the Sales Activator F A S T E R E A S I E R R e s u l t s // the sales activator

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1 F A S T E R E A S I E R R e s u l t s // the sales activator the Sales Activator Contents 01 What We re About 02 The Issues Holding Back Your Sales Results 03 The Missing Link 04 Increased Sales Result 05 The Benefits of Using the Sales Activator 06 What s in the Box? 07 Fast Track to Results

2 // the sales activator 01 What We re About Accela is an Australian owned company that specialises in high impact sales performance improvement and people assessment solutions. Our suite of services have been consistently proven to lead directly to improved business performance. We cater to both small and large organisations across all industries. Areas of speciality: Ó People Assessments Ó Sales Processes Ó Sales Training Ó The Sales Activator Ó Telephone Sales The Sales Activator is a unique learning dynamic that adds tremendous support to the sales coach or manager in delivering consistent team performance. Great tool, great value! Nick Savastano MBA Zurich Life The less experienced guys are trained by the more experienced seniors, whichmakes the training even more valuable. We will use it next year, the year after and the year after that. It makes for very good value. Gary Gipp Xerox Business Centre Never do for learners what learners can do for themselves or each other

3 The Issues Holding Back Your Sales Results Have you ever asked yourself why your sales team struggles to consistently achieve sales targets despite investment in training, development and management? Well you are not alone. Despite their best efforts, most organisations struggle to achieve their full potential for the following reasons: Ó Most sales training only has a short-term effect on performance because of failure to consistently implement and apply. Ó Sales managers (often top sales achievers themselves) lack a proven methodology to be effective at getting top performance from their sales team. Ó Salespeople often find it difficult to maintain the correct balance between prospecting, presenting, negotiating, closing and client nurturing which can lead to lost sales opportunities. Ó Sales managers find it hard to run sales meetings and training sessions that are relevant, motivational and effective for both highly experienced salespeople and those just starting. 02 // the sales activator If you re committed to sales growth and are prepared to think outside the box then The Sales Activator could be the solution to your sales issues. In 1906 an Italian Economist, Vilfredo Pareto created a formula based on observing that 80% of the land was owned by 20% of the people. Dr Joseph Juran, a quality management pioneer reognised this and the 80/20 rule was born

4 // the sales activator 03 The Missing Links The vital missing link in almost all sales teams is sales coaching. Our research proves that 67.21% of companies are not doing or sporadically do sales coaching/development % sporadically 10.43% do monthly 22.36% do weekly 25.32% not doing Your Sales Activator is cutting-edge and will stimulate the next revolution in sales aching, training and reinforcement. Brian Lambert United Professional Sales Association In today s more dynamic business environment selling requires a far wider range of skills than ever before, skills that require continual fine-tuning and constant practice. Sales managers play a powerful role in the development of their team members sales abilities; however, most of them do not have the time or the resources to deliver ongoing training. Imagine the benefits of a system that reinforces and encourages a consultative sales process and continually develops essential selling skills so that salespeople improve their performance and consequently their results. Well, you don t need to imagine these things any longer because with The Sales Activator peak performance is at your fingertips. An inexperienced sales person says, I can get the horse to water but can t make it drink, the professional says, you re not supposed to make it drink, you re supposed to make it thirsty

5 Increased Sales Results Based on the latest sales performance research and using proven methods The Sales Activator will: Ó Give your sales managers the necessary tools to improve their skills at developing their sales team. Ó Improve the performance of your salespeople. Ó Increase sales results. Ó Allow sustained improvements that avoid rollercoaster results. Ó Reduce the amount of customers/clients lost over time. Ó Lower attrition levels and increasing sales force job satisfaction. 04 // the sales activator If you train hard, you ll not only be hard, you ll be hard to beat Herschel Walker I m a convert to The Sales Activator and keen to take it forward. I was truly amazed at the rise of the energy and passion levels as the game moved forward. John Hall DHL

6 // the sales activator 05 The Benefits of Using the Sales Activator Continuous development These resources can be used on a regular basis (for example, for a short period during each team meeting) to continuously build and reinforce team members knowledge and understanding. This helps to keep their learning fresh and front of mind and therefore increases the chances of it being applied in their every day working lives to enhance sales results. Flexibility of use The Sales Activator resources can be used in a variety of different ways, depending on the needs and preferences of team members and the amount of time available. For example, the games can be played by between 2 and 15 people, for anything between 20 minutes and one hour. The materials are designed to provide valuable support when sales managers/sales team leaders want to develop individual members of their team. They can pick and mix the resources creatively to suit their team, and focus on the particular aspects of their sales performance that they want to improve. Just in time training The materials can assist in providing just in time training as when development needs are identified (either for the team or particular individuals). Sales managers/sales team leaders can choose to use only those materials that target the areas in need of development, to ensure that team member s learning is very focused and time-efficient. Small-chunk learning The format of the game questions and the Suggestion cards make the learning appetising and easy to digest by breaking it down into fun-sized pieces. Unique learning enhancers The resources incorporate a range of unique learning enhancers, such as positive language throughout, that help people to learn more easily and more quickly than normal. Improved active-listening skills Since the game questions are asked verbally and bonus points are only awarded for additional answers, participants have to develop high levels of active listening if they are to win the game! Sales skills are not something you absorb. Sales skills are something you create

7 What s in the Box The Sales Activator offers a real treasure trove of resources and a wealth of learning and development opportunities for salespeople. You will find two different systems in the box: The Trynamic Sales Game is designed to help salespeople plan, prepare and manage their sales activities more effectively. It provides an overall framework that will enable them to maximise their time and improve their productivity. The Selling Game focuses on the overall consultative sales process, from the mental preparation required beforehand through to negotiating with the customer and closing the sale. 06 // the sales activator There are two sets of Suggestion cards: Ó 20 cards for the Trynamic Sales Game Ó 42 cards for the Selling Game The guide for Sales Managers and Team Leaders helps to familiarise them with the other materials in the pack and enables them to start thinking about the most effective ways to use the resources with their teams. This guide is packed with hints and tips that are guaranteed to enhance the learning and development of sales teams and, ultimately, to boost their sales results. In addition to the development of core account management and selling skills, we have found that The Sales Activator provides a mechanism for promoting leadership development, teamwork and collaboration, all of which are necessary for fully leveraging those core skills. Jonathan Ledwidge ABN Amro

8 // the sales activator 07 Fast Track to Results Accela is an Australian owned company that emerged from an inherent understanding of salespeople and the sales process. We specialise in sales performance improvement techniques that lead directly to business results, have a high impact and encourage further development. Because nobody who bought a drill ever really wanted a drill. They wanted a hole. Therefore, if you want to sell drills, you should deliver information about making holes, not about drills! Perry Marshall Our team is made up of highly skilled and experienced people from different backgrounds whose passion and life choice is sales. This passion drives us to meet the critical needs of your sales team and to continually refine and improve their sales abilities. We have no alliances with third-party training providers which means that the training we provide to clients is not affected by any considerations other than what is best for our client s needs. Selling is what we know and what we do best, so while we strive to be unsurpassed we don t want to be sales gurus, we want you to become the sales guru. Faster Uptake is rapid. High impact learning techniques quickly cut to the chase to accomplish more in less time. Easier The hard work has been eliminated and learning becomes motivating. Flexible systems that are skills-adjustable can be adapted through the ranks from junior to senior level. Results Ongoing reinforcement and development that stays with the client guarantees skills don t become rusty. To find out more about The Sales Activator Ó Call us: (02) Ó Send us an info@accela.com.au Ó Or visit our website