COACHINGCOACHING

DIAGRAMDIAGRAMSELLING SKILLS ANDSALES PROCESS

SALES SKILLSPRODUCT KNOWLEDGE CUSTOMERKNOWLEDGE

How well does the sales rep:FEATURESANDBENEFITS BUSINESS/INDUSTRY Open?

How well does the sales rep understand How well does the sales rep understand the Probe?

the features and benefits of his or her customer’s business/industry (e.g., long Support?

products and organization? term goals, customers, suppliers, products, Close? competitors, market trends, external

How well does the sales rep explain Overcome customer indifference? influences)?

benefits in terms that are meaningful to a Resolve skepticism?

variety of customers? How well does the sales rep understand Resolve misunderstandings?

related problems or challenges— their Resolve drawbacks? importance or impact?

APPLICATIONS RELATIONSHIPBUILDING ORGANIZATION

How familiar is the sales rep with a broadHow well does the sales rep understand theHow well is the sales rep able torange of applicationscustomer’s organization (e.g., mission,establish and maintain a relationshipstrategies, structure, buying process, otherof trust with the customer?processes and procedures)?How familiar is the sales rep with relevant

How committed is the sales rep to theproof sources and stories that illustrate

How well does the sales rep understand

customer’s success ?particularly successful applications of his related problems or challenges— their

or her products? importance or impact?

RESOURCES TERRITORYMANAGEMENT FUNCTION/DEPARTMENT

How familiar is the sales rep with How well does the sales rep understand theHow well does the sales rep:technical or service resources available customer’s function/department

Prospects for SMB's opportunity?from his or her organization to support (e.g., goals, structures, processes and

the customer? procedures)? Qualify for potential, authority,

resources, time? How well does the sales rep understand Prioritize and organize territories? related problems or challenges— their

Utilize the sales funnel and importance or impact?

forecast?

Develop account profiles?

Implement account plans?

COMPETITION SALESORCHESTRATION JOB

How well does the sales rep understand How well does the sales rep How well does the sales rep understand the

competitive products and organizations? orchestrate events and organizational customer’s job (e.g., position,

resources to support the selling responsibilities)?

How well does the sales rep understand process?

the exclusive benefits of his or her How well does the sales rep understand

products and organization? How well does he/she understand the related problems or challenges— their

process and the sales rep’s importance or impact?

role in facilitating operationalclosure?

AccountManager’s : Agent /Sales Rep’s

Date Coach