| OVERVIEW | ASSESS YOUR SALES FORCE | DEVELOP YOUR PEOPLE | GROW YOUR TEAM |
| “Success is just as much about ‘unlearning’ as it is about ‘learning’: about losing the habits that have been holding you back and replacing them with strategies, attitudes and actions that will take you to new levels of achievement.”
John McGrath, CEO, McGrath eMOTIV™ SELLING PROGRAM Our proven programme directly addresses the findings of your sales evaluations and promotes a culture of consistent success by improving and consolidating sales talents (innate) and skills (learnt). With a greater understanding of what’s needed to be successful, your sales people will be better equipped to evaluate and be accountable for their own performance. Our clients often tell us this approach is better suited to their customer service based values, generates far less ‘sales’ resistance from their people and continually yields outstanding and sustainable sales growth. The eMotiv Selling™ programme has translated into over 400% sales growth for clients including ANZ and St George Bank. ONE-ON-ONE COACHING To determine how to develop a Sales Manager, we start by evaluating both the manager and the sales people who report to that manager. TOP 5 ESSENTIALS requires Sales Managers to excel in a pentathlon of behaviours to ensure their sales people succeed ahead of the competition. The philosophy behind the success of the TOP 5 ESSENTIALS is the understanding that change is a process rather than an event, and that awareness is the first step to creating that change. Once completed, Sales Managers will be able to confidently coach and motivate their sales people, use a structured methodology to hold sales people accountable for their results, develop and grow their sales people, and be capable and confident of identifying, assessing and hiring the right sales people for the company. This programme is delivered in modules through one-on-one coaching, together with workbooks, manuals, CDs and access to online material. |
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