E Standard Team Sales Program (K2)

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Part 1: Introduction

This is a team program, a company-wide initiative to increase sales revenue with less cost by developing an E Standard for Value-Creation Intelligence (VCI) and reducing Value-Creation Deficiency (VCD).

Your company is prepared to go all-in to have the best possible sales processes using value creation. Your employees' exceptional ability to create value will be a sustainable competitive advantage for your business.  

Visit Sia's Value-Creation Library

My experience assessing and auditing Internal Sales Training Programs in over sixty industries and the book: Influencer: The New Science of Leading Change (second edition), by authors Kerry Patterson, Joseph Grenny, David Maxfield, Ron McMillian & Al Switzler, inspired me to create the E Standard Team Sales Program.

Training on its own is not enough. 

Salespeople, sales managers are not going to effectively use this program, your Internal Sales Training Program, or any training just because you introduce it, teach it, and tell people to use it. 

Without the following key elements, training endeavors will almost certainly fail:  

•  a commitment to identify and measure vital behaviors  

•  accountability 

•  timely coaching that provides feedback the trainee values 

We need to assess, build some tools and practice using them. 

To succeed in the E Standard Team Sales Program we do not compete, instead, we collaborate and hold each other accountable. 

📌 It’s important to note Sia’s E Standard Team Sales Program includes the Professional Sales Program for Individuals and has a unique, significant advantage over that program and every internal sales training program I have assessed and audited in over sixty industries – that advantage is "Collaborators".   

Identifying, Recruiting, and Training Your Collaborators  

For the purposes of the E Standard Team Sales Program, collaborators are identified as the most influential and respected sales professionals in your company. I select them through a short, simple process that includes every salesperson’s opinion, as well as a phone interview process. They do not select themselves nor are they appointed; they are approved by your business. 

Just because someone was selected to be a Collaborator does not mean he/she wants this responsible role. Your business and I recruit candidates identified as Collaborators to lead your program in the field. Collaborators use their knowledge of your business and exclusive Sia Value-Creation Leader Training to provide ongoing deliberate-practice coaching and timely feedback in a way each sales professional values. Simultaneously, I work with each participant to ensure she/he experiences success. 

Value-Creation Leader Training  

Ensures collaborators and sales managers become exceptional value creators themselves and have the knowledge and skills to monitor, measure and coach the required vital behaviors to their team. While performing their work as usual, each Collaborator begins and advances through the E Standard Team Sales Program just as their team members will do.

Once a Collaborator achieves Level 2, she/he is assigned a small group of your salespeople (team) to coach your E Standard Internal Sales Training Program. Each member of their team begins your E Standard Team Sales Program by completing the Professional Sales Assessment, the Walk-Through of results and introduction to his/her Key Personal Insights (KPIs).  

How Collaborators Work with Their Team 

They use my Collaborator Services to: 

•  provide timely 1:1 deliberate-practice coaching. 

•  provide weekly group training  

•  provide accountability with each team member. 

•  be creative, listen in on sales calls, join-in on sales calls. 

•  create reports for their team and your organization.

Collaborators are incredibly valuable. I encourage executives to proactively support them. 

Personalized Support & Accountability for Each Participant 

I work 1:1 with each of your participating sales professionals. I assess, provide Key Personal Insights and Weekly Feedback. This on its own is not enough to attain anything close to Sia’s E Standard. There must be continuous internal accountability to follow your E Standard Internal Sales Program as prescribed. Collaborators and Sales Managers ensure that by helping participants and themselves succeed. 

“Tell me how this benefits our business?” 

Your business and I set the expectations of how this extraordinary team program will benefit your business. 

SalesInsighter Assessments offers two established sales programs:   

•  Professional Sales Program for Individuals 

•  E Standard Team Sales Program  

Participants in both programs begin with the Professional Sales Assessment. This includes a Walk-Through of assessment results and Key Personal Insights (KPIs). 

Upon completing the Walk-Through of your assessment results, you begin post-assessment services that include the following activities:  

• Exercises 

• “Weekly KPI Feedback”

• “Weekly Feedback Coaching Call”

• Recorded-Call Feedback (1)

• Collaborative Sale (1)

• Work with Collaborator
 

Exercises 

Sia has developed valuable, timely exercises for individuals to complete. I will notify you when I detect an opportunity for you to benefit from a specific exercise. To advance in this program a participant is required to complete exercises to an acceptable standard. 

What is “Weekly Feedback”?

It is a Sia term I use to describe a personalized post-assessment service that provides the following key elements to ensure a training program succeeds:  

•  a commitment to identify and measure vital behaviors  

•  accountability   

•  timely coaching that provides feedback the trainee values  

Salespeople, sales managers are not going to effectively use your Internal Sales Training Program or any sales training just because you introduce it, teach it, and tell people to use it. Without the three key elements above, training endeavors will almost certainly fail.

