PROFESSIONAL SALES AND SERVICE EXCELLENCE
WHY INVEST IN EXPERT SALES TRAINING
There’s no denying that sales are fundamental to the success of any organisation.
This highlights the need for effective sales training to help an organisation to build profit, increase employee satisfaction and thus retention, improve client revenue and build equity. LinkedIn’s State of Sales Report 2020 (Australia Edition) found that one of the top 3 things that top performing salespeople do differently, is engage in and receive sales training and spend time with their managers in sales coaching.
"When comparing high-growth companies and negative-growth companies, sales training played a bigger role in all outcomes for the high-growth outcomes."
DISCOVER THE POWER OF OUR PROFESSIONAL SALES AND SERVICE PROGRAM
#1
Sales training improves sales results
Not surprisingly, the top reason that organisations implement sales training is to improve their sales results, and ‘results’ forms the #1 outcome tied to sales training.
A study by professional services company Accenture showed that for every dollar invested in training, companies received $4.53 in return. That equates to a 453% ROI.
#2
Sales training helps drive a customer-first culture
At SHINE Executive, our Sales and Services Programs are uniquely tailored to the organisation’s values, goals and practices. Our programs also maintain a strong customer-needs focus. Together, these elements support a positive, customer-first corporate culture.
#3
Sales training improves employee satisfaction
Satisfaction in one’s job comes from being able to do their job well, with confidence and progress up the career ladder. By providing quality sales and services training, we are helping sales people and sales leaders master their skills and overcome obstacles; we’re providing people with the tools they need to succeed, thus increasing satisfaction levels.
#4
Sales training is linked to employee motivation
When employees are intrinsically motivated, they engage in their work because they genuinely enjoy it. Combine this with extrinsic motivation, and employees are motivated to gain an external reward (ie payrise or bonus). Providing the best sales training will help your sales teams build the capability and processes required for success, further contributing to your organisation’s success.
#5
Sales training helps to retain top performing salespeople
When you provide your employees with training, they feel engaged, supported and most importantly valued; your sales team knows you are investing in their success. Furthermore, the cost of losing a good sales rep “is often three times their annual salary” (source) and after you account for hiring fees, salary, overhead costs, training costs and lost sales, you could be looking at six or seven figures.
#6
Sales training builds capability in problem solving and agility
One of the core components of our Professional Sales and Service Program is teaching problem solving; understanding a customer’s problems and being able to offer a high value solution to solve that problem. Upskilling your sales teams in problem solving will also help them become more agile, and in a world that is constantly changing through the Covid-19 pandemic, agility is a major competitive advantage.
OUR ENRICHING PROGRAM CONTENT DRIVES LONG-TERM SALES RESULTS
SHINE Executive's Professional Sales and Service Program encompasses four core components:
Culture and employee engagement surveys
We start by conducting a culture and employee engagement survey to provide a baseline and identify the key focus areas for your organisation. We use the results from this survey to tailor a sales program specific to your organisation’s needs and challenges. At this point, we also discuss the timings and duration for the program, based on the desired outcomes.
Sales strategy
Component Objectives:
Developing the sales strategy is critical to any successful sales team and/or sales organisation. The aim of this component is to help sales teams and sales leaders identify the strategic elements to include in the sales process.
What we’ll cover:
- Determine your organisation's specific value proposition
- Develop your ideal client profile
- Uncover the process of finding, qualifying and converting prospects
- The importance of customer loyalty and advocacy
- How to create 'raving fans'
Each participant will receive a Sales Playbook and a useful proposal deck on how to persuasively and confidently respond to customer needs.
Sales leadership
Depending on your organisation’s needs and challenges (identified in the culture survey), Sales leadership may or may not form part of your Sales and Service Program.
Component Objectives:
The objective of the Sales Leadership component is to develop confident, motivated and supportive Sales Leaders who can go onto hiring, identifying and developing a confident and engaged salesforce.
What we’ll cover:
Under Sales Leadership, we cover a range of topics including (but not limited to) determining vision and goals, how to conduct a training needs assessment and how to manage underperformance.
Service excellence
Component Objectives:
Customer service is the job of every employee, regardless of their sales status. This component focuses on developing a positive customer experience that increases customer retention.
What we’ll cover:
Starting with the value of great customer experience, we look at why customer service makes good business sense and how to make a positive first impression. We then look at ways to confidently deal with difficult customer behaviour before delving into the use of positive customer-focused language that influences and persuades particular behaviours. We also develop professional telephone skills and call scripting to ensure communication skills drive engagement and retention.
PROFESSIONAL SALES AND SERVICES TRAINING THAT STICKS
With over 15 years experience in delivering quality sales, leadership and customer service training, we have developed a training methodology which improves retained learning long after the last workshop.
