12 July 2017

Sales excellence initiative launched by BPIF receives great reviews

A range of holistic sales development and training programs has been launched by the BPIF to tackle the ongoing problem of improving and developing sales and business development skills.

Two day workshops launched by the BPIF as part of a wider program of developing sales excellence were praised by the attendees. One of our team Steve Lee a seasoned sales professional also joined the delegates and gave a quick summary of the focus of one of the programs held at St Brides in London. Other dates in the Midlands and North have been announced and can be seen on the BPIF events website and further information from your regional contacts

A number of recollections/reflections that give context to the course:

• - Have you recruited "experienced" salespeople to bring new customers & increased sales with them? What was the outcome?
• - Can these new recruits find, nurture & secure "new" business? Do they have the skills?
• - Have you given new recruits House Accounts to give them a start/help their momentum?
• - What skills do they possess, & lack? Are they single sector specialists unable to "sell" a wide range of products/services?
• - Is performance measured beyond sales value &/or added value to the business?
• - Does the Sales Director/Manager defend under-performance & show too much loyalty?

Purpose of the workshop

Become equipped to deliver predictability, reliability & consistency of results. Accelerate profitable sales growth. Control of sale process.

To achieve this - firstly we examine Selling Models & recognised/unrecognised needs; Selling Skills roles -consulting (ears), selling role (mouth) & entrepreneurial (head); Sales Competencies - audit your team.

Understand the difference between the Sales Management Process (not simply activity/efficiency) & Sales Process Management (examining effectiveness) & document for the team to follow

Manage the selling process, understanding the mathematics & key ratios. Question - is time wasted chasing deals that have no potential? Are "dead certs" lost? Can conversion rate of 3:10 be improved to 7:10? Are we inspecting as opposed to expecting - quality & quantity

Tools available in the form of Sale Process formats & templates to measure preparation, plans, meetings, projects, debriefing, review & team/individuals.

• For Managing Change are there well-defined Roadmaps?
• Can effective coaching & counselling make an impact?
• If people cannot/will not change, are you prepared to dismiss?
• Be sure to critique the process not the person - good coaching is where the trainee identifies the challenges, develop solutions & takes ownership.
• Would you let your sales people go their own way or set up standards & procedures for them?
• Roadmaps & relevant procedures can be provided to coach the move from "comfort" to "stretch" zone & not a "panic" zone.
• Good coaching involves preparation, rapport, perceptions/needs, identifying & removing obstacles, actions, following up/feedback (praise where appropriate).
• Managers tell while coaches ask.

Use Management by Fact - forensic tools available: Root cause analysis, problem solving, Ishikawa diagrams, "5 Whys", Pareto analysis, Process mapping & check sheets.

There are numerous Sale Operational Excellence architectures available to explore & apply.

In truth there is no one answer, but we are searching for abilities in the individual & team in excellent prospecting, creating & developing needs, tough qualifying, able to describe their product or service that the customer really understands, & methodical in keeping in touch until a result. Being good at all & outstanding in some is equally effective.

Two intensive days & a lot of quality material for practical use.

A lot to do so let's get on with!

The following link outlines the range of support offered, please click here.