Coaching
Is the "S" word a problem in your organisation? Would your partners or senior managers rather stick red-hot needles in their eyes than be associated with what they perceive as little better than double-glazing salesman?
And yet time and again, in the course of our research, we come across clients saying things like:
There needs to be a change of attitude about wanting to understand our needs and how to meet them.
... or maybe...
I assess them on the basis of how proactive they are, particularly in thinking ahead, anticipating what we should do.
We believe that much of the problem lies in the lack of confidence that even quite experienced people have in their own sales skills. Some of this is down to poor (or no) skills training, some to the lack of understanding of what clients really want and some to the absence of recognition of a sales role well done.
At Gracechurch, we have developed a programme specifically for those organisations where value lies in the intellectual currency of the people. It starts with a classroom style "Foundations of Selling" session followed by a pattern of one-on-one coaching based on "real life" sales issues. Each participant is asked to provide a small number of current instances where selling appears to be an obstacle. In this way, the individuals get the best value out of the coaching sessions. At an agreed date, the coach follows up on successes, ensuring progress is made towards the sales objectives. And then at regular intervals, we run surgery sessions where people "book themselves in" for follow-up discussions and advice.
If you would like further information on this service, please contact one of our directors.
- Understanding the market
- Setting direction
- Developing business
- Implementing plans
