sales institute 21 04 10 frank rock effective leadership frank rock

Transforming Your Selling Experience

Frank Rock , M ED,FSIIDirector

Partnering with

Most Intelligent

On the way to the top

ruthless but notvery bright

Highly creative

but slightly mad

The majority obsessedwith drink

sex

Examples of Harvest’s Client Work

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So who are Harvest?Harvest the “People Development Specialists”: We partner with

organisations to develop the skills, behaviours and mindsets required to achieve your business objectives.

Creating high Performance Cultures

Management & Leadership Development

Vision & Strategy Development

Talent Development

Background music

• Bankruptcies• Tighter credit and budgets• Fewer prospects• Cautious buyers• Increased unemployment

Can we survive ? Need More sales!!!

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What can you do to transform your

selling experience

into a

competitive advantage ?

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Success in establishing acompetitive advantage

is the direct result of yoursales team’s ability

to create valuefor your customers

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How can you insure that your sales

team consistently outperforms

your competition?

EnergyEdge

Ideas

Values

Ideas

High Performance…..

Competitive advantage

• Understand your value• How you assess and manage performance drivers - Right people on the bus - Value based selling model - Management support through coaching - Reward the right behaviours

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Competitive advantage

The Right People(Talents & Traits)

The Right Process

(Skills and Tools)

The Right Support

( Leadership and Coaching)

The Right Commitment

( Attitude , Beliefs & Values)

VALUE

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Ask yourself is your sales team

focused

on selling products

Or

solving problems?

Value Segmentation

High Business impact

but substitutableADVISER

High Business impact and differentiated PARTNER

Substitutable and low business impact SUPPLIER

Differentiated but Low business impact VALUE ADD

Bus

ines

s Im

pact

Product / Service Differentiation

HIGH

LOWHIGH

Competitive advantage

The Right People

(Talents & Traits)

The Right Process

(Skills and Tools)

The Right Support

( Leadership and Coaching)

The Right Commitment

( Attitude , Beliefs & Values)

VALUE

The Right People

• Goal clarity• Achievement drive• Emotional IQ• People skills• Coach-ability

View of sellingView of abilitiesPerceived competenceBuild relationshipsOpen to change

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Need a success profile that helps you recruit people that will create value for customers

Competitive advantage

The Right People(Talents & Traits)

The Right Process

(Skills and Tools)

The Right Support

( Leadership and Coaching)

The Right Commitment

( Attitude , Beliefs & Values)

VALUE

The Right Process

Sales process that :• Creates trust / rapport• Uncovers needs / wants• Builds credibility• Explores for value and measures expectations• Differentiate value of solutions• Overcomes value gap• Gets the decision

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Competitive advantage

The Right People(Talents & Traits)

The Right Process

(Skills and Tools)

The Right Support

( Leadership and Coaching)

The Right Commitment

( Attitude , Beliefs & Values)

VALUE

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Managers capable of developingcompetence and confidence

in creating valuefor customers

the key is COACHING

What stops coaching?

• Managing v coaching ( mixed messages)• Competing agendas (time & focus)• Overcoming relationship issues ( low trust)• Focusing on under performers ( issues management)• Perception of manager / coach ( value proposition)

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Competitive advantage

The Right People(Talents & Traits)

The Right Process

(Skills and Tools)

The Right Support

( Leadership and Coaching)

The Right Commitment

( Attitude Beliefs & Values)

VALUE

The Right Commitment

• Leadership• Alignment• Performance• Engagement• Development opportunities

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