sales institute 21 04 10 frank rock effective leadership frank rock
TRANSCRIPT
![Page 1: Sales institute 21 04 10 frank rock effective leadership frank rock](https://reader035.vdocuments.us/reader035/viewer/2022062905/5480d0b6b4af9f03288b46d2/html5/thumbnails/1.jpg)
Transforming Your Selling Experience
Frank Rock , M ED,FSIIDirector
Partnering with
![Page 2: Sales institute 21 04 10 frank rock effective leadership frank rock](https://reader035.vdocuments.us/reader035/viewer/2022062905/5480d0b6b4af9f03288b46d2/html5/thumbnails/2.jpg)
Most Intelligent
On the way to the top
ruthless but notvery bright
Highly creative
but slightly mad
The majority obsessedwith drink
sex
![Page 3: Sales institute 21 04 10 frank rock effective leadership frank rock](https://reader035.vdocuments.us/reader035/viewer/2022062905/5480d0b6b4af9f03288b46d2/html5/thumbnails/3.jpg)
Examples of Harvest’s Client Work
![Page 4: Sales institute 21 04 10 frank rock effective leadership frank rock](https://reader035.vdocuments.us/reader035/viewer/2022062905/5480d0b6b4af9f03288b46d2/html5/thumbnails/4.jpg)
4
So who are Harvest?Harvest the “People Development Specialists”: We partner with
organisations to develop the skills, behaviours and mindsets required to achieve your business objectives.
Creating high Performance Cultures
Management & Leadership Development
Vision & Strategy Development
Talent Development
![Page 5: Sales institute 21 04 10 frank rock effective leadership frank rock](https://reader035.vdocuments.us/reader035/viewer/2022062905/5480d0b6b4af9f03288b46d2/html5/thumbnails/5.jpg)
Background music
• Bankruptcies• Tighter credit and budgets• Fewer prospects• Cautious buyers• Increased unemployment
Can we survive ? Need More sales!!!
5
![Page 6: Sales institute 21 04 10 frank rock effective leadership frank rock](https://reader035.vdocuments.us/reader035/viewer/2022062905/5480d0b6b4af9f03288b46d2/html5/thumbnails/6.jpg)
What can you do to transform your
selling experience
into a
competitive advantage ?
6
![Page 7: Sales institute 21 04 10 frank rock effective leadership frank rock](https://reader035.vdocuments.us/reader035/viewer/2022062905/5480d0b6b4af9f03288b46d2/html5/thumbnails/7.jpg)
7
Success in establishing acompetitive advantage
is the direct result of yoursales team’s ability
to create valuefor your customers
![Page 8: Sales institute 21 04 10 frank rock effective leadership frank rock](https://reader035.vdocuments.us/reader035/viewer/2022062905/5480d0b6b4af9f03288b46d2/html5/thumbnails/8.jpg)
8
How can you insure that your sales
team consistently outperforms
your competition?
![Page 9: Sales institute 21 04 10 frank rock effective leadership frank rock](https://reader035.vdocuments.us/reader035/viewer/2022062905/5480d0b6b4af9f03288b46d2/html5/thumbnails/9.jpg)
EnergyEdge
Ideas
Values
Ideas
High Performance…..
![Page 10: Sales institute 21 04 10 frank rock effective leadership frank rock](https://reader035.vdocuments.us/reader035/viewer/2022062905/5480d0b6b4af9f03288b46d2/html5/thumbnails/10.jpg)
Competitive advantage
• Understand your value• How you assess and manage performance drivers - Right people on the bus - Value based selling model - Management support through coaching - Reward the right behaviours
10
![Page 11: Sales institute 21 04 10 frank rock effective leadership frank rock](https://reader035.vdocuments.us/reader035/viewer/2022062905/5480d0b6b4af9f03288b46d2/html5/thumbnails/11.jpg)
Competitive advantage
The Right People(Talents & Traits)
The Right Process
(Skills and Tools)
The Right Support
( Leadership and Coaching)
The Right Commitment
( Attitude , Beliefs & Values)
VALUE
![Page 12: Sales institute 21 04 10 frank rock effective leadership frank rock](https://reader035.vdocuments.us/reader035/viewer/2022062905/5480d0b6b4af9f03288b46d2/html5/thumbnails/12.jpg)
12
Ask yourself is your sales team
focused
on selling products
Or
solving problems?
