Sales Effectiveness

Nothing happens until something is sold – sales drive business results. That has always been a fact of life – yet, the business environment has changed. In this hyper-competitive, ever changing marketplace, everyone is under pressure to do more with less. To stay in the game you need to cut through the clutter of information and choices. You need your suppliers to think and act differently – to become partners in the performance of your business. That calls for a new breed of consultative selling.

  • Are your sales people operating at their best?
  • Do they focus their efforts on high impact activities?
  • Is their energy targeted on high yield accounts?
  • Are they limited by beliefs, assumptions and habits that weaken their effectiveness?
  • How satisfied are you with their activity to result ratios?
  • Can they articulate a value positioning statement that opens doors?
  • How quickly do your new hires get up to speed?
  • Are your top performers enthusiastic and growing?

What would be the impact of a 10% increase in sales? What about 20% or more? How about doubling your revenue?



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The Sales Intelligence Program

Overview

Sales success takes way more than product knowledge or a structured sales interaction – although both are essential. It extends beyond questioning and active listening, yet you definitely need expertise with these skills. You must also be a master at managing objections, but even that won’t even give you an edge. Winning in today’s business environment requires Sales Intelligence.

Sales Intelligence is Power

Sales Intelligence is the consistent application of practical, actionable tools that generate outstanding sales results, working smarter instead of harder using your personal path of least resistance. Developed from simplified concepts drawn from Cognitive, Emotional, Social and Instinctive Intelligence, these tools equip sales professionals to operate their business strategically, with authenticity, passion and power.

The Sales Intelligence Program

The Sales Intelligence Program is a unique approach for developing masterful sales professionals who love what they do and excel at doing it. It delivers a robust consultative approach, an advanced formula for leveraging natural selling strengths, followed by an elite mastery learning experience. 3 program levels and a modular format allow for reinforcement of any sales process and seamless customization. The 1st generation of this program doubled the revenue of a global sales force selling services.

This one-of-a-kind program

  • incorporates Universal Laws of Sales Success that maximize potential.
  • surfaces the passion and pride of being a sales professional.
  • transforms limiting beliefs into ‘can-do’ certainty.
  • teaches foundational selling skills, behaviour, and process to ensure repeatable results.
  • unleashes the power of natural strengths that lead to authenticity and sustainability.
  • creates the intimate setting and experience that top producers want to maintain momentum and expand their sphere of influence.
  • transfers-to-habit powerful behaviours reinforced through coaching.

How it works

Although there are 3 levels to the program, it is not mandatory to participate in each one. However, you must complete level 2 to be eligible for level 3. We consult with you to determine which level is suitable for your sales professionals, or develop a customized solution to give you precisely what you need.

Level 1: Foundations of Sales Intelligence

Level 1 sets the stage for building a successful sales career. We begin with a fast, online assessment that measures each salesperson’s level of optimism so we know what mindset we’re dealing with. In a 2-day workshop we

  • examine motivators and apply Universal Laws of Sales Success that begin to shift limiting beliefs.
  • share an easy-to-understand operating model o highlight the ability to choose a desired impact.
  • introduce skills and structure after removing some typical obstacles.

After the workshop, 4 coaching sessions over a 2-3 month time frame support the transfer of skills, attitudes and behaviours to habit.

Level 2: Natural Sales Intelligence

In level 2 we either reinforce what was taught in level 1, or any sales process your team has learned. Before the workshop participants complete 2 assessments that identify instinctive and emotional strengths. During a 2-day workshop we

  • illustrate the validity of the strength-based assessments.
  • customize the sales structure and process to align it with individual strengths.
  • build strategic capabilities to embed powerful habits and decision making.

The take-a-way is an individualized Sales Intelligence Roadmap that pulls everything together, all in one convenient place. 8 coaching sessions help participants incorporate powerful new approaches and tools into their day-to-day activities.

Level 3: Sales Intelligence Mastery

This level is for the sales assets you want to invest in. We recommend participant selection based on outstanding achievement. While level 2 looks at instinctive and emotional strengths, in level 3 we broaden the perspective with a 360 profile and a taped meeting simulation with professional actors. Working with a certified coach, the 360 is debriefed and a personal vision is created.

The format of this level evolves to a community of practice for sales leaders with proven track records to share best practices and create thought leadership. This 12-month program includes

  • 3 face-to-face consultations to review the meeting simulation, debrief the 360 profile, and create a personal vision.
  • 4 quarterly dinner meetings in an intimate environment with amazing food and top notch speakers creating a community where sales leaders exchange ideas, contacts, and opportunities.
  • 11 months of mastery coaching to strengthen competencies, reframe reactive tendencies, and achieve the milestones set in a personal vision supports each sales executive in his or her quest for self-actualization.


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Sales Coaching

Sales Coaching

Overview

In sales, closing is what we’re aiming for. But, how good are you at opening? Are you able to establish rapport quickly with all different types of prospects? What is your call to meeting ratio? How effectively do you plan for your success? Do you deliver value with every customer interaction? Do you ask the kind of questions that help your customers solve problems? How do you advance the sales process, without being a pest? Do your clients rave about you and send ample referrals your way?

A fulfilling career as a top sales performer requires pride, passion, skill, and perseverance. MotivatedMinds sales coaching will help you meet – even exceed - your targets, by working smarter instead of harder. We work with you to ensure that you have a repeatable formula for success and teach you how to use that formula in ways that leverage your natural strengths.

How it works

At MotivatedMinds our seasoned sales coaches will support you

  • throughout The Sales Intelligence Program.
  • with a customized, one-on-one training and coaching process.
  • to reinforce and augment any sales process you have learned.


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Executive Coaching

Kolbe Sales MO™

Overview

Selling requires a great deal of skill and effort; it’s critical to lean on your natural selling strengths. MotivatedMinds uses The Kolbe System™ to help sales performers like you find and leverage your path of least resistance. It provides an incredibly accurate map of your natural instincts or modus operandi (MO).

How it works

After completing the Kolbe A™ Index, we run a supplemental report that describes how you need to operate to be ‘in your zone,’ working smarter instead of harder. Building on this valuable information, our certified Kolbe specialists guide you on how to manage critical elements of the sales process such as; cold calling, working with a script, handling objections, demonstrating a product, communicating special offers, documenting, closing, and delivering service.



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