SALES EFFECTIVENESS & COACHING USING DiSC

We combine the power of effective sales strategies with personalised DiSC insights. In today's competitive market, mastering the art of sales and coaching is essential for driving revenue and building lasting client relationships. Our course empowers sales teams with the tools to understand customer behaviors, adapt their approaches, and excel in their coaching endeavors.

Sales effectiveness refers to the ability of a company's sales professionals to “win” at each stage of the customer's buying process, and ultimately earn the business on the right terms and in the right timeframe. Improving sales effectiveness is not just a sales function issue; it's a company issue, as it requires deep collaboration between sales and marketing to understand what is working and not working, and continuous improvement of the knowledge, messages, skills, and strategies that sales people apply as they work sales opportunities. If we don’t measure it, How can we improve it?

No of Qualified Opportunities x Average Order Value x Close Rate

Time taken to close opportunity

By Improving each of these metrics by 10% will improve your overall sales results by 48%

HOW DO WE QUALIFY OUR OPPORTUNITIES?

Not all opportunities are worth winning. Sales qualification is a process and series of questions to determine and understand the opportunity. We train salespeople to be more consultative in their approach with a more scientific approach using a Qualification tool with four sections and 5 questions in each section that helps identify the opportunity and what we know and what we need to know.

Understanding the customer buying journey is critical if you want to help that customer become a client sooner rather than later. Using the Challenger Sales Method can help disrupt your clients thought process and challenge them with valuable insights they hadn’t thought of.

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Challengers are most effective when the complexity of the Sale is high, which is what most B2B sales today are anyway. Most companies will look towards building a team of relationship builders who are highly unlikely to succeed in complex deals.

Understanding your customers communication style is also key in establishing trust from the outset. Using DiSC helps identify and navigate more successful conversations