- When company paid, management receives written overview stating what skill sets were addressed during the session and what the salesperson needs to do to ensure continued improvement. Overviews are e-mailed to management within 24 hours following the training.
- Sessions are customized to the needs of the individual salesperson. As such, only one salesperson per session is permitted.
- Sessions are conducted by appointment only.
- Salespeople need a private room with access to a speakerphone or headset. They need to be “hands free.”
Prospecting - face to face and by telephone, Closing skills, Presentations, Fact-Finding/Qualifying, Listening and Interviewing Skills, Overcoming objections, Probing for Clarification, Negotiating price, Account Management-Account Penetration and more.
Q: Who are the best candidates for individual coaching?
- New salespeople. If you are new to sales and want to get up to speed quickly, this is the way to help make that happen. Learning through trial and error is costly and time consuming. And most of all, risky.
- Salespeople who are trying hard but are just not making goal and don’t know why. Sometimes training is all it takes to get them on track.
Senior salespeople who are in a rut or maybe a bit resistant to change will often benefit from individual coaching.
- Non-sales staff who might be thinking about moving into sales. Here’s a chance to make sure this will work for them and for the company. A great alternative to “jumping the gun” and putting them in sales then losing a good employee because they could not make it.
Q: Why is it that you can only train 1 person at a time?
- If habits and behaviors need to change to improve performance Winnie will not hesitate to address that with those she trains. Having others present during those discussions can make people uncomfortable and even embarrassed. Individual or personal coaching is just that. Individual and Personal.
Q: Why should a company spend money for personal training for their salespeople?
- If they are trained and performing that’s win – win for the company and for the salesperson. If they are not trained and not performing, look at what a company can lose. It’s also often a great perk and a real motivator which is another win win for the company. And also, another reason for them to want to do well and continue working for your organization.
Q: Does training sales people by phone work as well as face-to-face?
- Yes, as long as it is personal and individual. Group training is great but it teaches the masses and multiple skills in one session. Nothing beats personal coaching regardless of where or how it is conducted.
Q: How many sessions does it take before you see improvement?
- Often, only one. In many cases all that is needed is to pinpoint where the rep needed the most help and to role-play and/or outline a plan for improvement. In other situations it may take 2 or 3 or even 4 sessions to get the rep up to speed. Currently Winnie averages three sessions per rep if they are new, two if they more experienced and just in a rut. Rarely are 4 sessions necessary
Q: How many sessions do you have to sign up for?
- One. Just call or e-mail Winnie when you have someone you want coached and set the appointment. When you receive the written overview telling you how the session went and what was addressed it may suggest no additional sessions are needed or recommended or that additional sessions would be beneficial. You are not required to commit to any specific number of sessions.
