international transformsales - transform performance · programme (cabd) - sales transformation...

This short document seeks to provide a few thoughts on our approach to Sales Transformation. All solutions vary and are dependent on where you are on the journey so please consider these elements as building blocks.

© Transform Performance 2018

SalesTransform

transformPERFORMANCEi n t e r n a t i o n a l

USPsProven combination of:

• Unique tools, model and methods• Pragmatic leading - edge blended solutions• Dynamic award winning Programmes• Global record of delivering value £ $ €• Sophisticated measurements of ROI

What our participants say...• I’ve paid for my salary twice over because of what we’ve been able to put in

place• Successfully attracted 2 high quality businesses that we have been pursuing

for 10 years• The best course I have been on in 20 years in the bank and not finished yet!• Without exaggeration this is a life changing potential• It was amazing the confidence it gave me• Deal is for £1.3M Commercial Finance line coupled with £500K Asset Finance

- I won the deal and did not talk product at all • I am now very positive• Probably the best 3.5 hours I have ever spent with a customer • I now ask the questions I would not have dared to ask before

ContactIan Millsian.mills@transformperformancemob: +44(0)7979 521531

www.transformperformance.com

SalesTransformSales Transformation Overview


Our experience and credibilityWe have worked on sales transformation projects in over 50 countries. In the technology, industrial

and financial sectors we have worked with , and to mention a few. The

examples below include the largest companies in the world in the following sectors; shipping, chemical, IT and professional services.

DOW Chemical - The largest chemical company in the world - Designed, built and facilitated an EMEA wide solution for Sales and Regional Management executives. The content was delivered through a ‘kick-off’ conference, workshops, videos, coaching and remote ‘Momentum Builder’ conference calls

Maersk - The largest shipping company in the world - Designed, built and facilitated a global sales transformation solution. This included the design and build of a: sales playbook, capability framework, online capability survey, series of tailored workshops that focused on ‘customer-centric value based selling’

Transform Performance International has worked with the Partners to create tools and methods that when deployed will position the Firm as Disctinctive when compared to their competitors

Consultative Advanced Business Development Programme (CABD) - Sales transformation programme was delivered to customer facing and inside sales representatives. The programme was designed as face to face experience for some geographies and as a virtual classroom experience for others. The objectives of the programme are to align mindsets, behaviours and skills to HP’s seven step sales process, where the focus is on deeper, wider customer relationships as opposed to a technical and transactional customer experience. ROI based on client research demonstrated in excess of $500 million incremental business


9 month journey – blended solution

9 month journey – blended solution

2 day workshop

2 days (1 day of real calls)

1 day workshop

Modular – ranges from 1 to 5 days

0.5 day workshop

0.5 day workshop

Building on product and solution selling capabilities, this programme moves relationships to a new level where customers see the ‘seller’ as professional, credible, knowledgeable, empathetic, challenging, thought-leading, creative, brave and inspirational

Building on the Trusted Adviser programme, this solution seeks to move the capabilities to a higher level and includes: the Power of Belief, Brand YOU, Technologically ‘in touch’, The Complete Communicator, Power Networks, Personal Vitality, Customer Alignment and Relevance, Customer Engagement Mastery

Provides sales managers with the tools and capabilities to coach and performance manage across a wide range of situations

The habits of successful prospectors – their beliefs, how they keep dialogue alive, their 7 approaches to influence, structuring communication, objection handing and closing

Use a wide range of technology including social networking, Google and Microsoft Office to: improve efficiency, gain and distribute insight, research and prepare to engage, build distinctive proposals

Develop communication mastery across the range of media – conference calls, virtual classrooms, mobile, sms and so on

Assess the ‘health’ of your network; broaden and build your reach and provide new engagement opportunities

Build personal resilience manage the resilience of others manage your brain and align to your purpose in challenging business environments

Inside SalesTrusted Partner

Fast Prospecting Results

Personal

SALES

Source, structure, translate and communicate insight in a way that is relevant to your customer and aligned to the customers strategy

Build coping strategies to create time for quality engagement, master customer-centric questioning to uncover customer goals, strategies, initiatives, values and drivers model the ‘best’ facilitate engaging meetings

Drive increased sales performance through improved efficiency of delivery, enhanced customer trust levels and a more proactive sales team

Model the worlds ‘best’ align pitches to what motivates your audience build confidence for all pitching situations

Provide new hires with an understanding of your sales processes, procedures, tools and methods. Build their capabilities and behaviours to perform at a high level quickly, in a way that is congruent with your values and standards

A virtual self paced development solution that moves sales professionals from a product selling model to a solution selling approach

Connecting with senior decision making executives. Understand their perspective and their view of the world as well as the blend of RACTTM – Role, Agenda, Culture, Temperament

How to build high performance sales teams often in virtual environments focusing on the 5 essential elements commitment to common goals, unity of purpose, motivation, strong healthy business relationships and outstanding communication

To support those moving from other business areas into their first sales role. Often these are subject matter experts that need to acquire relationship management and sales expertise

1 day workshop

0.5 day workshop

2 day workshop

2 day workshop

Multi - week programme

Remote blended solution

2 day workshop

2 day workshop

Multi - week programm eaS S

For more details please visit http://www.transformsales.com/how-we-do-it/curriculum

SalesTransformProgrammes



Style of facilitation and coaching• Our sessions are: motivational, experiential, fun, non-threatening and

results orientated. The opportunity to laugh and enjoy will increase the likelihood of adoption and behaviour change.

• There will be some elegant provocation and participants will need to move out of their comfort zones.

• Our experience is that the most successful sessions are where the participants engage in real plays. This will mean that they can receive in-the-moment relevant coaching and feedback.

Blended DeliveryTransform Performance solutions are delivered in the most efficient and effective way. If we can achieve your desired outcome by SMS that is what we do. In practice, our experience is that behaviour change takes place over time and it is best achieved through a blended delivery approach. Some of the methods we use include:

SalesTransformProgrammes

Workshops

Events

Momentum Builders

Coaching

Web Conferencing

Podcasts

Toolkits

Collaboration Portals

360° Feedback

SMS



international transformsales - transform performance · programme (cabd) - sales transformation...

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