Before We Begin...Effective Sales Coaching Webinar Drive sales growth by accurately leading the 5...
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Multiple groups continue to name The Brooks Group to their prestigious lists of top 20 companies. Founded in 1977, The Brooks Group is a corporate sales training and sales management training company focused on helping companies build top-performing sales teams. Our training systems provide street smart, actionable strategies that help salespeople sell more effectively and sales managers coach and lead more successfully. About Us Multiple groups recently honored The Brooks Group with awards for excellence in eLearning. Awards
Transcript of Before We Begin...Effective Sales Coaching Webinar Drive sales growth by accurately leading the 5...
Multiple groups continue to name The Brooks Group to their prestigious lists of top 20
companies.
Founded in 1977, The Brooks Group is a corporate sales training and sales management training company focused on helping companies build top-performing sales teams. Our training systems provide street smart, actionable strategies that help salespeople sell more effectively and sales managers coach and lead more successfully.
About Us
Multiple groups recently honored The Brooks Group with awards for excellence in eLearning.
Awards
Before We Begin
Submit your questions anytime. We’ll do Q&A
all throughout
We will send you the recording
Driving Sales Growth Through Effective Sales CoachingWebinarDrive sales growth by accurately leading the 5-types of sellers to higher performance
Director of Sales Strategy Consulting
Tony Smith Webinar Facilitator
Tony is the Director of Sales Strategy Consulting for the Sales Performance Research Center. He draws upon a diverse background of training, speaking, sales, and marketing to consult with organizational leaders and identify solutions to overcome the challenges holding them back from growth. He brings over 12 years of experience in the sales training industry to his consulting role at the Sales Performance Research Center for The Brooks Group.
Profile
I M A G I N E
The Brooks Group
Company Introduction
Your Facilitator: Tony Smith
About Me
Influencers
Conditions of the Market
How to Recognize
5 Types of Sellers
Four Cornerstones of High Performing Organizations
Optimize and Elevate Your Team
OurAgendaThe topics we will cover during this webinar today are…
Conditions of the Market
What Influences the Conditions of the Market
Buyers Meet Sellers Later in Their
Journey
Expectations Are Higher
Increase in Competition
Buyers Are More
Sophisticated
Information Is Freely Available
Complex Decision Making With Committees
Savvy Negotiator
Perceptions of Decreased Value Differentiation
Commoditization of Solutions
The 5 Types of Sellers
TIMID
BUDDY
SERVICER
COMMANDO
OPTIMIZER
Types of Sellers
5
Who are they? How do they sell?
The TIMID Seller
Operates from a base of fear
Not comfortable or confident in sharing their knowledge
Not a fit for the sales profession
They can be coachable, but it takes effort
Recognizing The TIMID Seller
Not prospecting
Not Asking For Business
Avoiding
No Confidence
Call Reluctance
Who are they? How do they sell?
The BUDDY Seller
Friendly and likeable
Come of their business is coming from friendships
Not creating value in today’s market
Seen as a visitor, then gradually they become a nuisance because they are not bringing value
Recognizing The BUDDY Seller
Account Spend Down
Avoids Conflict
Hesitant to Challenge
No Value Creation
Can’t Unseat Competition
Who are they? How do they sell?
The SERVICER Seller
Giving
Loyal customers
Minimal growth
Missed business
Recognizing The SERVICER Seller
‘Right’ Approach
‘I Do It Better’
Service Over Selling
Who are they? How do they sell?
The COMMANDO Seller
Hunter
Seen as pushy, aggressive or challenging
Just another seller
Having to elevate their skills to have more productive business conversations to be successful
Recognizing The COMMANDO Seller
Not Needed
Burn Bridges
Attitude
Who are they? How do they sell?
The OPTIMIZER Seller
Unique
Adaptable
Valuable Resource
Understanding
Recognizing The OPTIMIZER Seller
Collaborative Resource
Educator
Agile
Trusted Advisor
Continuous Learner
Optimize & Elevate Your Team
Training & Development
Lead, Guide, &
Coach
Standards of Work &
Process Talentt
Continuous Improvement
FOUR CORNERSTONESOf High-Performing Organizations
Recognize the types of sellers on your team
Identify strengths, challenges, and gaps to gain perspective on the sales
culture within your organization
IdentifyProvide skills
training to address the gaps
ProvideRecognize
Evaluate their selling skills and competencies
EvaluateDetermine how the gaps
are impacting your overall sales results
Determine
Optimize & Elevate Your Team
Q&A
