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A snapshot of the essential areas of Executive Sales Mastery
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Great coaching is as individual as the person being coached.
No two Sales Executives are the same. Period
Over the last 5 years, I developed a unique approach that encompasses what I learned over the last 30+ years in Sales & Marketing. It's based on the realities of today's Sales Executives. The pressures, the challenges and the many benefits to be acquired through hyper-performance.
Coaching is for those progressive individuals who want to move their own performance needle, to stay current and in fact excel in this ultra-aggressive landscape.
I invite you to check-out the 24 Executive Sales core competencies below. Areas that have stood the test of time as being the critical focus for today's Sales Executives. You can click the link at the bottom of the page to get a more detailed look at them and the types of coaching methods I use.
I am looking forward to connecting with you when you are ready for Sales Leadership Mastery!
A basic and fundamental priority for any company that guides the overall direction the organization and its people will take. It helps create and set out how to compete against competiton with an agreed set of value propositions.
Must-win accounts who have significant spends, command a large marketshare, or have a product, service or differentiated offering that can be disruptive. They require special focus and attention for long-term success.
Competing product or service offerings that could legitimately keep you out of an account or opportunity. It may be an internal (customer) or external (competitor) solution that challenges the strenth of your value propositions.
The evolving needs of the organization to align with essential business goals. Addresses the structural options, required changes, and new hire forecasting requirements over multiple years.
The continuous professional & personal development of yourself and your Staff. Alignment with forecasted organizational evolution to ensure a well-trained, highly motivated and loyal team.
The overall compensation package and conditions that balance motivation, market competitiveness and staff retention, while fitting into the company's overall cost-of-sales targets and revenue variances.
The mechanism for accurately forecasting key sales funnel and revenue metrics required to successfully plan and run the business through the varying market cycles.
The combined set of funding, activities and related processes that constitute the total lead-generation activities of the entire company, extended sales channels and partners.
The combined documented & undocumented processes that determine the operation of the sales organization, and respective linkage to customers, channels, partners and internal departments.
The identification, creation and continous nurturing of Executive-level relationships both internally and externally (customers, channels and partners) aligned to the company strategy and goals.
The set of external (indirect) resources that provide an extension to your direct sales team, and provide additional competitive intelligence, market reach and depth into your chosen markets and customers.
The strategies and actions you employ for the internal staff of the company that allow you to be the 'voice of the customer' as well as a key motivator, both at Executive and non-Executive levels.
The set of actions & decisions taken day-in, day-out that characterize who you are, what you believe to your core, and how you are perceived by others.
An individual's sense, perception and understanding of time, how you view, manage and measure it, and your knowledge of how to maximize it fully.
The ability to realize and become a master of choice, knowing how to focus for performance, and to apply leverage at every opportunity to maximize results.
The culmination of healthy eating, drinking, exercising, relaxing and sleeping that allows for a laser-like focus, zest for life and energy for your personal and professional lives.
The strength of character to never give up, learn & grow, creating continuous positive change both personally and professionally, no matter what situation you find yourself in.
The ability to express your own emotions openly and professionally, and to listen and accept the emotions of your team, forging them together as a single unit.
The deep, built-in reserves that every person has, to be called upon in times of challenge or adversity, allowing them to navigate through to positive outcomes.
The need to create mutually acceptable and long-term customer partnerships by bringing and being the ‘voice of the customer’ internally in your team and in your company.
The ability to think, create, document and communicate strategic vision for your team and your company, and the ability to balance it appropriately with tactical requirements.
The skill and knowledge to remain positive in all situations, to display it clearly, and to understand the clear linkage of this with true leadership both internally and externally.
The understanding that accountability is both necessary and positive, and encompasses individual, team and company accountability, that drives higher levels of performance.
Performance is simply how the game of business and sales is measured. It encourages constant positive change to continue the drive for higher levels of outcomes and results.
... and find out where you stand in your current role, and how well your performing against your Executive Sales peer group!
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