• Commitment
• Support and advice
• Creativity
• To put their trust in you and your organisation
• Offering solutions that they haven't considered
• Great products and top service
• Strategic involvement
• Shared risk and reward
• Your preparedness to go the extra mile
• Doing what you say you'll do
• Sensitivity to their needs and situation
• Financial awareness
• To see results
• To be looked after, cared for and valued
  

Above all they want a trusted relationship with their sales person, account manager, sales rep, contact... One that embodies Consideration, Credibility and Consistency

They recognise this when they find it - through the behaviours that person demonstrates. And when they do, they really appreciate it. Results for your clients lead to results for you and your firm. More work , new projects, greater involvement in your client's planning, reduced competition, increased margin, commitment and confidence.

And it's all down to the way that sales professional demonstrates high performance for that individual client.

High Performance

High performance requires much more than knowledge. It requires behavior change, motivation, continuous improvement and practice. And it's just not possible to achieve these through sales training alone.

That's where we come in. The Sales Coach delivers specific changes to individual behaviours that dramatically transform the motivation and performance of sales professionals and then works with them to ensure they put this into practice.

We tend to work with your sales professionals and team leaders on an individual basis and at times in small groups. Development objectives are set and agreed. The individual and the coach work together to ensure that step by step, they improve what they do and how they do it.

We apply a range of tools (executive and development coaching, observation and feedback, analysis of metrics and activities, role play and simulations, workshops) as appropriate and can work very effectively in partnership with your current training providers.

Dramatic results

The impact can be dramatic and immediate (like the sales manager who with support from The Sales Coach has turned a 15% projected underachievement into a 10% overachievement within six months).

Sometimes the impact is more subtle and takes longer (like the account manager who gradually learned to step up to her clients expectations and started to demonstrate the value that her firm delivered to her key client, leading to several new multi-million projects and a letter of thanks delivered to her CEO).

Whatever we do, we expect to be measured on results, just like your sales professionals.

Our Approach

Our sales coaches are required to be experienced sales professionals and leaders, to be outstanding executive coaches and to demonstrate a strong desire to help others succeed.

Our approach to helping sales professionals become Trusted Advisors is built on the following principles:

The Relationship

An open, honest, helpful, supportive and productively challenging relationship is the foundation of our way of sales coaching. Nothing is more powerful than focused dialogue with a trusted and experienced senior professional whose only objective is their client's success.

Achieving Results

Coaching without clear objectives is nothing more than expensive chat. What our client's want to achieve, what their organisation needs them to achieve, how they wish to refine and enhance their behaviours, skills and capabilities defines our work together. Programmes typically involve 'homework' between each coaching conversation. This gives clients the opportunity to practice new approaches and 'lock in' new behaviours.

Mutual Responsibility

Sales coaching is a powerful way to achieve extraordinary results, especially for those professionals who embrace responsibility for their own success. Success is a journey, not a destination. The process involves;

• Analysis
• Reflection to build greater self-awareness
• Practicing focused actions
• Personal growth
  

At times it can be difficult but extremely rewarding as results emerge and goals are achieved. The coach's responsibility is to serve as an independent facilitator, mentor, adviser and, perhaps most importantly, a 'devil's advocate'.

A coach's success is a direct reflection of the achievements of his or her clients. Effective sales coaching, with shared responsibilities, results in permanent enhancements to your sales professional's self-understanding, behavioural competencies, professional skills and achievements.

The Coach's Role

Sales coaching employs a range of analytical tools, interactive techniques, and practice models. These resources are brought to bear throughout the programme, in order to maximise the experience.

An in-depth background in business, with senior level experience in business services, information technology, financial services and professional services is our foundation. With executive experience in sales, sales leadership and partner management, we understand the world of selling, sales processes, organisational politics, and the realities of clients, staff, targets, budgets, strategies, leadership, management and influence.

Our sales coaches adhere to Ashridge's Code of Practice and receive regular supervision.

Please contact us for more information, testimonials and coach biographies.

In short we'll do everything we can to help your sales professionals be their very best, help them develop, reflect and grow into the trusted advisors you truly want them to become.