How To Train A Top Gun Sales Team

Transcription

1 How To Lead and Motivate a Top Gun Sales Team Training and Coaching For Optimum Sales Performance Presented By Wayne Berry Australia s TOP GUN Sales Coach Wayne Berry, TOP GUN Business Academy International Page 1

2 About Wayne Berry CSP Wayne Berry CSP* is Australia s own TOP GUN Sales Coach and most in-demand speaker on sales, negotiating and sales management. He is ranked in the top 7% of professional speakers in the world by the USA based National Speakers Association. (*CSP is the highest International Accreditation of the NSA and there are only 45 NSAA CSPs in the world.) He is a best selling author and one of Australia s best known speakers. His four books, Negotiating In The Age of Integrity, How To Get The Best Deal Every Time, How To Get The Best Sale Every Time and How To Lead and Motivate A TOP GUN Sales Team are now sold in 13 countries. He speaks more than 200 times each year at conferences around Australia, New Zealand, Asia, and at programmes arranged by his TOP GUN Business Academy. This year his seminars and workshops will be attended by more than 20,000 sales and business people. He has also recorded more than 40 audio and DVD video programmes on selling, sales management and negotiating. He has shared the platform with Tom Hopkins, Brian Tracy, Zig Ziglar, Earl Nightingale, Dr Norman Vincent Peale, Dr Denis Waitley, James Rohn, and many, many other internationally renown speakers. His client list reads like a who s who of Australian and international business and includes Telstra, The Commonwealth Bank, Optus, Sensis, Australia Post, Apple, Adidas, Accor, Foxtel, AMP, AGFA Gevaert, Arnott s Biscuits, Smorgan, Autobarn, Boral, Becton Corporation, BMW, Colonial Mutual, Cody Premium Outdoor, Century 21 Real Estate, Delfin Lendlease, Deutche Bank, Eli Lily, Flight Centres, First National Real Estate, H.J. Heinz, James Hardie, Lanier, Mars Confectionery, NEC, Ninemsn, News Corporation, Orbital Engine Corp, Orica, Pioneer Electronics, PMP Print, Rentokil, Repco, Rinnai, Stamford Hotels, Strathfield Car Radio, TNT, Tattersalls, Toyota Motor Corporation,Texas Instruments, Unisys, Visy Board and Yakka. Wayne Berry, TOP GUN Business Academy Page 2 P.O. Box 2147, Moorabbin. Vic Australia.. Tel: or 1300WAYNEBERRY

3 The 6 Vital Functions of Sales Management Wayne Berry, TOP GUN Business Academy International Page 3

4 Training a TOP GUN Sales Team a. The objective should be to create l... b... c... b. A D... P... for each individual c. Develop the 10 C... of Top Sales People The 10 Characteristics of a TOP GUN in Sales 1. P... M... A P... and i... knowledge 3. P... skills 4. C... Selling Skills 5. P... Skills 6. C... Skills 7. O... handling skills 8. N... skills 9. F... t P... M... S... Wayne Berry, TOP GUN Business Academy Page 4 P.O. Box 2147, Moorabbin. Vic Australia.. Tel: or 1300WAYNEBERRY

5 Sales Person Skills Assessment For this exercise choose a sales person whom you feel has the potential for greater success. Sales Person s Name:. 1. Positive mental attitude / personal motivation 2. Product and industry knowledge 3. Prospecting skills / identify and gain new business 4. Consultative selling / question asking / relationship building 5. Presentation skills / present solution in persuasive manner 6. Commitment skills / closing 7. Objection handling skills / get to the real objection / answer objection 8. Negotiating / create win-win / handle price objections 9. Follow through / get the business / build relationship / repeat sales 10. Personal management skills / time management / goal setting / account management / optimising personal performance Wayne Berry, TOP GUN Business Academy International Page 5

