Is your Sales Leadership coaching their salespeople to a higher level of sales execution, or are they coming in at a percentage of their potential? Our research shows that salespeople that receive targeted coaching achieve 108% of their goal. Salespeople receiving no coaching achieve 42% and bad coaching 45% of goal attainment. Tip of the Spear’s Sales / Business Development Driver is a sales training and coaching initiative that enables a Sales Leader to cultivate a sales team’s ability to sell in today’s highly competitive economy.
The Sales / Business Development Driver combines a proven/practical coaching methodology based on Marshall Goldsmith Stakeholder Centered Coaching(The coaching program for 1,000+ Fortune 100 Leaders). With customized case studies and exercises designed to reflect the most challenging selling issues as opposed to the most common, Sales Leaders and their teams are equipped to succeed. Designed not in a lab, but in practical field sales arena’s, the Sales / Business Development Driver enables managers with strategies and skills for buy-in, implementation, and execution by salespeople. Sales coaching skills are honed allowing for feedback based on salesperson behavior so that skills are elevated and accountability is anchored. Results, which are the only thing that matters, are Sales Leaders with a clear vision of how to lead themselves/others and sales teams that improve performance by overcoming obstacles on their way to closing more sales!
The Sales / Business Development Driver is a holistic approach to sales training and coaching consisting of:
- Assessments – Behavioral assessments, benchmark skills, and talent identification versus best in class for gap analysis.
- Skill Development – Equip and provide examples of sales coaching skills so leaders can lead.
- Training & Coaching Reinforcement – If you don’t implement and executive the Sales Business Development Driver methodology, you won’t get results. Insure “stickiness” through implementation/execution.
How do you begin to improve your sales with Tip of the Spear’s Sales Business Development Driver? Begin by filling in the form to the right with your email address, call us at 855.97SPEAR | 855.977.732Seven, or send us an email to sales[at]tipofthespearventures.com to get started.
Examples of Sales / Business Development Driver in Action!
Sales Leadership
Jennifer is a VP of Sales that manages a large team of sales executive of inside sales. Her team is doing well, but Jennifer knows that if she can improve her team’s productivity she could exceed her number. To do that, she wishes she could improve how her team engages with customers and provide insights into what customer are thinking. She’d also like to know how her sales executives are prioritizing their time and efforts so she could identify what activities are driving revenue and provide better sales coaching.
Jennifer gets her team Tip of the Spear’s Sales / Business Development Driver because it will give them the edge by helping them communicate with more power and agility. Jennifer will get the insight she needs because the Sales Business Development Driver monitors key performance indicators (KPIs) on real sales activities so she can see why her sales “stars” are successful and replicate best practices across the team. Because she gains visibility into the quality of sales engagements, she’ll be able to forecast more accurately and impact deals before they become a loss or a win! Learn more about how Tip of the Spear’s Sales / Business Development Driver can impact your business. Begin by filling in the form to the right with your email address, call us at 855.97SPEAR | 855.977.732Seven, or send us an email to sales[at]tipofthespearventures.com to get started.
Sales Representatives
Mark is a successful sales account executive for a leading technology company. He almost always hits his numbers (sales quota) month in and month out, but feels he could exceed them with a little help. When reaching out to prospects, Mark often doesn’t know if they’ve looked at his email, his LinkedIn profile, or knows anything about his company’s products/services. When he hosts meetings he sometimes encounters obstacles and objections that cost him his perceived deals.
Tip of the Spear’s Sales / Business Development Driver helps Mark better prepare, engage, and close his prospective customers. Mike has a better understanding of the how’s and when’s associated with his selling so he knows how to tailor and time his sales activities for maximum impact. Overcoming sales hassles and proven productivity techniques insure that he’ll be more effective. He closes more deals and crushes his sales goals! Learn more about how Tip of the Spear’s Sales / Business Development Driver can impact your sales. Begin by filling in the form to the right with your email address, call us at 855.97SPEAR | 855.977.732Seven, or send us an email to sales[at]tipofthespearventures.com to get started.
Sales Operations
Denise is a Sales Operations Manager and is responsible for reporting and forecasting sales. She needs more visibility into her sales team’s activities because the activity metrics don’t match sales goal attainment. Finding sales best practices is difficult because the best Sales Representative performers are too busy to log their activities into their CRM or meet with her. She also lacks confidence in the sales pipeline because many activities marked as sold don’t close within the time committed.
Tip of the Spear’s Sales / Business Development Driver helps Denise create and capture key performance indicators (KPIs) and validate the forecast. Through proper metric identification and measurement she can monitor sales teams activities and revenue driving activities helping measurement of the activities that drive success. Identifying granular data by customer, geographic location, or salesperson is imperative. Integration with existing sales tools, like your CRM, should be a quick and easy process. Learn more about how Tip of the Spear’s Sales / Business Development Driver can impact your sales. Begin by filling in the form to the right with your email address, call us at 855.97SPEAR | 855.977.732Seven, or send us an email to sales[at]tipofthespearventures.com to get started.
Marketing
Bob is a Marketing Manager that supports her company’s sales team with collateral, like presentations, data sheets, case studies, and white papers. But Bob is challenged because he finds that sometimes his sales teams are using out of date branding and messaging, while some collateral is not used at all. Tip of the Spear’s Sales Business Development Driver provides a review of all collateral in place, identifying items that should be present (as well as those that shouldn’t!) A leadership review then positions collateral to be used moving forward.
Collateral is established with utilization dates, restricted content identification, and prioritization regarding what is being used most, how often, and for what purpose. Tip of the Spear’s Sales / Business Development Driver helps Bob and Sales Leadership increase consistency and identify impact of marketing messages. Learn more about how Tip of the Spear’s Sales / Business Development Driver can impact your sales. Begin by filling in the form to the right with your email address, call us at 855.97SPEAR | 855.977.732Seven, or send us an email to sales[at]tipofthespearventures.com to get started.
