SUB TYPES - Applied Coaching for:-
A) Sales Coaching & Sales Creativity
B) Requirement Development
C) Proposal Development
 

A) SALES COACHING

Key Benefits
* Improved motivation and sense of possibility
* Fosters “Can-do” attitude
* Creativity within the prospecting and selling processes

Focus
Ever thought that some members of your sales teams need some different ideas about delivering results?
Coaching individuals or teams can quickly change attitudes, renew motivation and improve performance. It can also rapidly flush out perceived obstacles to high performance and provide the stimulus to overcoming them.

By contrast with conventional sales training - sales coaching does not seek to tell your professional teams a one size fits all “How to sell” technique. Instead we focus on compelling the individual to understand what holds them back, the effects that has and ultimately, drive them to devise their own resolution.

Coaching also stimulates individual creativity in the prospecting process, and within the sales strategy and process. Sales “Flair” frequently results from individual creativity though very few sales training approaches focus on this element. Coaching excels at broadening perspectives, fostering rapport and vision encouraging breaking through perceived obstacles.

Scope
Sales professionals, Sales Managers, Consultants, Account and Relationship managers.

Applied-Coaching Solutions

• Sales Performance Coaching (one to one)
  Aimed at improving the performance of sales professionals
• Sales Leadership Optimisation Coaching (one to one)
  Aimed at supporting sales managers and leaders in improving performance
• Sales Development Workshop
  Workshop oriented to improving creating the optimum conditions and support facilities to make step changes to performance and potential

To discuss your requirements and see if and how our services may benefit your business please select from our contact options

B) REQUIREMENT DEFINITION & SPECIFICATION

Key Benefits
* Stimulates through examination of requirements
* Widens perspective frequently highlighting new value opportunity
* Stimulates uncovering of deeper clues, issues and agendas

Focus
How many major sales have been lost through misunderstanding of client requirements, missing clues to buying motives, not appreciating the weighting of issues or failing to identify a key need.

Coaches working with your own professionals are in a position to prompt much greater thoroughness and highlight assumptions and preconceptions which often result in problems. This can also be done objectively facilitating co-operation between client and supplier.

Coaching techniques can also be used to delve into a deeper appreciation of client motives, concealed agendas and fears to better inform qualification and the commercial bid.

Scope
Sales/ Pre-sales/ consultants and team leaders and/or their teams. Workshops my also be within one organisation or conducted jointly. National UK

Applied-Coaching Solutions

• Requirement definition workshops
• Requirement definition coaching (one to one)
  Aimed at improving the performance of pre sales consultants and technical staff by expanding the scope of their enquiry and sensitivity to commercial issues
• Specification Workshops - to facilitate the process of sharing understanding of obtained requirements and creating a specification
• NB these workshops can be instigated by either the client or supplier organisation

To discuss your requirements and see if and how our services may benefit your business please select from our contact options

C) PROPOSAL DEVELOPMENT

Key Benefits
* Accelerates creation of Bid strategy
* Fosters agreement, buy-in and alignment among bid teams
* Promotes creativity, commitment and ownership among cross discipline
* Optimises win chance

Focus
Often a natural progression from the requirement definition - this concerns optimising the performance of the bid team or sales team.
Coaching skills facilitate the best understanding of the win themes and strategies required to optimise the likelihood of a positive bid outcome.
Compelling exploration of key aspects of customer buying motives and highlighting the need for matching and alignment, again draws upon the strength and creativity of the commercial team, optimising the value of the proposal and maximising the win chance.

Scope
Proposal/ Bid leaders or teams.

Applied-Coaching Solutions

• Proposal development workshop
• Bid manager coaching support (one to one)
• Bid review and progress workshops

To discuss your requirements and see if and how our services may benefit your business please select from our contact options .