Sales Performance Diagnostic 

 

The EQ2S Sales Performance Diagnostic analyzes the interrelationship of all 30 performance factors that comprise a company’s Sales Ecosystem:

  • To identify areas of misalignment that are creating interference towards achieving the company’s desired sales results.   

  • To help identify what needs to be realigned or maintained to improve performance

  • To create a Sales Performance Roadmap for Success - includes recommended set of prioritized actions (most impactful to least impactful)

 

 

 

 

 

 

 

Sales Coaching

 

Research shows that no other productivity investment comes close to coaching in improving a sales rep’s performance.

EQ2S Sales Coaching provides a practical and disciplined approach designed to reinforce the consultative sales principles, methods and tools at each stage in the selling process.  

 

Coaching sessions typically include the following topics:

•    Skills Development

•    Meeting Preparation

•    Competitive Strategy

•    Leadership

•    Political Landscape (Internal & External)

•    Change Management

•    Sales Certification

•    Career Advice

•    Personal Agendas and Development

Deal Coaching 

 

EQ2S Deal Coaching provides a practical and disciplined approach designed to reinforce the consultative sales principles, methods and tools at critical stages in the selling process.

 

Our seasoned sales professionals help deal teams by:

•    Providing insights 

•    Asking thought provoking questions

•    Providing a client perspective

•    Shaping the Value Proposition

•    Shaping Win Themes

•    Preparing for Orals Discussion

•    Shaping Executive Summaries

•    Selecting Competitive Strategies

•    Developing Political Strategy

 

Modular Approach to Consultative Sales Training & Skill Development 

 

With each sales performance transformation we have realized that each sales organization warrants and deserves an approach that addresses their unique training & skill development needs versus a one-size fits all approach.

 

Based on the output of the sales performance diagnostic, a consultative training and skill development curriculum is customized by selecting pertinent courses from the available modules listed to transform the sales organization. Modules can also be customized to meet the unique needs of a sales organization.

 

Consultative Sales Training & Skill Development Modules include:

 

Effective Communication Module

Courses include:

  • Exploratory Conversations

  • Active Listening

  • Understanding Social Styles

  • The Executive Conversation

  • Telephone Etiquette​

  • Presentation Preparedness and Execution

 

Effective Written Communication Module

 

Courses include:

o    Creating a Line of SIIte (Situation-Issues-Impact)

o    Developing a Client Specific Value Proposition

o    Creating Impactful Win Themes

o    How to Differentiate your Offerings

o    Effective Presentations - Pyramid Principle & Story Lining 

o    Email Etiquette 

o    Client Meeting Plan

o    Preparing for a CXO to CXO Meeting

 

Sales Process & Methodology Module

Courses include:

  • Getting to Know a Buyers Mindset

  • Deal Qualification

  • Sales Stage Fundamentals

  • Competitive Strategies

  • Political Landscape Basics

  • Sales Process Mapping to Client Buying Process

  • Sales Tools - Revenue Storm’s Relationship Barometer, Pursuit Profiler and Competitive Win Plan

 

Pipeline Development Module

Courses include:

  • Proactive Deal Creation

  • Creating a Point of View

 

Finance & Legal Module

 

Courses include:

  • Fundamentals of Financial Ratio’s

  • Annual Report Basics

  • Terms & Conditions Basics

 

 

Sales Leadership Module

 

Courses include:

  • Leading Change

  • Creating a Sales Plan

  • Talent Development

    • Assessing Talent

    • Hiring the Right Talent

    • Acclimating New Hires

    • Developing Talent – Individual Development Plans (IDP)

  • Coaching Talent

    • Coaching Methodology

    • Coaching Will, Skill and Tools

    • Pipeline Development

    • Sales Plans – Individual Revenue and Profit Targets

  • Deal Coaching & Evaluation

    • Deal Qualification 

    • Deal Development 

    • Deal Advancement

 

Sales Certification Program

 

The Sales Certification Program is designed to help protect a company’s investment in a sales performance transformation journey by reinforcing learning’s and behaviors.

 

In order to maximize the investment, a meaningful certification program must include the following phases:

  1. Learning Phase - includes the completion of all coursework and testing

  2. Demonstration Phase - includes the submission of pre-determined artifacts demonstrating the use of sales methods and tools while working on a deal(s)

  3. Sold Phase – includes a deal sold which meets a set of pre-determined deal requirements (size and characteristics)