6 Annual Target YTD Monthly Target Average sales over last 3 months a. What has it cost you in lost sales and GP for this person? Last 3 months Sales: $ / Gross Profit: $. Last 6 months Sales: $ / Gross Profit: $. b. What will it cost you in lost sales and GP for this person? Next 3 months Sales: $ / Gross Profit: $. Next 6 months Sales: $ / Gross Profit: $. c. What have you invested to get this person to where they are? $ d. What have you invested so far in their selling skills training? $ e. Are they worth investing in to help them realise their full potential? Yes / No f. If you invested, how much extra business would this person need to generate to provide a 100% ROI on what you d invest to have them develop their skills? Sales $. to generate Gross Profit $. g. Is this achievable? Yes / No to cover your investment: $.. Wayne Berry, TOP GUN Business Academy Page 6 P.O. Box 2147, Moorabbin. Vic Australia.. Tel: or 1300WAYNEBERRY

7 Developing A Winning Edge In Sales Sales People The TOP GUN Winning Edge System 10 key areas, 5% improvement in 30 days Repeat for another 30 days Then another 30 days. Wayne Berry, TOP GUN Business Academy International Page 7

8 Coaching a TOP GUN Sales Team a. T... + C... = Behavioral Changes b. Must be O to be effective c. Must include a plan for I... d. Must include A The Challenges a. T... Where does a sales manager find the time to coach each sales person individually? b. D... with a National / International Sales Team c. C... across the team d. Bringing n... p... up to speed quickly e. C... The Advantages of Good Training and Coaching a. S... Sales Team Members = Happy Sales Team b. L... sales staff turnover = big savings c. Easier to attract q... recruits d. Consistently achieving b... e. Less s... and w... for the Sales Manager Wayne Berry, TOP GUN Business Academy Page 8 P.O. Box 2147, Moorabbin. Vic Australia.. Tel: or 1300WAYNEBERRY

9 The Cost of Not Training and Coaching a. Poor T... r... b. Loss of b... c. High s... t... d. Poor t... m... e. Poor c... service f. S... and h... w... for the sales manager The Cost of Good Coaching and Training a. Good training p... for itself b. It s FREE c. Determine the extra sales required for a 100% ROI on the training d. Ask yourself is this achievable and realistic? e. If yes then do it! f. Not training is what is costly Wayne Berry, TOP GUN Business Academy International Page 9

10 Your Role in Following Up On The Training From This Conference Use Weekly Sales Meetings To Follow Up and Keep On Track 1. Ask each person to share their A... C... with the group from the conference 2. Review the 7 Steps To Your Better Future formula I shared with them at the conference. 3. Ask them if they are S... and C... to taking action 4. Have them prioritize and put a t... f... against each for completion. 5. Get their p... to allow the team to become their Un- Reasonable Friends. 6. Get their permission to allow the team to hold the a... each week for doing what they promise themselves to do. 7. Each week at each meeting have each person r... to the team on actions they have taken on their Actions Commitment List. 8. Have them share s... s... each week and celebrate their WINS. Have them feel good about their actions. 9. If they have not take action on some points remind them about the 100% R... versus L... B... flip chart from the conference and don t let them off the hook. 10. Ask them what they are prepared to c... to do over the week ahead to catch up and do what they promised themslves they would do. 11. Have each person share their Action Commitments for the week ahead and repeat this process week after week. Wayne Berry, TOP GUN Business Academy Page 10 P.O. Box 2147, Moorabbin. Vic Australia.. Tel: or 1300WAYNEBERRY

11 The TOP GUN Sales Coaching System For assistance with this meeting procedure call me on Arrange a free Sales Manager s Test Drive of the TOP GUN Sales Coaching System at Have a TOP GUN Sales Coach support your efforts Train and coach your people anywhere in the world Time efficient no time away No travel and accommodation costs Consistent training across your team regardless of their location New people up to speed quickly Very cost efficient Wayne Berry, TOP GUN Business Academy International Page 11