Attitude is a little thing that makes a big difference, especially within a sales environment. Having spent 10 years + running sales teams we have experienced the many challenges that most sales managers face if a sales team or individuals within a team do not have the right attitude…
Low call times
Not enough customer visits
Sales reps are reluctant and sometimes even frightened of making cold calls
Poor account management
Poor planning leading to missed up sell revenue
So how do create a high performance culture & how do you train a sales team to have the right attitude?
At Sales & Sensibility we are experts at training attitude! In 2 days we will teach your sales team the 7 steps that they can take in order to maximise their Potential and have the attitude to succeed and move forward!
In this highly interactive and inspiring workshop delegates will learn:
Step 1 – Understanding Change
In order to improve performance there will be an element of change involved therefore we start our program by helping your team to understand the cycle of change they will go through, where they currently are on the cycle of change and what steps they need to take to move from where they are today to where they need to be.
Step 2 – Building and sustaining motivation
Motivation is the key to making a successful change and improving your performance. Within a sales team each individuals will have different motivational drivers which means that to truly motivate a sales team both the individuals and sales managers need to be aware of their own motivational drivers. In this step we identify what really makes each individual tick and how can they use this knowledge to their advantage in the future to improve performance.
Step 3 – Understanding & creating individual & Team values
Understanding individual values and creating team values is the core foundation to successful sales team In step 3 we help individuals discover their own values and as a group we create a set of team values that all members of the team agree to. We will also create the ‘Vital few’ a set of 3 team rules that all team members abide to and are committed to.
Step 4 – Identifying current Strengths
It is all too easy to use a team meeting to talk about what the team are doing wrong and what they need to do to improve. It is also much easier for a sales rep to talk about what they haven’t got or their weaknesses as opposed to talking about what they are good at. In this step we recognise the individuals and team strengths and positive attributes, we identify skills that could be transferred from other areas of their lives, and how to apply all of their strengths in the real world to improve performance.
Step 5 – Creating the behavioural Change needed
To create the behavioural change we:
Help individuals recognise all of their inner beliefs about themselves.
We remove any limiting beliefs or negative beliefs
We teach them how to turn limiting beliefs into empowering beliefs.
We identify and remove any barriers your team may have to their success.
We take them out of the comfort zone and into the Stretch zone.
Step 6 – Setting powerful goals and creating a compelling future
By now we have reviewed the cycle of change, we have identified how to maintain motivation, how to align individual values to team and company values, we have recognised our current strengths and we have created the behavioural change needed to create a high performance sales culture. Now we are ready to start setting some powerful goals and more importantly we are going to help you to achieve them.
In this step we help each individual to differentiate a ‘wish list’ from powerful goals. We teach them how to set to set their own powerful goals, how to break goals into small and achievable chunks, how to align individual goals to the team and company goals and how to take positive action everyday to successfully achieve their goals within a given time frame.
Step 7 – We build confidence & Maximise their potential.
At sales & sensibility we ensure that when participants leave our workshop they have the confidence to take positive action everyday in order to achieve their goals.
Sales reps can often appear as very confident people however in many cases their confidence levels and self esteem can actually be very low. In order to ensure that your sales team ‘walk the walk’ and actually apply their newly founds skills back in the real world we will help them to identify their current confidence levels and teach them how to maintain & anchor a positive , motivated & confident state of mind.
Participants will leave this workshop with a formal action plan and will be able to monitor and measure their performance along the way.
So how do you train attitude?
You follow the above seven steps & you create the behavioural change needed to create the attitude to succeed and the attitude to take positive action everyday!
Read testimonials of delegates that have already attended this workshop:
“I would recommend this course to any sales person wishing to move themselves to the next level” E. W Auto Trader
‘This workshop is ideal for any sales person wishing to move themselves to the next level’ E.W
