Sales coaching is key to creating a high-performance sales culture that delivers consistently superior results. As a sales leader, you need to hit your number and you need your team to get better to do it constantly and consistently, whatever the market conditions. But where do you start?
Sales success is a journey not an event and coaching plays such a critical role in honing the right mindsets and skills into the core strengths needed to face challenges and navigate your way to predictable, and sustainable results.
It’s clear that changing behaviours and creating the kind of culture that delivers superior performance takes time and requires deliberate practice. As author Malcolm Gladwell points out in his international best seller Outliers "Practice isn't the thing you do once you're good. It's the thing you do that makes you good.” That's why great coaching is so valuable.
We understand how busy you and your sales teams are, so we have created simple, proven, flexible systems to drive execution. Our playbooks have been designed by experts for every stage of the sales cycle to help engage you and your team members in collaborative exercises and activities that ensure accountability and sustained performance improvement.
Located in Sydney, Australia and working with clients across the Asia Pacific region. Ian's experience spans professional services, technology, human capital, consulting, health insurance, wellness, recruitment, logistics, and capital equipment.
His work with leading brands across the UK, Europe and the Asia Pacific region including Deloitte, AWS, Microsoft, VMWare and many more has given him a unique perspective on the key internal and external sales issues and challenges influencing performance. Ian enjoys nothing more than working with individual sales leaders, salespeople, and sales teams to unleash their full potential.
By tailoring world class sales training and coaching programs to address specific client needs, he enables sales professionals, and the organisations they work for to achieve and sustain the kind of positive behaviour changes that produce exceptional results. "I am a passionate believer in the principles and values that connect people and allow us to achieve more together. More than just about any other profession, I believe that salespeople can be a powerful force for good in the world, and at the same time achieve much higher levels of success for their clients, themselves and for their organisations." If that's a purpose you can believe in too, maybe we can make it happen together. Let's talk.
Coaching is a key element in the sales success formula
Behaviour Change Coaching:
Why are you and your people selling? Silly question? Not at all. Sales is the most tangible expression of our individual and collective purpose and as sales professionals we interact with and touch the lives of more people every day than just about any other profession, so knowing why you're doing it is critical. How are you influencing the right mindsets and behaviours?
Skills Based Coaching:
Are your sales teams applying the skills that they've learned in the real world? Do you have a uniform sales language and structure? What kinds of results are they seeing? How can you gain more insight into their experience?
How can your sales teams advance opportunities more effectively? Are they providing actionable insights, rather than simply asking questions? How are they helping their clients make a decision that benefits both your organisation and your clients?
Leader Based Coaching:
As a sales leader, how can you act as a coach or co-coach to your team? Are your people equipped to inspire action with multiple stakeholders at every stage of the buying journey? How do you establish your credibility as a coach in addition to acting as a sales leader?