SOLUTIONS FOR THE SALES LEADER

A Sales Leadership job is one of the most rewarding and fun jobs in business. Good sales leaders are worth their weight in gold to their organizations. Good sales leaders are key to keeping morale high and people focused on generating revenue. Years of study has proven conclusively the most important element to an employee’s morale is their relationship with their manager. Nowhere else is this more evident than in the sales organization. Additionally, forever it has been said that good sales people do not always make good sales leaders.  All of us can give vivid examples of that one. It does suggest powerfully that sales leadership skills are different from sales skills.

What makes a good Leader? Group 19 has some proven ideas about that. Today more than ever, success requires constant improvement and personal growth. We all know the bar is higher every year and the stakes greater.  Rare today, historically some employers understood this and provided guidance and resources for you.  Now, you must set your own goals, take ownership of your skills development and career. 

Behavior of Modern Corporate America requires your skills and your career is YOUR responsibility. You must invest in your skills and grow your capabilities to keep your job and be a strong candidate for promotional opportunities. Supplement any corporately provided training with a focused and personalized program.

Our Coaching and Mentoring services are built to help you achieve those professional goals.  Our experience and advantage is in business to business selling, primarily with high tech software, hardware and services. 

Business Focus

• Staying Aligned with Objectives and Measurements
• Managing your Stake Holders
• Managing and Leading your Business Unit
• Reinforce your Personal Value Propositions & Unique Business Offering
• Understanding Financial Analysis and evaluation
• Fact Based Decision Making in Setting Territories, Revenue Targets, Expense models, etc.
• Outsourcing as a Sales option

Sales Focus

• Improving your Sales Strategy execution
• Opportunity Management—making it work for you
• Targeting your Markets
• Lead Generation
• Qualification / Justification
• Solution Proof
• Pipeline management
• Closing techniques
• Managing objections
• Solicitations
• Etc.
• Sales Methodologies and Processes—make them work for you
• Disciplined Methodology
• Team Selling
• Forecasting
• Process management
• Sales Force Automation
• Install Base / Reference Accounts
• Customer Retention
• Channels / Partners / Resellers
• Sales Calls, Demonstrations, Presentations
• Pre Sales & Post Sales support
• RFPs, Proposals, and other communications
• Tools
• Sales Rep Coaching / Mentoring—Individually customized
• Partnering effectively (channels, partners, resellers)
• Recruiting appropriate partners
• Understanding the channel environment
• Avoiding channel conflicts

Personnel Focus

• Hiring & Retaining top talent
• Managing for Performance
• Addressing poor performance
• Skills Management
• Using Motivational Programs effectively
• Building the right Job / Position Descriptions
• Building and implementing effective Compensation Plans
• Management Coaching / Mentoring—Individually customized
• Etc.

Professional Focus

• Improving Communications
• Organizing and giving powerful presentations
• Personal Organization—priority management
• Personal Networking

Performance Focus

• Maximizing payout of your compensation plan
• Managing a “Performance Improvement Plan”
• How to “manage up” successfully
• Self promotion done legitimately

Nearly all Sales Leaders prefer an individualized personalized coaching / mentoring solution that offers the most flexibility and opportunity to focus on specific needs. Others have opted for focused skill building and specific opportunity/goal coaching.  Still other Sales leaders, especially with very large teams, are offering Group 19 mentoring to their top and bottom sales people.

After early discussions, a customized and personalized plan can be built.

Services are delivered using a combination of methods including telephone, email, academic settings, clinics, workshops, face to face coaching and personalized mentoring. Everyone is unique.  Group 19 solutions are tailored to fit your individual needs.

Contracts are available in various forms, including by retainer and hourly. 

Contact us at info@groupnineteen.com.