At Business success we don’t believe every sales executive is the same and has the same needs.  It is like putting square pegs into round holes, they don’t fit.   As this is the main issue with most sales training and coaching available today, Business Success has developed a unique and efficient method to unleash sales executive’s true potential.  We first evaluate each sales executive on their own skills and experience and then tailor a coaching program to specifically suit them.   Consider a Business Success sales coach as your Virtual Sales Manager.
Our sales coaches still follow the basic sales fundamentals to improve a sales executive’s performance and they introduce them as required.  This approach gives the sales executive the benefit of learning the fundamentals as required with real scenarios and challenges that they are facing in their day to day activities. 
Putting this all together, the sales coach will work with the sales executive to develop goals that are in line with their KPIs and training requirements.  These goals are broken down into actionable tasks with timelines that the coach will hold the sales executive accountable to complete.  Through this Just In Time (JIT) training and accountability; sales executives quickly grow and develop into successful sales executives.

Sales Specific Questionnaire

Our Business Success Sales Coaches have developed a simple yet effective questionnaire that assists the coach evaluate the sales executives perceived skills and experience.  The coach uses these responses in the introduction session to confirm the sales executive’s perspective and determine the actual level that they are performing at.

Personal Analysis Report

A Personal Analysis is a self-assessment that identifies the strengths and development areas of an individual.  It discovers who the individual actually is and not what the person thinks he/she needs to be in the existing environment.  As a result, the report identifies the true strengths and development areas to allow for true performance improvement.  This is critical to the success of the sales coaching.  The report is explained to the sales executive by the sales coach during the introduction session and used during future sessions as required. The sales executive and the Human Resources department will receive a copy of the report for future use in the individual’s professional development.  A sample report has been provided with this proposal as an example.

Sales Coaching Program

Introduction Session

It is critical that our coach evaluates the sales executive, their skills and knowledge.  This is accomplished via the sales executive completing our sales specific questionnaire of 10 questions and a full Personal Analysis prior to the first session. Upon completion the introduction session is scheduled where the sales coach and the executive will review the questionnaire and Personal Analysis Report. 
The coach will then perform an evaluation of the sales executive and develop a recommended sales coaching program for him/her.

Sales Coaching Programs

We have four different sales coaching programs tailored to the specific levels of the sales executives.  The specific levels are:

• Outstanding – Consistently exceeds their KPIs and sales quotas; - 1 Session per month
• Solid – Consistently achieves their KPIs and sales quotas - 2 Sessions per month
• Average – Occasionally achieves their KPIs and sales quotas - 3 Sessions per month
• Struggling -  Struggles to achieve their KPIs and sales quotes - 4 Sessions per month

Typical Sales Coaching Session

A typical sales coaching session will last approximately 50 minutes and in each session the following is covered:

• Discuss the events since the last session
• Examine successful events – discover why they were successful and identify how they can be used in the future.
• Examine unsuccessful events – discover why they were unsuccessful and identify possible solutions to avoid them in the future.
• Indentify challenges – discover challenges they are facing and work together to resolve them
• Sales Process – Work together on a step of the sales process (Prospecting, Pre-approach Planning, Approach, Presentation, Handling Objections, Closing the Sale and Follow up/after sales support), depending on where the person has challenges in closing the sale.
• Set/Review Goals and Tasks – Goals and tasks are developed to achieve the long term goals.
• Set a date for the following session.

How is the Coaching Conducted

Business Success can provide face to face, telephone or video coaching.  In locations where a coach is located, face to face coaching is provided.  In other locations around Australia and the world our coaches utilised the normal telephone services or the Internet to provide telephone or video coaching.  Internet video coaching is very popular as the sales executive can see the coach and vice versa (where available).  The coach will be able to provide visual interaction through the use of the whiteboard and other online technologies. 
After each session the sales executive will receive notes of the session and an action list of the tasks that was mutually agreed too.  The sales coach will hold the sale executive accountable for the execution and completion by the due date of the tasks as determined.

Contact Us to arrange a free introduction session.