See also the sales research summary and detailed research report that underpins much of the development and refinement of this concept. Many organisations fail to achieve their full sales potential despite substantial investment in sales training, development and management. Great athletes are produced by first identifying and then training a promising talent. But this alone does not guarantee peak performance. Great athletes attain peak performance from ongoing expert coaching.
Coaching is different to sending people on courses. It's more intimate and connected to the people being coached, and it connects much more closely to the actual work and challenges people face in their roles. Coaching is generally delivered by the manager or team leader of a team.
This is not always or necessarily so, but usually this is the case. This means that coaching can also help improve relationships within, and motivation, of teams - because the leader is managing the process, rather than an external trainer, who naturally does not generally have these types of connections with people. Team leaders and managers have lots of opportunities to coach their people, which should be fully exploited. Often leaders do not coach their people because they are not equipped or confident to do so.
For any organisation seeking to attain peak performance, a central challenge is therefore to equip and prepare managers to carry out this vital coaching role. Obviously the time that managers and team leaders already spend in meetings with their people is prime potential coaching time.
This extends to training sessions, one-to-one meetings, performance reviews, and accompanied visits, etc. These sales improvement levers have been identified and proven as having a significant influence on sales performance see the research summary and detailed report here. As well as describing the product itself, this material contains many examples of good practice in training and the use of games and activities to teach and develop people.
The technical content comprises over 70 hours worth of classical and advanced theory, techniques, rules and selling skills - a large volume of learning and development material sales teams and their team leaders. Each of these games contains a set of 'suggestions cards', which contains answers, theory, content, trainer guidance and references.
There is also a guide and demonstration video tutorial for the trainer, sales manager, team leader or facilitator. The guide and video demonstration tutorial for sales managers and team leaders. This explains the materials in the pack and how to start thinking about the most effective ways to use them with the sales team.
These materials are packed with hints and tips that are designed to enhance the learning and development of sales teams. The activity is a simple and entertaining board game that encourages team members to think in a systematic way about their sales activities.
The game also concentrates a sales team's focus on doing the things that get good results. The emphasis is on developing structure and process to enhance productivity. Most sales teams are extremely busy and are often reluctant to take time 'off the road' for training.
Sales managers are always under pressure to use a systematic approach when planning sales activities, especially time 'off the road'. It is vital for modern successful sales organisations that sales managers and team leaders ensure that all time spent on team training and meetings is used well, which means improving skills, knowledge and processes of all team members. The resources can be used on a regular basis, for example, for a short period during each team meeting to continuously build and reinforce sales 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 sales people's everyday working lives to enhance their sales results.
The sales manager or team leader is never at a loss for new ideas or a response to a new challenge. The sales manager or team leader is able to choose to use only those materials that target the areas in need of development, to ensure that your team members' learning is really focused and time-efficient. The format of each of the game's questions and suggestions cards makes the learning highly appealing and easy to digest.
By breaking the learning, techniques and theories, etc. Between two and nine people nine people are split into three teams of three require the team leader facilitator to have little or no facilitation experience. Upwards of nine people will require a little more facilitation for instance electing team leaders , and it is perfectly possible for the game to be played by groups of fifteen or even thirty if a team 'panel' format is applied.
The game activities can last for anything between 20 minutes and an hour, with as much or little facilitation and team leader input as is warranted. The materials are designed to provide valuable support for individual team members, which opens the possibilities for, and encourages, mentors and knowledge transfer within teams. The material is flexible to allow resources to be picked and mixed creatively to suit the market challenges, corporate priorities and 'flavours of the month', the needs of the team and individuals with it.
The sales manager or team leader generally finds that the format and materials enable ready focus on any particular aspects of sales performance requiring attention and improvement. The resources incorporate a range of unique learning enhancers such as, positive language throughout, to help people learn faster and easier than normal. The degree of interaction, discussion and healthy competition involved in playing the games is a perfect way to learn for virtually all sorts of sales people.
The materials are designed to make the whole learning experience energetic and enjoyable, and to inspire people to actively apply their learning straight away. The content is based on leading-edge research into 'the difference that makes the difference' when it comes to top performing salespeople, so it is proven, validated, and directly relevant. The broad processes examples here provide effective structures for using the resources:. Outstanding sales performance is not just about being able to sell, it's also about making the best possible use of selling time, and focusing energy on activities that deliver results.
It provides a framework - based on the sales cycle or sales funnel - that enables sales people to maximise time and improve productivity. By learning and understanding how to optimise each stage of the sales funnel, sales people optimise their whole sales activity and performance. Playing the game - essentially rolling a dice and answering relevant questions - helps the sales manager or team leader to diagnose each team members' specific development needs.
The urge to play games and take part in competitive quizzes is present in all of us, and especially sales people. As a part of the game, or as a separate activity, the Trynamic sales process suggestions cards can then be used to develop, reinforce and check the learning.
In sales, attitude is everything! This stage is about making sure that team members set themselves clear and compelling goals, feel calm, confident and in a positive frame of mind, and look forward to the selling experience. Research shows that people buy from people they like, so team members' ability to build powerful rapport with customers, quickly and easily, provides them with the foundation for success in sales. This stage is about developing strong relationships based on mutual trust and respect.
This stage is about using questions in a systematic and persuasive way to find out what's important to the customer and gaining a full appreciation of their specific requirements.
Once team members have understood their customers' requirements, they are in a great position to meet them and win the business. There may be occasions where team members have to negotiate with a customer prior to making a sale. This stage is about the strategies they can use in their negotiations to help establish common ground, develop the relationship with the customer even further and achieve a win-win outcome.
The manner in which team members respond to customer concerns will have a major impact on their sales results. This stage is about preempting objections as far as possible and handling them positively if and when they do arise. We give leaders what they need to succeed with their teams to create high performing work practices.
There is great value in our coaching content which has breadth and depth. Our clients find it engaging, relevant and praise it very highly, there is nothing else like it on the market. Skip to content. Facts about Sales Activator. Jan 18 Some facts about Sales Activator that will help you understand us without too much detail Our holistic game based solution is unique, future facing and innovative.
Sales Activator solutions are bite-sized, real-time and can be immediately put to use. This is about more than discovery and recommendations. Next, we create an integrated sales activation strategy and timeline that gives your sales people the information, tools and training they need to have engaging, relevant, conversion-focused interactions with your prospects and customers.
Using predictive marketing and sales technology, we score incoming leads in real time so your sales team can focus on the highest priority opportunities. Likewise, we can score leads already in your CRM or database so your sales team can focus on what is most important — moving sales forward with the most qualified prospects.
Select one or all of the following:. Sales Activation bigidea-wordpress T Sales Activation. Igniting sales. Fueling revenue growth. Overcoming buyer resistance. Integrated Marketing, Sales, and Technology.
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