Entelechy provides both one-to-one training and group training for sales professionals and managers alike.
In order for Entelechy to help an organisation or an individual we first need to assess their development needs
Research has shown that successful salespeople have certain characteristics and attributes that help them excel in what can be a stressful and competitive job role.
Not only do you need to look at their sales skills, but also why they want to sell and their preferred style of selling. Identifying these essential characteristics is the first step in helping individuals to perform better. We can then work with the individual to enhance their good skills and develop their areas of need.
We can also help companies review their sales profiling
Most sales people are driven by one of three personal values:
Money = the more I sell the more I earn
Politics = the more I sell the more independence I want
Social = I like working with and providing solutions for people
Areas of concern: if an individual is driven by ’money’ then you’d better have a commission scheme that rewards them that way. If their value set is closer to ’politics’ then they are likely to expect to move up the sales ladder fairly quickly or have a reasonable amount of autonomy in their role. However if they have strong ‘social’ values they may find asking for the order in a new business environment just not right for them and would be better placed in account management.
There are many consequences with misunderstanding sales profiling, for example, you have an top performing individual whose strongest personal value is 'politics'. You pay them handsomely through a bonus and commission scheme, but they still show signs of de-motivation. The reason is they desire autonomy and no amount of money will satisfy that need. Worst case scenario they could even leave to join a competitor (in a more senior position = autonomy) to get the independence they desire.
It is important to understand the sale profiles of your team, because only then can you ensure that they have an environment to stay and develop your sales.
Our training covers
Lead generation
Appointment setting
The body of the sales call
Negotiation
Account management
If you manage salespeople
Entelechy can helpyou to get the best out of the people in your team and provide you with one-to-one support and advice. A major benefit for one on one training is quite simply the learning is faster and the deployment of new skills is quicker and usually more effective. We can help managers develop key performance indicators and business objective plans to drive successful performance management. Our methods of training, sales and marketing experience and ethos of working closely with our clients can have a dramatic effect on the performance of the whole organisation.
Best practice
Attitude comes before knowledge.
To sell you need to allow the buyer to buy.
Selling is as much about understanding the buying process as the sales process.
Having a sales structure is better than having a sales catalogue.
Motivation comes from providing an environment in which people feel motivated to do the things that you want them to do.
Sometimes you need to hear a lot of ‘no’s’ to get to ’yes’.
Treat your customers like a relative, with respect, honesty and fairness.
We aim to tailor all of our training and coaching sessions to our clients’ business needs, but above all to ensure that those sessions are motivating and fun.
To see how we can help you please call us on 0870 061 5389 or contact us>>
Best practice