![Page 13: Sales institute 21 04 10 frank rock effective leadership frank rock](https://reader035.vdocuments.us/reader035/viewer/2022062905/5480d0b6b4af9f03288b46d2/html5/thumbnails/13.jpg)
Value Segmentation
High Business impact
but substitutableADVISER
High Business impact and differentiated PARTNER
Substitutable and low business impact SUPPLIER
Differentiated but Low business impact VALUE ADD
Bus
ines
s Im
pact
Product / Service Differentiation
HIGH
LOWHIGH
![Page 14: Sales institute 21 04 10 frank rock effective leadership frank rock](https://reader035.vdocuments.us/reader035/viewer/2022062905/5480d0b6b4af9f03288b46d2/html5/thumbnails/14.jpg)
Competitive advantage
The Right People
(Talents & Traits)
The Right Process
(Skills and Tools)
The Right Support
( Leadership and Coaching)
The Right Commitment
( Attitude , Beliefs & Values)
VALUE
![Page 15: Sales institute 21 04 10 frank rock effective leadership frank rock](https://reader035.vdocuments.us/reader035/viewer/2022062905/5480d0b6b4af9f03288b46d2/html5/thumbnails/15.jpg)
The Right People
• Goal clarity• Achievement drive• Emotional IQ• People skills• Coach-ability
View of sellingView of abilitiesPerceived competenceBuild relationshipsOpen to change
15
Need a success profile that helps you recruit people that will create value for customers
![Page 16: Sales institute 21 04 10 frank rock effective leadership frank rock](https://reader035.vdocuments.us/reader035/viewer/2022062905/5480d0b6b4af9f03288b46d2/html5/thumbnails/16.jpg)
Competitive advantage
The Right People(Talents & Traits)
The Right Process
(Skills and Tools)
The Right Support
( Leadership and Coaching)
The Right Commitment
( Attitude , Beliefs & Values)
VALUE
![Page 17: Sales institute 21 04 10 frank rock effective leadership frank rock](https://reader035.vdocuments.us/reader035/viewer/2022062905/5480d0b6b4af9f03288b46d2/html5/thumbnails/17.jpg)
The Right Process
Sales process that :• Creates trust / rapport• Uncovers needs / wants• Builds credibility• Explores for value and measures expectations• Differentiate value of solutions• Overcomes value gap• Gets the decision
17
![Page 18: Sales institute 21 04 10 frank rock effective leadership frank rock](https://reader035.vdocuments.us/reader035/viewer/2022062905/5480d0b6b4af9f03288b46d2/html5/thumbnails/18.jpg)
Competitive advantage
The Right People(Talents & Traits)
The Right Process
(Skills and Tools)
The Right Support
( Leadership and Coaching)
The Right Commitment
( Attitude , Beliefs & Values)
VALUE
![Page 19: Sales institute 21 04 10 frank rock effective leadership frank rock](https://reader035.vdocuments.us/reader035/viewer/2022062905/5480d0b6b4af9f03288b46d2/html5/thumbnails/19.jpg)
19
Managers capable of developingcompetence and confidence
in creating valuefor customers
the key is COACHING
![Page 20: Sales institute 21 04 10 frank rock effective leadership frank rock](https://reader035.vdocuments.us/reader035/viewer/2022062905/5480d0b6b4af9f03288b46d2/html5/thumbnails/20.jpg)
What stops coaching?
• Managing v coaching ( mixed messages)• Competing agendas (time & focus)• Overcoming relationship issues ( low trust)• Focusing on under performers ( issues management)• Perception of manager / coach ( value proposition)
20
![Page 21: Sales institute 21 04 10 frank rock effective leadership frank rock](https://reader035.vdocuments.us/reader035/viewer/2022062905/5480d0b6b4af9f03288b46d2/html5/thumbnails/21.jpg)
Competitive advantage
The Right People(Talents & Traits)
The Right Process
(Skills and Tools)
The Right Support
( Leadership and Coaching)
The Right Commitment
( Attitude Beliefs & Values)
VALUE
![Page 22: Sales institute 21 04 10 frank rock effective leadership frank rock](https://reader035.vdocuments.us/reader035/viewer/2022062905/5480d0b6b4af9f03288b46d2/html5/thumbnails/22.jpg)
The Right Commitment
• Leadership• Alignment• Performance• Engagement• Development opportunities
22
![Page 23: Sales institute 21 04 10 frank rock effective leadership frank rock](https://reader035.vdocuments.us/reader035/viewer/2022062905/5480d0b6b4af9f03288b46d2/html5/thumbnails/23.jpg)
![Page 24: Sales institute 21 04 10 frank rock effective leadership frank rock](https://reader035.vdocuments.us/reader035/viewer/2022062905/5480d0b6b4af9f03288b46d2/html5/thumbnails/24.jpg)
24