Sales
performance

To drive change within the sales team and implement performance management and leadership tools

Change management

• Manage the sales force according to needs
• Establish strong and effective leadership
• Instill a winning attitude in salespeople
• Align the sales approach with the company’s development strategy

Methodology

• Define the methodology and action plan for retention and prospecting (Sales Action Plan)
• Segment and identify priority targets
• Define processes and prospecting resources
• Develop prospect/customer databases
• Highlight key points of differentiation
• Confirm the sales pitch and arguments
• Implement the Sales Action Plan (PAC)

We have structured our intervention framework as follows:

• Focus on educational engineering
• Work on sequencing techniques adapted to your sales method
• Identify case studies that will be used in training

Sales team training course: “Posture & Conquest Tools”

• Work on personal perceptions to facilitate change (profit, tool to be defined)
• Sales techniques tailored to the role, level, and expectations of sales representatives: what posture to adopt, how to script the meeting, techniques for listening and questioning, presenting an offer, securing commitment, etc.

Our learning methodology here is based on the following principles:

“Tell me and I will forget,
Write it down and I may remember,
Make me experience it and I will never forget.”

Thus, our experience has shown that it is through action, especially through video training sequences, that the training and method fully come to life.

Additionally, we alternate between methodology, metaphors (including film excerpts), and role-playing exercises to firmly establish the desired changes.

You are seeking operational support to help a salesperson build their sales pitch and provide them with the commercial fundamentals needed to achieve their goals.

Mentoring (sharing experiences, best practices, and on-the-job support during meetings with a peer) will help structure their sales approach and allow them to quickly establish themselves in their new role. Mentoring will accelerate the performance process through personalized one-on-one sessions, combining advice, coaching, technical input, behavioral insights, and methodological guidance.

Preparation & recommendations for creating the “wow effect” of the seminar

• Identification of factual elements that contradict limiting beliefs
• Work around examples and data to support challenging these beliefs
• Focus on the desired approach: changing beliefs or reframing their meaning
• Work on the expected posture in the end, highlighting the different but essential role of the salesperson
• Use of imagery, examples, or metaphors to tap into imagination and emotion, which will help shift beliefs, or rely on reframing elements based on the choices made earlier

Facilitation of the seminar with the sales team

Program determined during the preparation:

• Source effect
• Wow effect
• Presentation of the action/transformation plan
• Etc.

This immersive sales diagnostic is aimed at any sales management that seeks concrete recommendations to strengthen its Sales Excellence. It is particularly recommended in the following situations:

• Integration of new salespeople or new field managers
• In preparation for developing a specific training program for the sales force
• Stagnation or decline in sales performance
• Realignment of the sales strategy, as part of a more comprehensive sales diagnostic
• Merger of sales forces, to identify and highlight best practices

Our intervention takes place in 3 stages:

Step 1: Preparation with the Sales Director

Step 2: Field Support

• Salespeople support: meeting preparation, meeting, and debriefing
• Field managers support: meeting preparation, debriefing with the manager and their salesperson, followed by a debriefing with the manager

Step 3: Analysis and recommendations on sales methods

• Sales methods (tools, materials, pitches, reporting, etc.) and sales techniques (preparation, connection, exploration, etc.)
• Coaching methodologies, techniques, and managerial postures.