Share Sales Best Practices
Share Sales Best Practices = a Sales Acceleration Process where your sales force creates and owns the accelerators
What’s your ambitious goal? You want your sales team to walk away with more. More confidence, more commitment, and more sales capability. Want to achieve sales growth from $800 million to $1.4 billion in a year with the same sales force? Increase sales 5x in one channel? Grow sales in a product line from $220 million to $24 billion?
Share Sales Best Practices gets your team working together to boost sales, and achieve your most ambitious business goals. Your team works with an experienced facilitator through a proven process to identify game changing accelerators. Your sales leaders use our unique tools to share their experiences and buyer insights. Together they identify game changing sales strategies, and actionable selling-tactics. By communicating creatively, your team will crack the most challenging road-blocks to sales results. And that means more happier customers.
Share Best Practices gives your team “self-motivated ownership” of real accelerators built by them for them. Accelerators they use to grow sales. You want your most important resources working together as one team. You want to refresh your sales talent, while strengthening your culture. Share Sales Best Practices gives your team the opportunity to go further: you get immediate results from the practice in the room. You get guaranteed application in field because of the ownership we sustain and amplify through on-going support. You get a return on your investment that accelerates achieving your ambitious goal.
VP, Network Development, Dominion Lending Centres/The Mortgage Centre
National Director of Membership & Community Engagement, Family Enterprise Exchange
WHAT YOU GET
YOU WANT OWNERSHIP. SO YOU GET TOOLS FOR YOUR TEAM TO PRACTICE FIXING AND BUILDING WHATEVER THEY OR YOU WANT. AND PRACTICE MAKES PERMANENT. SO WHAT DO YOU WANT TO CHANGE PERMANENTLY?
PROGRAM IN ACTION
What if I want a specific outcome?
Leaders can influence the outcome in 3 ways: 1. Headings, 2. Timeframe, 3. Veto. Your leader can control the questions asked or the categories investigated. Your leader can control the timeframe for implementation - sometimes tactics and strategies have to be implementable within 3 month or 2 quarters. And some leaders want the ability to veto solutions. While only 7 have ever requested a veto, NONE have ever used their veto because the wisdom of the team and the process ensure valuable outcomes. Of course, we setup the veto in advance.
My sales team detest having their time wasted. Will this waste their time?
Other clients top sales people have been flown in from around the world to go through their unique design of this program. Million dollar sales people have participated. Those sales people chose from 3 different sessions. The session started with 20+ and ended with 80+ participants and they came in on the breaks to take pictures of the graffiti walls. We don’t waste time - its the real cost of your session.
How much of my time do you require?
The minimum valuable time invested by the leader is a 20-30 minute conversation to determine the focus of the graffiti walls. In some designs, the participants even choose the focus once the business goals are identified. Most of the time, senior leaders want to invest time after to sustain and amplify the impact of the Live session to drive business goals and culture transformation
How long will it take?
It’s a good question. Officially, we recommend no less than 3 hours and we’ve designed unique feedback and engagement sessions for customers, owners and leaders in as little as 60 - 90 minutes. It depends if you want to go broader without implementation. For best practice creation some unique designs take 2 days, including video support for others to implement the practices. Or a day to build out better buyer journeys… it all depends on the outcome you want. One thing is certain - your participants would rather keep building on their work than go to yet another session on another topic.
I'm busy. How much of my time do you require?
The minimum valuable time invested by the leader is a 20-30 minute conversation to determine the focus of the graffiti walls. In some designs, the participants even choose the focus once the business goals are identified. Most clients invest 50 minutes upfront unless they are out to transform business results. Most of the time, senior leaders want to invest time after to sustain and amplify the impact of the Live session to drive business goals and culture transformation
What # of participants is best?
In most respects, the more the better. This raises the diversity of perspective. And since we parallel process most of the time, you can achieve 10-20 outcomes at the same time with a larger group. You would get a master facilitator for groups over 100. For Learn2, large groups start at 500.
How much preparation is required?
Most of the time, 0%. In some unique designs we ask sales leaders to arrive with their approaches. Most of these designs seek to optimize and harmonize sales strategies and tactics across member companies or offices. Or focus on the optimal buyer journey across multiple countries or offices. Sometimes as part of a strategic business plan development leaders are asked to arrive with roadblocks and opportunities identified… and that is a unique design
What financial investment are we talking about?
Great question. Of course, it depends on the number of your participants, the length and the facilitator you choose. And it depends on the amount of work you and your people do versus us and our team. It is definitely worth a conversation. And most clients choose a Smart Buyer’s Card which gets you 4 live sessions for the investment of 3.
Could we do this with customers, vendors, partners and contractors?
Yes, and we recommend it. Building best practices with the greatest diversity of participants produces the best results. We often engage customers in Client Advisory Boards to build best practices FOR and WITH clients. These unique designs often self-validate the outcomes as the sales team progresses through the process.
What else pairs well with share best practices for a sales team?
Clients pair Share Best Practices with Sell Naturally which helps sales people approach buyers in the way they want to buy. Some go further to build Buyer’s Journey’s for all buyer approaches or specific products or markets. Don’t look for it - its not on the website. It’s one of the things we do for ongoing clients. Ready, Set, Sell! Sales simulators pair nicely. Because they allow your sales force to practice with zero-risk. And practice makes permanent. Handle Objections is a favorite for every sales team looking at driving sales performance. Your sales force creates ways to handle objections WHILE continuing to build a trusted relationship.
What if we start with a short engagement session?
Test the water. Smart. And be careful you don’t treat your sales team’s work as an event. You really want to do something with the outcomes from these Live sessions. You get a different level of ownership with Learn2’s approach which can produce both business performance and cultural transformation. At least share the results and build upon the progress created by your team.
Could we harmonize or standardize our practices with this approach?
Yes. And your people lead the change. They create the practices, they optimize them. Some clients even know where they want to go and their team builds how to execute. Some clients get unique designs where we add Subject Matter Experts in buyer journeys, their industry, project management, process management or the core approaches like different sales approaches to build their “Way” that works for them and avoids hundreds of thousands in licensing traditional models. Its up to you. How do you want to change the way you work?