Sales coaching
As external partners, we are able to offer a great deal of experience and objectivity, as well as a safe space
in which to address challenges. This does not negate the fact that we are results driven. Our success is measured by our client’s success. Our focus is to identify and unleash our client’s potential while at the
same time providing tested models and guidance.
How is this done?
Our sales coaching is highly customised, based entirely on the needs of the client. The coaching comprises skills transfer and mentoring. We also meet regularly with the stake-holders to review progress and performance.
Skills transfer: Each client has different challenges when it comes to knowing “how to sell”. The bi-monthly sessions allow us to identify and work on these areas. Common topics that we may cover are:
- At management level, partner to define the sales strategy of the organisation
- Investigating a corporate account - Research
- Networking
- Qualifying leads
- Developing selling skills (questioning, listening, understanding customer needs, proposing
appropriate solutions and handling objections) - How to craft a solution as opposed to selling a service
- The art of becoming the trusted advisor
- Closing the deal
- Facing self-doubt during low periods
- Key Account Management: Strategy for each account; understanding of political and
structural hierarchy; how to maintain healthy and professional relationships - Intensive role-play using relevant case studies to review the above
Additional offerings:
- Interviewing your existing client base to collate input on their experience of the sales process in
order to explore what worked and what could have been done differently - 360 degree feedback on the sales consultant from colleagues and internal key stakeholder
- A personality profiling tool indicating sales strengths and areas for development
- Sales team coaching
Our credentials
True North’s sales coaching team has a wealth of personal experience in sales. They have excelled in sales environments in their own right and have headed corporate and retail sales teams. They have won sales awards and received high praise during their own selling careers.