Program Overview
- Teams not creating enough sales funnels
It’s funny…. when I used to interview sales candidates, without any hesitation, convince me that their number one sales discipline is having a 3x sales pipeline coverage over their quota at any one time. That to me is hallelujah! Two, three months into the job…. the panic begins…. I would be lucky to even see a 1x sales pipeline coverage. Why are they not creating more and more funnels? - Teams are chasing after unqualified opportunities
The concept of sales is pretty straight forward: If the customer has a need, they would buy. If they do not have any needs, they won’t buy. Sales folks needs to figure out what problems their product or services are trying to solve. Sounds easy……but why do customers end up not buying after all those POC, trials, presentations, demos and many more time and resource consuming activities? Perhaps, sales teams are not engaging with the right person(s) with the problem…those people that would spend to solve real problems. Or worse……they are talking too much! I hate salespeople who talk too much! - Deals are taking too long to close
This usually happens when the sales teams are in a ‘syok sendiri’ state. What this means is, sales are eager to close a sale, but the customer is not ready. Buyers go through a journey which sales need to be aligned with so that progress happens together.
Here’s what we’ll do:
- Develop the thought process around building a ‘Territory Plan’. It’s a visual representation of the various sales strategies sales can do to build that funnel logically. We’ll teach the sales teams how to create that 3x sales pipeline by putting three things together: Product knowledge + Product Understanding + Prospect Understanding. This Territory Plan also provides clarity to the surround team i.e. Marketing, pre-sales, management etc on how to support the sales team to execute the plan to increase the rate of ‘qualified’ opportunities.
- We would teach the sales team on how to use the ‘Pain Chain’ to guide them to focus on finding real customer problems to solve. When you identify real problems, you would find the problem owner. The person(s) that would spend money to solve their problems. We would train the sales team to ask questions, as opposed to talking too much!
- We would shift the mindset of sales teams to focus on the customer’s buying journey making sure they orchestrate all their resources and activities to support the buyers through their buying journey. We will train the sales team on how the content of the Pain Chain earlier developed can help the customer buy faster, hence closing your deals faster too.
Our approach:
- We complement classroom trainings with 1:1 coaching sessions. Why? To avoid 80% of that knowledge gained during classroom trainings from being forgotten and wasted.
- Our coaches have actual world-class sales experience. 6 years as a Sales Director at Microsoft, 3 years in various capacity at Oracle, starting as their Applications Country Manager and eventually managing the business of 8 countries within ASEAN as the Regional Sales Director. His experience and wisdom is what makes the coaching session extremely helpful to drive the impact of learning better.
- Finally, we always want to learn from the best. Our coach, Nik Feizal, has achieved something every sales professional on earth would dream off……being the World’s Best Salesperson! He was CA Technologies Ltd Worldwide Salesman of the year for FY06. So he brings all the best practices and actual practical experience to the table. The real stuffs!