common, but less effective, approach.


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Category Typical Blue Oceans

Approach Flavor of the month Focused, long term view

Staying power Forgotten and not applied

Efficient, repeatable effective

Delivery method Limited Live | Online | Telephonic

Approach Aging Current, Field orientated

Effectiveness Not remembered, not connected to daily work

Internalized, Integrated,

New Agents Time consuming, ineffective

Repeatable, focused, effective

AT BLUE OCEANS WE:

World-Sales Training Class & Coaching

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Define goals and objectives for sales training, and how training should affect sales force results.

Develop custom sales training and improvements to the sales performance environment in areas such as sales process and performance support

Deliver blended sales training with strong reinforcement and immediately applicable to their jobs.

Enable sellers so that sales training translates into the desired behavioral change

Measure effectiveness of sales training itself and its effect on sales results, and continuously improve the training and performance environment

GOALS, OBJECTIVES, SUCCESS METRICS

For most companies, transforming their approach to sales training by establishing the Blue Oceans coaching is not really a training initiative. It’s a change-management effort.

Other common goals: Creating a path to top performance for each sales role Establishing an effective, common approach to your company’s

way of selling Raising quota and quota attainment Ramping up new sales hires quickly, efficiently, and effectively


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DEVELOP A SALES PLAYBOOK

During the coaching processes we will generate a Sales Playbook. This process will be interview based with some of the current Rainmakers

Sales playbooks are repositories of the best practices for salespeople at a particular company to create and win sales.

How do the best people: Fill the pipeline with qualified leads? Conduct thorough needs discoveries? Inspire buyers to consider new, important ideas? Craft the most compelling solutions? Communicate the value of their offerings? Win sales against tough competition? Penetrate and grow accounts?

The answers to these questions are gold. If you want to make people successful, help them do what successful people do. Sales playbooks are these guides.


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ROLE AS COACH

1. Define: As a coach I help sellers define both their goals and a path to their own personal New Reality, the personal state they most desire. Different salespeople are motivated by different factors.

2. Execute: I help sellers build and execute action plans, optimizing seller efficiency and focus. After defining goals and setting a path, I will help coachees develop habits; automatic behaviors that help increase seller’s success.

3. Advise: I give direct advice as appropriate to maximize immediate sales wins.

4. Develop: I help develop a coachee’s knowledge, skills, and attributes to improve performance fundamentally. Coaching must include advice to close particular opportunities and a focus on helping the salesperson improve his capabilities over time.

5. Motivate: I help motivate sellers to find and sustain their highest level of energy and action over the long term.


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KEY TAKEAWAYS FROM SALES COACHING

General business coaching is not sufficient for sales situations, where opportunities are often immediate and coaches lack sales experience.

To be successful, coaching must have a specific and regular rhythm of conversation and a connection between coach and seller.

Coaches help salespeople build their goals, take ownership, and achieve results through motivation.

Sales coaches are often instrumental in helping their coachees develop new habits and making sure they stay the course.

Motivation is different for every person. Good sales coaches recognize this and are able to key in on what will drive each toward his New Reality.

With a successful coaching program, clients report between a 25% to 40% increase in sales activity, leads generated, average deal size, and close ratio.


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WHY MANAGERS AREN’T GOOD COACHES

Don’t have the time to coach

Aren’t comfortable coaching

Aren’t sure what a sales coach is supposed to do

Don’t have strong coaching conversation skills

Don’t establish a consistent rhythm of coaching conversations

Don’t have the tools and resources to help them make coaching a success

Try to apply general business coaching to sales and it doesn’t work


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COACHING AREAS


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COACHED FIRM STATISTICS

Coached firms have a 17% higher hit rate on targets Coached firms have a 24% higher success rate on reaching

forecast Coached firm are 2x more likely to become a preferred

vendor and trusted partner Coached firms amplify behaviors and deliver 26% higher

pipeline results Coached firms drives performance and 30% more sales

people reach targets Coached firms are more motivated, positive, have

confidence in their ability and more target orientated

Statistic provided by Sales Force and over 400,000 sales people.


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After the initial program you will have a very rounded and equipped sales team and I suggest we continue coaching but then I do one on one to work individually with members.

Time frame

Program

TRENDS | New markets and customers Week 8 New Markets | Digital Trends and new age of selling

Best SM platforms | Blogs | Video | Webinars |EventsWeek 9 Sales Growth Avenues | New age Prospecting | Compelling reason

why clients must speak to you | The “So What Test” Week 10 Mind Matters | Paradigms | Self Sabotage

Week 11 Goals and Setting them

Week 12 Breaking into Frazzled Customers Part 1

Week 13 Breaking into Frazzled Customers Part 2


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Some Other modules: Rules for building value proposition 19 insight-selling mistakes How to lead masterful sales negotiations 7 price objections and what’s behind them Ideas to building trust in sales How consultative sales methods need to change Top factors separating sales winners from the rest Conflict situations and how to deal with them 6 steps to ensuring sales team hits goals Get your head out of your assumptions Cold calling Kill the 80/20 rule


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Different ways of Coaching & Training

Initial programWeekly - 1 hour personal sessions with team

Follow up sessionsBi-weekly personal sessions with team on follow up sessions

OngoingOne on one sessions when required but we recommend at least

bi-weekly to keep momentum.

