Accountability and Results
Translating knowledge into sales performance is a learning process requiring commitment and discipline. The High-Impact Performance Program (HIPP) is an example of how I produce a solid, cost-effective impact on selling performance through sales training, coaching and managing.
Here is how the program works:
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33 Hours Over 12 Weeks
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| The HIPP runs one day per week for 12 weeks at a location of your choice. During this time each participant will benefit from 33 hours of face-to-face instruction from me. This includes two full days for the Professional Selling Course, two half-days for team building and 40 minutes once per week for five weeks for a Personal Coaching Session. |
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Week #1 – Customizing to Your Business
I meet with a variety of people at your business to understand their perspective on your organization’s selling practices and sales challenges. This popular feature improves the customization of your program, making it more relevant and easier to use. What could your sales team be better at?
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Select Your Participants
Even if your organization has dozens of people who would benefit from this program, I recommend beginning with up to 12 participants who are most keen to continuously learn their craft and improving their performance.
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Week #2 – Video Evaluation
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Measuring the current situation is a wise place to begin. Similar to a Personal Coaching Session, each participant is presented with sales-related questions while role-playing in a simulated selling environment. For learning purposes this session is recorded.
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Week #3 - Day 1 of the Professional Selling Course
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Day 1 covers critical selling knowledge with special emphasis on creating and selling value, and positioning ourselves as knowledgeable professionals whom customers see as advisors. Organization-specific exercises make it relevant and real.
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Week #4 - Day 2 of the Professional Selling Course
82% of every sale involves customer resistance, concern or objection. Day 2 covers how to effectively handle these obstacles and close the sale.
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Weeks #5, 6, 9, 10 & 12 - Personal Coaching Sessions in Person – Video Review
I enjoy helping people succeed. Participants begin their coaching program the week after their selling course. Depending on the number of participants each person receives up to 40 minutes for a weekly one-on-one personal coaching session. During this time the two of us discuss his / her progress and challenges and set new selling skills goals for the upcoming week. Each session includes role-playing and exercise review, and may be recorded for learning purposes. Participants will be required to invest 4 hours per week of their own time for completing the course exercises. These are emailed to me in advance of personal coaching sessions. A major advantage of this service is the flexibility of use based on the need of each participant.
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Weeks #7 & 11 - Half Day of Team Building
As outlined in numerous business books, if employees are to perform in ways that contribute to the organization’s success, they need to clearly understand the purpose of the business and build value. This time is devoted to that purpose.
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Week #8 - Oral & Written Selling Exam - Video
Achieving most worthwhile goals requires self-discipline and accountability. Participants are expected to know and apply the selling knowledge in their training manual by week number eight. For learning purposes the oral exam is recorded. Those passing the oral and written selling exam will earn my Certificate of Selling Acumen.
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Pause for Review
Twelve weeks is enough time to begin showing results and a wise place to pause and evaluate progress. Upon review your business may decide to continue to operate this program with the same group, add options, remove certain participants, revise the program, begin another group or stop my service.
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Additional Management Services
Progress Reports
What would you like to know? How often would you like to know it?
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Sales Achievement Program (SAP)
You can change the focus from a High-Impact Performance Program to a Sales Achievement Program.
Your company sets a fair and attainable financial goal for each participant to attempt to accomplish during the SAP. By doing so, your organization decides its own return on investment. In addition to total revenue, other good measures such as profitability per account and customer satisfaction should seriously be considered in this program. Those individuals who reach their goals will be presented with my special Certificate of Sales Achievement at an awards presentation.
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Sales Coach Development Program
Developing your sales manager into a sales coach is a KEY decision.
While I coach other participants through Personal Coaching Sessions, the sales manager is trained to be a Sales Coach. He or she will have an active role in all stages of training and coaching, participate in the selling course, and be tutored on becoming a master at understanding selling and guiding others through your selling process. |
