Revisiting the Fundamentals

Everybody needs to be reminded of the fundamentals of selling from time to time, and feedback on this session from inexperienced sellers and seasoned pro’s has been that it has either got them into good habits from day one, or has opened their eyes to the bad habits they have got into.

An interactive 2 hour training session (with mandatory prework) based on the bible for selling fundamentals – “How I raised myself from failure to success in selling”, this fun “book club” style training session delivers something different but valuable for everybody.

Mental Resiliency for Sales

Anybody that believes selling is an easy, stress free profession either hasn’t worked in sales or isn’t doing it right! Whether the pressures and stress come from above or are created by yourself, looking after your mental health as a seller is crucial to ensure your own well being and maintain peak performance.

This 1 hour training session provides some insights into what you should expect and how to deal with the various challenges you will face during your career from a practical perspective. After all, forewarned is forearmed!

Priority Management for Sales

This 1 hour training session is based on one of the highest rated Dell Tech Talk sessions of 2022, delivered by the founder of INTO THE WIND, as well as being used extensively by those coached by him over his 10 year leadership career.

Part one focusses on a simple yet highly effective tool which is introduced in “The Seven Habits of Highly Effective People” and how to quickly and easily deploy it using standard tools, whilst part 2 shows how to then leverage this in conjunction with the technique introduced in “Getting Things Done”.

Efficient & Effective QBRs

Nothing creates a feeling of dread quite like the QBR. For most in sales the QBR is seen as a way of hauling last quarters performance over the coals and trying to convince management that this quarter you are going to smash it!

This half day facilitated workshop outlines how to get full buy in to the QBR process such that the sales team welcome their QBR and fully embrace the process, how to make it as painless for the sellers and beneficial for leadership as possible, discusses cadence and timing of reviews, and showcases an exemplar QBR.

Also available is customised QBR design for your organisation.

Structured Territory Planning

Territory planning done well is an incredibly powerful weapon in the seller’s arsenal, but quite often it is haphazard at best and inconsistent due to a lack of process, guidance and tools.

This half day facilitated workshop provides an insight into some fairly simple yet effective methods of carrying out high level territory planning, discusses the areas which need to be considered in an effective territory plan, and provides an exemplar template of a territory plan which can be customised for your own use.

Also available is a fully customised territory plan template based on your own specific requirements.

Structured Account Planning

Every territory has focus accounts, and some territories are made up of only a handful of accounts. These accounts need a structured plan to determine what to focus your time on, who to focus your time with, and why it is important to them. A well crafted account plan can be a great qualification tool with your customer and demonstrates real understanding of their business.

This half day facilitated workshop (can be extended on request) introduces the Cassandra model developed by Cranfield School of Management which helps align high level business goals with the deliverables you provide, outlining who the key stakeholders are, and how to best position yourself with your customer.