With buyer expectations rising and competition intensifying amid constant change, sales teams in Lawrence face immense pressure to deliver results. While motivated to succeed, many talented reps lack the critical skills and strategic frameworks to excel in an increasingly complex role.
This is where working with an expert FocalPoint coach pays dividends. Drawing on decades of sales leadership experience, I offer Lawrence businesses customized sales training tailored to address specific rep weaknesses undermining performance.
The outcome? Salespeople transformed into trusted advisors who communicate compelling value, establish enduring relationships, and drive profitable growth.
Common Sales Capability Gaps
Sales training often focuses too narrowly on abstract theory versus practical application. As your embedded Lawrence coach, I take a more targeted approach – pinpointing capability gaps restricting deals won and revenue gained.
Typical skills ripe for refinement include:
– Conveying compelling value propositions
– Diagnosing customer needs strategically
– Crafting personalized pitches
– Responding to objections confidently
– Orchestrating efficient workflows
– Optimizing tools like CRM
With an insider’s view into what’s thwarting wins, we build programming to directly strengthen opportunity pursuit.
The Proven Coaching Process
My sales training methodology follows three primary phases tailored to your business:
1. Current State Analysis: We thoroughly evaluate your sales system – pinpointing what parts fire at full capacity along with gaps compromising consistency. Reps are interviewed and deal reviews conducted.
2. Customized Training: Leveraging insights uncovered from assessments, we build an interactive skills training program addressing problem areas through role playing drills, scenario analysis and more.
3. Implementation Support: To ingrain lessons organizationally, we provide managers with tools to reinforce key concepts after sessions conclude. I also remain available to advise reps trying new techniques.
This sequenced approach builds capabilities most relevant to practical settings reps encounter daily.
Key Training Areas
While your customized curriculum aligns fully to needs uncovered during evaluations, foundational sales topics often covered include:
– Consultative Discovery – Strategic questioning uncovering customer challenges
– Value Communication – Compelling presentation of solution benefits
– Relationship Cultivation – Establishing trust and rapport
– Creative Deal Structuring – Customizing win-win offers
– Calculated Risk Taking – Overcoming fears to open new accounts
– Self-Management – Enhancing focus, energy and drive
The breadth and depth of training is wide-ranging.
The Bottom Line
Here in Lawrence, a marketplace balancing rapid growth and volatility demands sales teams perform at the highest levels possible. By investing in rigorous training grounded in practical application, reps gain the frameworks, skills and confidence to deliver results more powerfully.
Let’s connect to explore how sales coaching can equip your revenue engine to reach full potential.
