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We've streamlined the sales consultancy and coaching programmes in order to offer the following value-added activities:
1. Strategic Account Management
2. Selling Skills for Non-Sales Professionals
3. Creative Value Proposition Strategies for B2B2C organisations
4. Core Supplier Lists - Strategies & Tactics
Some insights from our STRATEGIC ACCOUNT MANAGEMENT Programme
We have all seen or read of some of the following derailments…
- The fantastic Regional Manager becomes the under-performing Sales Director…
- The ‘natural born leader’ becomes the insecure, bullying, abrasive destructive force…
- The outstanding sales leader self-destructs in the alien environment of a different business unit…
Why do these derailments happen? How can we prevent them?
Leadership at all levels is a demanding challenge, for sure great functional experts – be they inventive R&D scientists, immensely capable HR organisation specialists, highly efficient commercial controllers or breakthrough IT programmers – can under-perform when given new challenges and can become derailed by demanding pressures and insufficient resources.
What is interesting is that for successful Sales champions and Senior Management business leaders alike, their ‘functional expertise’ is all about PEOPLE. Yes they require technical skills, marketing insights and solid business acumen, but at the end of the day they are communication experts who ask questions, listen to answers and then interpret them to determine the best way forward. Sales professionals are motivators, psychologists, detectives, psychics and fortune-tellers rolled into one – quite simply THEY understand how other people work… but do WE understand THEM?
Sales professionals are held accountable by themselves, their clients, ‘the numbers’, their senior management and their colleagues at all levels up and down the hierarchy of the organisation. It is this accountability that gives the best-in-class sales professionals the rewards they are looking for – not just the financial but more importantly the sense of achievement, the recognition, the self-esteem and the congratulations of another successful year.
The “best” sales professionals manage to disguise their insecurities – they appear confident, relaxed, driven and determined – to their colleagues they seem composed, capable of achieving anything and cope remarkably well with the customer demands…
…but what are they really thinking?
How do we really get to understand SALES people? How do we continuously provide new energy to a war-weary sales force? How do we create a non-threatening environment in which knowledge is shared, common and individual concerns aired and best-in-class solutions co-developed? How do we make our best sales professionals successful SALES LEADERS? How do we create a training programme that meets their needs and the needs of the wider organisation?
On paper, the answer is simple – hire a sales leader! In practice, of course you need the combined skills of the motivator, psychologist, detective, psychic and fortune-teller…
At Shinergise, our partners work with you to deliver breakthrough sales strategies by helping good salesmen and women become outstanding strategic account managers.
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