SOLUTIONS FOR THE SALES REP/ACCOUNT EXECUTIVE

The Sales Rep job is one of the most fun and exciting jobs in business. Good sales reps make the business what it is. You are the first line of communication with customers and prospects. You manage the revenue sources. You manage leads, which can be considered the future of your company. You are responsible for leading the entire sales cycle that produces a win—a deal. Selling is one of the most honorable professions in business.

Where do you stand on the age old debate—Are Sales People born or made? You likely believe they are both. Anyone can be a sales person, all personality types. Many suggest certain personality types make better sales people. Growing a sales person into a great sales person is what many consider the “made” part. The “made” part includes experience, skills, and a tuned 6th sense that comes from knowing people.

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. 

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 Focused skills

• Staying Aligned with Objectives and Measurements
• Managing your Stake Holders
• Managing and Leading your Business Territory
• Reinforce your Personal Value Propositions & Unique Business Offering
• Understanding your Customer’s organization, politics, etc.
• Understanding Industry specific structures, operations, and challenges
• Understanding the IT organization, history, and focus
• Understanding Financial Analysis and evaluation

Sales Focused skills

• 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
• Sales Calls, Demonstrations, Presentations
• Pre Sales & Post Sales support
• RFPs, Proposals, and other communications
• Tools
• Partnering effectively (channels, partners, resellers)
• Recruiting appropriate partners
• Understanding the channel environment
• Avoiding channel conflicts

Professional Focused skills

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

Performance Focused skills

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

Nearly all Sales People 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 coaching.  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.