10%
THEORY
Theory is usually the first place where learning begins and includes training and workshops.
20%
SOCIAL
Social Learning happens when we learn with and through others. This includes providing mentoring and feedback.
70%
EXPERIENTIAL
Experiential Learning is informal on-the-job-training. This is the final but most important stage of learning.
Our training is designed to bring about positive behavioural change for your sales people and sales leaders. Through the 70:20:10 Learning Model, we begin by teaching the theory (10%) through training and workshops, followed by mentoring, feedback and social interactions (20%).
However, our primary focus is on supporting our clients while they are DOING the things that will drive results. It is in this experiential (doing) stage (70%) that the key skills necessary for successful outcomes are being put into practice and our role is to ensure that results follow.
CUSTOMER FOCUSSED SALES TRAINING
In today's world, companies need to gear their sales training efforts around delivering maximum value to their customer.
At SHINE Executive our Professional Sales and Services Program puts the customer at the centre of everything we teach. We focus on problem solving and how to effectively identify a customer’s pain points and provide a solution that meets the specific customer need.
“Top sales organisations were already making a shift toward emphasising trust, adopting sales technology and prioritising existing customers, but this crisis has accelerated that need ten-fold. Trust is quickly moving from face-to-face meetings to a sales organisation’s ability to understand a client’s paint points and quickly identify a solution.”
Joseph DiMisa, Sales Effectiveness and Rewards Leader. Quote source: LinkedIN State of Sales Report 2020 (Australia Edition)
The Harvard Business Review conducted a research project to understand the selling style that prospective buyers preferred. Their findings further reinforce the importance of listening, understanding and providing the best value solutions to meet a customer’s needs.
- 40% prefer a salesperson who listens, understands, and then matches their solution to solve a specific problem
- 30% prefer a salesperson who earns their trust by making them feel comfortable, because they will take care of the customer’s long-term needs
- 30% want a salesperson who challenges their thoughts and perceptions and then prescribes a solution that they may not have known about.
HOW MUCH DOES SALES TRAINING COST?
At SHINE Executive we tailor sales training to your specific organisation's challenges and objectives. For this reason, we provide tailored quotes and timeframes.
Please complete the enquiry form, and a member of the SHINE Executive team will respond to you as soon as possible
P: 0423 936 090
WE HAVE HELPED MANY AUSTRALIAN BUSINESSES SHINE
MEET NAOMI OYSTON
EXPERT SALES COACH
SUNSHINE COAST & BRISBANE
Naomi Oyston has over 25 years of sales & leadership experience within the Corporate, Financial and SME Business sectors.
Naomi has had extensive Executive Coaching success, with direct responsibility for leading the implementation & performance assessment of Customer Service Excellence, Sales Performance, Productivity & Leadership training within Commonwealth Bank, Suncorp and Heritage Bank.
Prior to establishing her Sales Leadership Consultancy, she has previously operated her own successful Commercial Finance Broking business, and also worked within leading financial institutions servicing the SME Sector, and knows first hand the challenges of creating a sustainable, profitable operation based on strong business-to-business relationships.
Having personally dealt with thousands of business owners, Naomi has a strong understanding of the drivers of Small to Medium Business, has been a judge on the Telstra Business Women’s Awards, AIM Leadership Excellence Awards and is recognised on the Who’s Who of Australian Women for her contribution to mentoring Women in the financial & business sectors.
As a Sales Leadership Coach, Naomi is passionate about assisting her clients to focus on results that matter. She creates continuous incremental improvement through combining street proven systems & processes with exemplary people skills and a culture of sustainability, using a Head, Heart & Soul approach to success.
VIEW OUR OTHER SALES TRAINING AND LEADERSHIP COACHING PACKAGES
Boost Sales Performance in Finance and Insurance Sectors
Financial and Insurance sectors are bound by complex legislation. This legislation creates challenges for sales teams. Our Financial and Insurance Services Sales Program has been specifically designed to meet the complex needs of businesses within this sector.
Emerging Leaders Mentoring Program
The Emerging Leader Program provides new and transitioning leaders the foundational skills and confidence to build successful leadership skills and an appreciation of what it takes to be a great leader.
Women in Leadership Program
Financial and Insurance sectors are bound by complex legislation. This legislation creates challenges for sales teams. Our Financial and Insurance Services Sales Program has been specifically designed to meet the complex needs of businesses within this sector.
DiSC Profiles
Combine your chosen Sales Training Program with DiSC profiles for your sales teams. DiSC profiles help participants better understand themselves and others. Choose from seven different applications, depending on your objectives and environment.