Differentiating Your Organization - ISA€¦ · Achieve 102% of their performance goals, on...
Transcript of Differentiating Your Organization - ISA€¦ · Achieve 102% of their performance goals, on...
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Differentiating
Your Organization
Through World-Class Sales Effectiveness
Anita Greenland Vice President of Sales
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Four decades of helping companies drive sustainable growth with a deep
expertise in the Industrial Manufacturing and Distribution sector
The Brooks Group is consistently named as a Top 20 Sales Training and Consulting Firm
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Copyright © The Brooks Group. All rights reserved. | TheBrooksGroup.com
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Copyright © The Brooks Group. All rights reserved. | TheBrooksGroup.com
We’ve worked with these clients and others:
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Why Do Customers Buy?
43%
37%
20% Customer Experience
Features/Benefits
Price
Via Research from the Sales Executive Council
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Recruiting, Selection, & Hiring
Onboarding & Retention
Coaching to Success
Topics for Today
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43%
37%
20%
Recruitment, Selection, and Hiring the Best Candidates
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The 4 R’sFor Recruitment, Selection and Hiring
R
RESUME
R
RAPPORT
R
REFERENCES
R
REPORT
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Ask Yourself These Questions: 5CAN
this person sell?HOW
will this person sell?
WILL this person sell?
WHY will this person sell?
HOW will this person sell
HERE?
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Personal Assessments Measure:
BehaviorsHow will this
person sell?
AttitudesWill this person
perform?
MotivatorsWhy will this
person perform?
Selling
SkillsCan this
person sell?
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What Does the Role Require
FOR SUCCESS?
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BenchmarkingComparison Analysis
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“Adaptable process, customizable content and the integration of assessments into the training curriculum are the three keys to success for The Brooks Group’s value based selling program. The IMPACT Selling™ process is easy to understand and use, the coaching methodology is customizable for any sales manager, and the application of the in-depth assessments tells managers exactly how to coach each rep to sell better. Is there another sales development company with the depth of tools and the experience to deliver? I doubt it.”
—Curt Tueffert, VP of Sales DevelopmentDXP Enterprises
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ONBOARDING
RETENTION
&
Sales forces effective in salesperson onboarding have 10% greater sales growth rates, and 14% better sales and profit objective achievement.
“
”Research via The Sales Management Association
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Review Assessment Results Together
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SET GOALS
Create a 30, 60, and 90 day onboarding plan
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Set clear expectations with measurable milestones
Measurable Outcomes
Job Expectations/Standards of Work
Company Guidelines
Feedback/Meeting Cadence
Communication Channels
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Training that supports sustainable performance lift
6 simple, easy-to-remember steps
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COACHINGThat Maximizes Performance
Are 50% more likely
to stay with an organization as a result
of effective coaching
Top Performers
Achieve 102% of
their performance goals, on average, with
effective coaching
Mid-Level Performers
Should receive <50% of your coaching time.
Research shows that coaching generally has the least effect on the
lowest performers
Low Performers
Via Research from the Sales Executive Council
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Opportunities To Coach:
One-to-One Meetings
Team Meetings
Deal Coaching
Joint Calls
3 – 2 – 1
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COACH
1
ASK, DON’T TELL
2
LESS IS MORE
3
CONSISTENTCADENCE
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Course Correcting
Determine if it’s a
or a issue
CAN’T DO
WON’T DO
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HIRE SLOW, FIRE FAST.“ ”
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TAKEAWAYS
4 R’s for Recruiting, Selection, and Hiring
4 Best Practices for Onboarding and Retention
3 Tips for Effective Coaching
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FINAL THOUGHTS
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CoachingSales managers can see which areas are
most challenging for sales reps
GamificationGaming elements engage learners and improve retention of new selling skills
AccessibilityYour salespeople can learn at their
pace, wherever they are
Email [email protected] to receive a free trial of the course!