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Coaching for Sales GrowthTM

Applying the Data from Selling Skills Assessment ToolTM and Predictive Index® to the Coaching Process

Coaching for Sales GrowthTM recognizes that your sales managers are the critical leverage point for achieving consistent long-term sales improvement. Coaching is an advanced sales management skill, critical to the development of your sales reps. Customer-Focused SellingTM (CFS) teaches your people how to sell better. Coaching to ExcellenceTM gives sales managers the skills to drive day-to-day performance. Your sales organization most likely has the typical bell curve - a small group of top producers, a small group of folks struggling and a large group of adequate producers who are not yet reaching their potential. Coaching to Excellence gives managers the skills to work with every rep for improved performance.

This energizing full day program gives sales managers a proven four step coaching process, advanced coaching skills, and practical application strategies utilizing the data from both the Selling Skills Assessment ToolTM (SSAT) and behavioral assessment tool Predictive Index®. This powerful combination of human capital analytics, skills and application enables your sales managers to accurately coach for outstanding sales results.

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Articles: Effective Selling
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Sales Performance Case Studies

BioScience Industry
Sales grew by 31% over a two year period and unit sales per day increased by 36% over the same period.

Public Relations
Sales goals were exceeded by 18% and sales revenue by 8.8%.

Telecommunications Industry
The sales team reduced their budget by 40% and increased revenue by 20%.

Articles: Effective Selling View All >

Create a Sales 'Mastermind Group'
Master-mind Groups are a popular business concept. It is a gathering of people who support each other in various ways. It's a way to keep sharp in sales and learn from other top producers. Belonging to a group can be a way to generate leads and referrals - a well-designed Mastermind Group can quickly evolve into a more powerful resource. This white paper, written by Nancy Stephens, author of Customer-Focused SellingTM (CFS), shares four steps to ensure a Master-mind team that works well together.

2/22/2002 How to Close the Sale
Closing can be an anxious time for sales reps; it's do or die time, yes or no. There is a lot of pressure on you to say the right thing, in the right way, at the right time. Are there ways to increase your odds, close more sales, and feel more confident? Absolutely! The following steps will help you manage the “close” like every other area of the sales process – with ease and strategy.

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