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In this short video we look at areas that can be focused on to help sales professionals develop their skills.
“More than 85% of sales professionals want to , with their sales leaders, to better identify want required skills are needed to move them forward”
Based on recent research and our experience sharing top 3 sales challenges and how we have been helping sales professionals overcome these.
What sales challenges are you facing / having to deal with?
Thanks David
The question of what is, and the benefits of Prism have come up in the conversations after the posting of videos on how Sales Professionals are overcoming customer indecision.
Sharing a short video to provide some details on this.
For further details / conversations do get in touch
Thanks David
Following the 4 videos on how high performing sales professionals overcome customer indecision, generated debate / questions around forecasting and pipeline.
This short video focuses on some key points about forecasting.
The 4 videos on how high performing sales professionals overcome customer indecision, generated debate / questions around forecasting and pipeline.
This short video focuses on some key points about pipeline forecasting.
I want to share from thoughts on Forecasting that are link to the recent videos that I have posted on
How High Performing sales professionals overcome Customer Indecision
Forecast definition:
· Opportunities that are forecasted to close inside current period, typically quarterly
· What are the immediate actions
Sharing 3 examples questions / topics that are valuable to cover in that forecast meeting:
• Given the sales professional’s Prism style are we dealing with their weaknesses?
• Given the sales professional’s forecasting accuracy are the dates realistic?
• How long has this opportunity been at this stage?
• There are more questions / topic areas that need to be addresses but what would your top 3 be?
Happy to have further discussions as to ideas and how we can help?
4th Video highlighting the impact / ROI of focusing on this challenging area.
“I have been at this for almost 20 years. Year after year I join sessions that are supposed to change me, or how I do my work. I always find a way to learn something but many times I find moments that don't apply to me... then I sat in on a program with Mr David Graham. GAME CHANGER.”
Kenny Gabriel sales manager
In this the third video share the impact on win rates and highlights the approach use to great effect based on J.O.L.T.S and PRISM.
Second video, circa 5 mins, that provides more details around how high selling sales professionals are dealing with the challenges of customers indecision.
First video on how Sales Professionals are dealing with / over coming the challenges around customers Indecisions.
Short video highlighting why we have made Prism a corner stone of our sales leadership Programme
For more details or a conversation do DM me.
A question that sales professionals are and have been asking me during workshops, that I have been running.
The answer “Disruptive Insights”
The use and communication (attempted communication) via social platforms has become a go to tool for sales professionals to use for prospecting, reaching out to new stakeholders and generating interest from potential interested parties.
For these media’s to be more successful sales professionals need to use disruptive insights, which in essence is challenging / changing mindsets and perception. An effective way of doing this is to provide more in the way of insights…..
Remember Insights create interest….
I will share more in the way of a narrate on this topic for those that are interested in learning more!!!
Let me know.
Thanks
David
3rd video sharing some best practices based on experience of using virtual platforms.
Follow on video that focuses on the 3C’s for Virtual platforms.
First of a number of videos that highlight my observations of running workshops and coaching via virtual platforms.
Thought I would share some of the areas and impact that has been achieved during the first lockdown period and seems topical given that we seem to be entering a “second phase” of the pandemic that we are all having to embrace and deal with.
Prism development and coaching
Impact - identifying what areas need to be developed and help maintain/ build confidence for the sales professionals.
Virtual selling skills
Impact – Increased pipeline, contacts and business closed.
Negotiation skills
Impact – Business opportunities e.g. ($1.4M) closed at increased margins.
Account planning / management
Impact – Additional opportunities uncovered that will double current revenue.
Solution selling
Impact – Current win ratio >70%
Given these challenging times, we can still develop and enhance our sales skills.
Happy to discuss and share experiences.
As we are seeing, virtual platforms are becoming the new “norm” I wanted to share, for those of you in any doubt, that virtual sessions are impactful, applicable and effective if conducted and focused in the right way.
Listed below are just some of the feedback comments from virtual sessions with Sales Directors.
Are you potentially missing a trick here?
· I felt that David managed to compress a much longer course very successfully into smaller chunks for managers and covered some key principles to support us in our development of solution selling as a standard way of doing business.
· Excellent format. Really appreciate having a specific version for managers instead of sending managers through the same sales curriculum.
· It was a good virtual education (my first one) and showed that it's working well with a good interaction between the participants.
· Great Program. Very well managed by the trainer to have attendees being focused. No time to "escape", even if Virtual.
· Great content. Very applicable and usable. Your win rate will definitely improve if applying this toolbox
· Time to think about the need for coaching as day to day business at times does not allow for this and I need to find time to dedicate to it as it will enrich the sales individual’s skills and understanding.
· "Thanks for this ""refreshing"" education! Please establish also virtual educations for the sales teams."
DG’s top sales stat:
50% of sales professionals spend 3–10 hours per week using social selling tools. (State of Sales, LinkedIn).
How much time do you spend?
Wanted to share in this new current world, as per the quote from Charles Darwin, that sales workshops and coaching via online can be very effective and impactful:
“It is not the strongest of the species that survives, nor the most intelligent that survives. It is the one that is the most adaptable to change.”
Below just sharing some feedback comments and testimonials from sales professionals that have first-hand experience of virtual sessions that I have been running during lockdown.
Feedback comments
· Great sessions
· More time would have been welcome … it is a pity!
· Very good - of course did not realise that you could negotiation working on a virtual session.
· This session was great as a virtual session.
Testimonials
· Exciting experience from an obviously super salesman (facilitator)
· David is a great facilitator and the team I’m training with is good because we are all in various fields of the business.
· Pace is quite fast particularly around the individual exercises but appreciate a lot to get through over 3 days virtually.
· I think this is a well-presented practical course. Well done to David for keeping our attention and participation whilst doing this course online.
We are seeing an Increasing demand and requests for:
Prism profiling for performance excellence and coaching.
· Do you have a sales team that you wish to develop further?
· Are you an individual sales professional looking to develop your performance and confidence levels?
“Extremely useful and a great tool for our sales environment, we found it very accurate and gave additional areas that we can develop our sales professionals in, we especially liked the insight that we not working to our most natural ways for some aspects.”
PRISM profiling is the science of clearly defining superior performance in a role and then using objective criteria to understand what is required to coach them in terms of behavioural strengths, work aptitude and work environment preferences.
Get in contact for more details.
DG’s top sales stat:
“46% of salespeople didn’t intend to go into sales. (Hubspot)”
Given the current limitations on our ability to travel, I had a quick look at some of the places that I have been fortunate enough to have carried out coaching and training in the last 9 months, (see LinkedIn post for further details.)
Some wonderful sales professionals and Directors that I have been working with, this has now currently moved to virtual sessions.
At this point, I believe that it is important that we still offer insights and help to our customers, clients and contacts during this rather challenging time.
DG’s top sales stat:
Want to hit your quota faster? Social sellers hit their quotas 66% more often than those who don’t use social media. (Sales Benchmark Index)