Comments from participants on previous workshops
"Fabulous analysis of the sales manager's day-to-day challenges."
Tracy Hart, Sales Director, IIR Australia
"Very practical....very interactive."
Chris Manion, Sydney Branch Manager, Otis Elevators
"A lot of good content."
Bruce Hitchcock, National Field Sales Manager, Kellogg's
"Your practical experience brings the theory to real life."
Ken Lu, State Sales Manager - NSW, Electrolux
"A lot of good stuff in a concise fashion."
Sarah Mellish, National Sales Director, SHL
"Very informative. Great new ideas."
Jason Edwards, NSW Sales Manager, Star Track Express
"Very useful. Great ideas on the management process and in general."
National Sales Manager,
Optimising your Sales Team
These two half-day workshops are hands-on, practical and highly effective sessions designed specifically for senior executives, sales managers and sales trainers responsible for developing and leading high-performing sales teams.
Workshop 1 – Optimising Recruitment & Onboarding
- How to select high performing sales people that will be successful in your specific business
- How to minimise the time for new-hires to reach maximium sales productivity
- How to reduce attrition and maximise satisfaction amongst your new-hire sales people over their critical first 3-6 months
The cost of recruiting, training and supporting new sales staff is considerable. Add the costs in lost sales if a new sales person doesn’t work out, and the total bill could be well over $100,000. Clearly, it pays to get the selection process right. But how do you know a sales hire is going to succeed in your business? There are no formal qualifications in selling, and prior success in a previous role is far from a guarantee of success in your team.
Workshop 1 reviews the nine steps required to effectively select sales professionals. Then having recruited our team, we look at how to build an effective onboarding program. A strong program will minimise the time a new recruit takes to start delivering results, maximise their motivation and reduce the likelihood they’ll leave in the first critical months of joining your team.
We’ll also review the content and ideas about onboarding provided in our “Directional Sales Coach” portal.
Workshop 2 – Optimising Sales Effectiveness - Sales Process, Sales Coaching and Motivation
- How to increase sales and improve forecasting accuracy through optimising sales processes
- How to coach sales professionals in the three key areas that impact performance – sales skills, sales strategy and sales process
- How to maximise motivation through financial and non-financial techniques
An effective sales process is like a roadmap for sales staff. Research indicates that sales teams using a well-developed and well coached sales process perform 22% better than average teams. A good sales process will align to the way your clients want to buy, and will clearly define the way in which other parts of your business contribute to the sale. It will help average salespeople succeed – not just the superstars.
In this workshop we’ll look at the key attributes of an effective sales process and how to develop / improve the process your team currently uses.
We’ll then discuss coaching on three key drivers of sales performance –
Sales Skills Coaching - to improve face-to-face skills and behaviours
Sales Strategy Coaching - to improve call planning, account strategy and sales effectiveness
Sales Process Coaching - to improve productivity and efficiency
We then explore the key drivers of motivation among sales professionals, including pay plans, financial and non-financial incentives, leadership methods, management tools and hygiene factors.
Finally, we’ll review the content and ideas on sales process provided in the “Directional Sales Coach” portal.
Participants who attend both workshops will receive free email / phone coaching for 30 days after the workshop, on implementing the workshop learning in your business.
These are not theoretical presentations or lectures. They are practical, hands-on reviews of the critical ingredients needed to build and manage a successful sales team.
By weaving exercises with our well-structured and powerful techniques, and our “Directional Sales Coach” portal, you will leave the workshop with a proven framework for improving sales team effectiveness.
The workshop will be led by Paul Howdle, Managing Consultant of Directional. Paul has led similar workshops for clients ranging from start-ups to multi-nationals such as Fuji Xerox and Kelloggs. Paul was one of the three-man team that established and grew Fuji Xerox Global Services from zero to contracting $76m in three years. He then moved into executive management at Logical (now part of IBM) before founding Directional in 2004. For two years he was also a guest lecturer at Australia's top-rated business school - the Australian Graduate School of Management.
To enquire about attending future public workshops, or running the workshop in-house, please contact us:
T +61 (0) 2 9983 0712