SOLUTIONS FOR THE SALES REP/ACCOUNT EXECUTIVE

The Sales Rep job is one of the most fun jobs in business. Good sales reps make the business what it is. You are the first line of communication with customers and prospects. You manage the revenue sources. You manage leads which can be considered the future of your company. You are responsible for leading the entire sales cycle that produces a win—a deal. Sales is one of the most honorable professions in business.

Where do you stand on the age old debate—Are Sales People born or made? You likely believe they are both. Anyone can be a sales person, all personality types. Many suggest certain personality types make better sales people. Growing a sales person into a great sales person is what many consider the “made” part. The “made” part includes experience, skills, and a tuned 6th sense that comes from knowing people.

Our offerings are focused on moving you from a “good sales person” to a “great sales person”. We structure our offerings in 3 categories: Business, Sales, and Personnel. The Business offerings help you build necessary business acumen. The Sales offerings help you improve your leadership in the Sales Cycle. The Personnel offerings are concentrated on personal leadership characteristics. 

Nearly all Sales People prefer an individualized personalized coaching / mentoring solution that offers the most flexibility and opportunity to focus on specific needs. Others have opted for focused skill building and specific opportunity coaching.

Business Focused Offerings

• Staying Aligned with Objectives and Measurements
• Managing your Stake Holders
• Managing and Leading your Business Territory
• Reinforce your Personal Value Propositions & Unique Business Offering
• Understanding your Customer’s organization, politics, etc.
• Understanding Industry specific structures, operations, and challenges
• Understanding the IT organization, history, and focus

Sales Focused Offerings

• Improving your Sales Strategy execution
• Opportunity Management—making it work for you
• Targeting your Markets
• Lead Generation
• Qualification / Justification
• Solution Proof
• Pipeline management
• Closing techniques
• Managing objections
• Solicitations
• Etc.
• Sales Methodologies and Processes—make them work for you
• Disciplined Methodology
• Team Selling
• Forecasting
• Process management
• Sales Force Automation
• Install Base / Reference Accounts
• Customer Retention
• Channels / Partners / Resellers
• Sales Calls, Demonstrations, Presentations
• Pre Sales & Post Sales support
• RFPs, Proposals, and other communications
• Tools
• Sales Rep Coaching / Mentoring—Individually customized

Personnel Focused Offerings

• Improving Communications
• Organizing and giving powerful presentations
• Personal Organization—priority management
• Personal Networking
• Etc.

Behavior of Modern Corporate America requires your skills and your career be YOUR responsibility. You must invest in your skills and grow your capabilities to keep your job and be a strong candidate for promotional opportunities. Supplement your corporately provided training with a focused and personalized program.

Group 19 offers a broad set of sales consulting solutions for all sales related functions across businesses of all sizes. Solutions are delivered using a combination of methods including academic settings, clinics, workshops, one-on-one coaching and personalized mentoring. As all business are different, Group 19 solutions are tailored to fit your individual company and needs.

A short conversation with a Group 19 professional can help identify your specific needs and begin the work to implement a solution just for you. Use Group 19 to improve your results. Contact us at info@groupnineteen.com.