OngoingTelephonic sessions for quick insight and coachingbefore a big sale | presentations | ad-hoc advice

OngoingWebinars for specific training modules

Members have opt in if they want to join

ABOUT


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Corporate Sales and Intervention Coach USM-C (USA) PDc (AUS) NLP Certified CoachBlue Oceans Consulting specializes in sales training, assessment, and performance improvement that helps organizations improve sales results. I’ve helped salespeople, managers, and professionals in many countries increase their sales significantly with this methodology. I have also been involved in transformation coaching for the past 20 years, with professionals in international Organizations such as Capgemini Germany, Siemens, Red Dot communications award winning firm Morgan Digital, Brand Worlds Innovators in Hong Kong, listed Telecommunication companies and various other South African firms. As Entrepreneur and NLP coach with a vast knowledge in Property Matters, Telecoms, 20 years of actual Sales & Marketing expertize, the Financial Industry, International Mentorship and Internship programs, Digital Sales and Blue Oceans Business Strategies, I guide Executives and teams achieve and maintain higher goals. I’m a family man with great passion for sports; traveling and helping people “Believe They Can”. When people believe they can achieve anything, it drives them to astounding pinnacles and gives business a mechanism that’s unrelenting.

TESTIMONIALS

Riaan embodies all the excellent traits of the self-man man. He is visionary, industrious and has an enormous sense of commitment. He is driven and tenacious and has a very high level of energy. What makes him stand out from his peers are his abilities to see opportunity and follow through on those possibilities.Riaan has an uncanny ability to translate his experience into mentorship. He unstintingly shares his wisdom. He questions, probes, discusses, debates and counter-argues a large ariety of subjects and business types. This makes him a very valuable partner in that he is both careful and comprehensive in his asessment but courageous in seeing the upsides of ventures. I can thoroughly recommend Riaan as someone that can channel knowledge into practical experience, solve daunting challenges and energize those around him. Mario Pretorius (CEO)TeleMasters Holdings Telecoms


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Riaan has been one of my most inspiring mentors. He has a high positive intelligence and has the gift to empower others. Riaan acts based on trust paired with humanity. He approaches his visions with determination & fun both in a highly professional way. His general business acumen and sales experience helps to understand the processes much easier and implementation is then effective. Vera Galambos | Director Siemens Coms Strat Munich

Riaan is a dynamic and energetic leader who is never short on innovation. He continues to challenge the norm and deliver new and efficient ways to extend my business and career. He has a great deal of international experience and truly understands how to adapt, modify and implement plans to succeed. In the end, Riaan brings an element of spirit and excitement to his consulting and he has helped me tremendously insofar as understanding what we, as individuals are capable off in the world of business and sales. Florian Ploner (Sales director discreet manufacturing - Munich)

Riaan has an inspiring and admiral attitude to mentoring; guiding and advising fellow professional business associates. He has an extensive scope of business expertise across the corporate board allowing for complete peace of mind. He has immense business experience that he has tailored and fine tuned, allowing his expertise to keep him ahead of future trends thus allowing you to benefit from his skills. I have learnt so many valuable lessons and skills from Riaan over the years and I cannot thank him enough for his continuous and selfless dedication to all that I seek from him at any given time. I learnt to keep my corporate temperament as well as managing my competencies and negotiation skills. I thank you for your years of support and fellowship towards my business partners, associates and me alike.Damon Giannoccaro (Sales Director) Hong Kong


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Riaan has consulted me on various occasions and for both personal and business reasons. He has shown me how to utilize my mind to achieve goals at the highest level. He deals with aspects we take for granted but truly delves deep into the sub conscious and unlocks potential you don’t think you had. It has made me achieve things I didn’t think was possible before. Simple strategies but very effective…Kay Heldsdorfer (EU Sales)

I am amazed how efficient and how focused Riaan is on helping businesses achieve higher goals. He is organized, highly knowledgeable in many industries and a great mentor in business. Every time work together, he inspires me with his way of doing business, advising others and I always take some of that home with me and improve my way.Michael Ruhe (Founder and Sales Director)

www.blue-oceans-consulting.co.za [email protected]

http://www.blue-oceans-consulting.co.za/

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CORPORATE SALES TRAINING & COACHING by Riaan Pietersen Develop a sales education system that drives...

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