Consulting Methodology
SPI ANZI’s approach to sales performance improvement is consultative. We understand the obstacles in sales teams and the change management program that is required to get them going.
Assessment Consulting We work with our clients to understand their needs in the Assessment Phase, this is through a number of interviews with key stakeholders and modeling best practice sales behaviours. Assessment is an important initial stage for maximising the success of your sales improvement projects. We use the Sales Performance Improvement Framework™ to assess and provide an objective assessment of the barriers to sustainable revenue and value growth. This allows us to understand where specific barriers to performance exist, to evaluate their effect on a company’s ability to sustain revenue increases and to prescribe specific recommendations for improvement.
Program Development We work with our client to develop customised programs that are specific and relevant to their situations and assist the salespeople to sell a specific offering or product into a particular vertical or complement and align to existing methodologies and programs. We customise the training to your selling environment including case studies, company/industry terminology and historical company examples of success.
Intervention SPI ANZI’s approach is flexible in the way your sales programs will de delivered. We take into account findings from the Assessment phase, the focus is to ensure your business objectives are met.
Reinforcement and Measurement The elements of achieving a high performance sales culture do not stop at the intervention – this is just the starting point. SPI understands the other factors to ensure change is sustainable this includes standard sales process, the alignment of product and marketing, performance measurement (KPIs), CRM, account planning, bonuses, systems and support, coaching, reinforcement programs, career path development and a common sales language. SPI is committed to the change management component of developing a high performing sales culture.
Services
Sales Management – How to Coach
Sales Coaching is focused on how to motivate your sales people to fulfil that potential, not how to sell. It's the missing link between skills and results. Research - and results - show that up to 87% of selling skills gained in training are lost within a month. The issue of on-the-job coaching is critical to sustaining the required behavioural change and performance improvement. So, how does coaching reinforce training? It is the differences between coaching and training that hold the answers. Effective coaching is highly motivational. Training content is fixed and set by the trainer while coaching agendas are set by the individual’s on-the-job needs. Training rarely involves feedback yet coaching involves ongoing real time observation and feedback. For these reasons coaching shows sustained behaviour change. Effective training delivers behavioural competence and the follow-up coaching links the competence to excellent performance and business results.
One-on-one Coaching
Coaches work one-on-one with sales professionals or in a sales group setting with teams. They support clients move to the next level through a process of questioning and focused listening. Clients commit to taking action and coaches provide support based on individual need. Each coaching relationship is unique, so there is no program that must be completed.
The coach supports the setting of goals, in accelerating performance, achieving extraordinary results, and reaching even higher level of success, to reach the ultimate goal of excellence and achievement.
Coaching is a powerful way of maximising your strengths and understanding yourself and your potential.
In coaching you will be supported by:
- A confidential dialogue partner stretching your mind, and challenging your assumptions about yourself and your role in your organisation
- A “confidant” with whom to work through periods of business challenge, pressure or personal transitions
- Time and space for reflection on the bigger picture, alternative perspectives and difficult decisions
- Independent and genuine feedback on you as a leader
Sales Management
SPI ANZI can deliver a total package that will assist your company in developing sales management effectiveness. We offer a program that focuses on implementation of the skills learnt by sales management directly to the workplace.
Each Sales Management team member will have different levels of skills and therefore different needs. Our approach deals with group as well as individual sales management needs. Our experienced coaches will provide support to individual management needs through our individual coaching sessions.
SPI ANZI’s Sales Management and Leadership Development Program can include:
- Group Sales Leadership and Management Training
- Measurement through Behavioural Profiling
- Individual Coaching Sessions and Group Coaching Sessions
- 180° Survey Tool - This is monthly survey tool that where the sales team feedback on the timeliness and effectiveness of sales management coaching. This information is fed back to the Executive team where they can assess the effectiveness and quality of the sales manager coaching.
Relationship and Communication Skills
Our Relationship Skills programs are designed to train your business developers, product and service specialists in sophisticated techniques of engagement, influence and persuasion. This will enable them to rapidly build trust and rapport with prospects and clients. In addition, it will make them much more effective at influencing clients and their decision making. No matter what your sales process is – transactional, complex, face to face or telephone, the Relationship programs are centered on the methods through which people relate and communicate to one another, how they make decisions and how they prefer to be influenced. These same relationship and communication skills are also the foundation for Sales Management Coaching Programs .
Presentation Skills
Whether you are an experienced presenter or never presented, SPI ANZI offers a range of Presentations Skills programs which will provide you with the following outcomes:
- Know how to develop ideas
- Know how to plan and structure a presentation
- Develop a more persuasive and impressive speaking style
- Control your space and presence to get rapport and influence your audience
- Use pace and structure more powerfully
- Use language creatively to present a more powerful message
Deliver different styles of presentations for different audiences
Behavioural Profiling
SPI is accredited to deliver a number of behavioural profiling tools such as Human Synergistics®, DISC and affiliated with a number of psychometric and aptitude testing providers.