Selling effectively requires a blended set of abilities – product knowledge, persuasion, emotional intelligence, communication, and more. Even experienced sales reps have areas to improve that are holding back their impact and company revenue. This is where comprehensive sales training from an expert business coach delivers immense value.
As a FocalPoint coach based in Detroit, MI, I partner with manufacturing companies to assess their current sales capabilities and build customized training programs addressing identified gaps. Rather than generic solutions, together we tailor the sales coaching to your organizational culture, strengths, challenges, processes, and goals.
The highly targeted approach accelerates the development and performance of your sales team to drive increased profitability.
Here is an overview of my sales training coaching process:
Discovery Phase
The first step is collaboratively analyzing your sales team and processes to identify strengths and pain points. This may involve 1:1 interviews, surveys, shadowing sales meetings, auditing CRM data, and evaluating compensation plans.
I gauge skill levels in key areas like prospecting, needs assessment, presentation delivery, objection handling, closing, account management, and utilizing sales technology. Gaps become evident.
I learn your organization inside and out – culture, objectives, challenges, norms, tools, and existing training. This deep dive informs a completely customized approach.
Skills-Building
With needs uncovered, I design the right combination of sales coaching, workshops, mentoring, assessments, and experiential exercises to address the gaps. This develops well-rounded capabilities.
Some examples include:
– Relationship selling skills
– Questioning and active listening
– Uncovering customer motivations
– Articulating value propositions
– Crafting targeted sales messaging
– Delivering impactful virtual presentations
– Responding to objections and concerns
– Consultative proposal development
– Negotiation and closing strategies
– Utilizing CRM and sales technology
– Account management and upselling
The training balances sales fundamentals with your real-world scenarios for optimal relevance. Activities like roleplaying and case studies make the learning stick.
Implementation Support
The learning continues back on the job through supplemental coaching. I observe live sales meetings and provide play-by-play feedback. Sales reps receive guidance prepping for high-stakes calls.
I establish clear development plans for each rep tied to your sales process and metrics. Consistent support ensures adoption of new tactics.
Results Tracking
Key performance indicators provide objective tracking throughout the engagement:
– Sales process adoption
– Win rates on proposals
– Length of sales cycle
– Lead conversion rates
– Customer retention/expansion
– Customer satisfaction scores
– Quota attainment
– Revenue and profitability goals
We course-correct in real-time based on data insights to optimize the training. I provide dynamic coaching based on sales trends.
The bottom-line impact is measurable revenue growth, higher customer lifetime value, reduced turnover, and greater sales efficiency. Your organization gains a high-functioning sales team equipped to capitalize on opportunities.
Investing in skills development creates a powerful competitive edge. Let’s connect to explore sales training customized to your Detroit manufacturing company’s specific needs. Superior execution drives superior results.
