Sales Training and Business Growth

"Just imagine if all of your sales people improved their performance by just 5%, what difference would that make to your business?"

Our philosophy on which all of our business development work is focused has two main aspects:

• Do what you’ve always done and you’ll get what you’ve always got….. Do things differently and get different outcomes
• It’s the small changes that make the BIG DIFFERENCE!

Leap can improve the performance of your sales force by concentrating on helping people make small changes to the way they behave or the processes they use. We don’t ask people to change the way they are, we firmly believe that it is the small changes that make the big difference.

We achieve this by using a number of structured repeatable processes and techniques that once integrated into your organisation will become second nature and easy for you to use on a day to day basis.

Normally we start by having a look at how the sales team is performing today, both against your own metrics and that of your industry or other sales teams. To achieve this we use a tool called the

Sales Health Assessment and Review Process

Out of this analysis will come some pointers as to what the sales team will need to achieve the growth, what skills and processes that they will need training or coaching on to enable them to make that small difference to their performance that will make the big difference to your company. We can then offer tailored programs in the following areas:

Sales Opportunity Assessment & Review

We can provide a workshop where sales people will take a good hard look at the opportunities they are working on or hoping to work on and ask some searching questions,

• Are we focused on winning the right opportunities
• Is the opportunity real?
• Can we compete?
• Can we win it?
• Is it worth winning?’

Sales Skills

We are able to offer workshops or one to one coaching to help individuals improve their skills in the following areas:

• Questioning Techniques
• Time management
• Negotiation Skills
• Planning & preparation
• Making a ‘positive’ lasting impression
• Relationship building
• Presentation skills
• Closing techniques
• Tailored workshops – including NLP techniques – to help your team sell more effectively.

Territory Assessment Planning ~ TAP™
Territory Managers with a portfolio of accounts probably face the most difficult challenges of any sales specialists in today’s highly competitive and fast changing marketplace. Sales professionals, managing a portfolio of accounts in a defined geographical area or a specific market sector, need the knowledge to create and implement a business plan that provides their company with a consistent ROI and delivers compelling business value to their important customers. The 21st century marketplace needs more than just traditional customer-facing sales skills. Today’s Territory Managers and their teams also need a methodology to make effective decisions about where and how to invest their time, effort and experience to create relationships that drive optimal sales performance. TAP™ is a powerful process that addresses these key sales issues, enabling Territory Managers to:

• Assess and prioritise their portfolio of accounts by future growth potential as well as current revenue.
• Select account strategies that focus resources on their most valued accounts.
• Exploit growth situations and expand their sales pipeline by proactively creating sales opportunities.
• Build business solutions that deliver compelling business value to their customers.
• Develop business-intimate relationships with key decision makers and influencers.
• Establish a common language enabling more effective communication with both core and virtual team members.

TAP™ can deliver solid, lasting, commercial benefits and revenue to companies.

Mentoring & coaching

We are able to provide one on one coaching for those individuals who would benefit from this type of help. Experienced individuals sometimes let experience get in the way of progress and we can ensure that 20 years experience is not the same as 20 x 1 year repeated!

Reorganisation, Remuneration, Refocus

We also offer a Business Consultancy Service where we look at how the business operates and performs today and suggest ways to make small changes that will make big differences to the overall business operations. Sometimes when you’re involved in the business on a day to day basis the obvious does not seem so obvious. Without emotional involvement, we can take an objective look at how things are running and highlight some possible easy to implement changes that will make the difference between where you are and where you want to be.

Contact us now to find out how LEAP could help your business grow!

Business Growth, Sales Training, Business Consultancy