At Sia, there are two essential services to “Weekly Feedback”:   

• “Weekly KPI Feedback”  

• “Weekly Feedback Coaching Call”   

For most people, these personalized services provide direction, motivation and create interest. 

How “Weekly KPI Feedback” Works 

You freely use your Key Personal Insights (KPIs) on sales calls; there is no script, steps, or rules. You choose positive and/or neutral, negative KPI experiences to document and share with me each week. 

Create a Personal Journal

You and I do not want documenting KPI experiences to be a chore. Be selective, for example, submit the most negative and/or positive, meaningful KPI experience that day. Find a way to easily and quickly capture your KPI experience immediately after a sales call. Text is usually not effective for story sharing, scoring, assessing etc., although some individuals have exceeded my expectations. When submitting your weekly KPI experiences be creative, use a method or a combination of methods that appeals to you.

Submitting the minimum number of acceptable weekly KPI experiences qualifies you for an interactive “Weekly Feedback Coaching Call". This is a twenty-five minute phone appointment to discuss what will benefit you at this time: 

• A Walk-Through of your Weekly KPI Activity. 
• Relevant sales training. 
• Deliberate-practice coaching, role-play scenarios.

Recorded Call Feedback

If you record sales calls, choose 1). If you don’t, choose 2) Recorded Conversations Feedback.  

1) Your company allows me access to a minimum of two hours of a salesperson’s recorded sales calls - phone, video conferencing, screen-to-screen, chats, text or a combination. These calls must include meaningful discussions with interested buyers. 

2) Recorded Conversations Feedback

Record a meeting, conversation, and/or a 1:1 role-play. Send it to me for assessment. 

Collaborative Sale

I work with each participant to complete one sale that is about to start or is in progress. 

This is the brief description. Contact me to request the complete description. 

Step 1: Become Familiar 

Before your team and I proceed with the program, your CEO and anyone else this person thinks should be involved at this initial step, is asked to read Influencer: The New Science of Leading Change (second edition), and needs to be familiar with the complete version of the E Standard Team Sales Program .

Next, assign someone to oversee the completion of SalesInsighter’s Value Creation Exercise for Organizations (attached) and email me the results. 

I will provide my feedback and professional recommendations. In turn, I ask you to help me learn about your business.

Step 2: Establish Preliminary Value-Creation Metrics 

Your team and I will learn from your completed Value Creation Exercise for Organizations and customize your internal value-creation metrics. Measurement and accountability are the foundation of Sia services, this is something I can help you with. As we progress and learn, expect to adjust your initial metrics.

Optional Step 3: Test for Value

Quietly select two sales professionals to participate in Sia’s Professional Sales Program for Individuals. Despite no Collaborator, this program operates almost identical to the E Standard Team Sales Program.

Step 4: We Set Expectations 

Achieving your desired outcomes and producing a satisfying return on investment for your business need to be discussed. Expectations need to be set and agreed to. 

Proceeding with E Standard Team Sales Program

Begin with 

1) Achieve a Standard of Excellence 

We work together to transform each salesperson/sales professional and sales manager to be Excellent at creating value for your business and its customers within 14 weeks of training. Your business earns the Excellent Value-Creator Award & Certificate when a minimum of 80% of your salespeople (minimum of five salespeople) earn the Excellent Value-Creator Award & Certificate. 

Step 6: Recruit Our Main Contact 

It doesn’t matter to me what this person’s role is at your company. It is vital that this person is a pleasant messenger that almost everyone gets along with. A genuine, kind, helpful person who is good at communicating. Someone who is resourceful to all involved. 

Optional and Recommended: She/he earns Sia’s Employee Value-Creation Certificate at no charge. 

I am in touch with this person for a brief time most workdays, however, this important role should not take much of the person’s time. Myself and our Collaborators are the front-line workers doing the heavy lifting.   

Step 7: Identifying & Recruiting Our Collaborators 

This step is the key to success. If we do not get this right, the program will fail. 

For the purposes of the E Standard Team Sales Program, collaborators are identified as the most influential and respected salespeople/sales managers in your company. I select them through a short, simple process that includes every salesperson’s opinion, as well as a phone interview process. They do not select themselves nor are they appointed. Before we begin the program, I send the selections for your approval. I am always open to suggestions and ask the same of you.  

Why this method?

Influencer: The New Science of Leading Change (second edition) explains it well, in a nutshell, people on the front lines respect, listen to, and follow the direction of certain people. Whether on the battlefield or playing field, it’s much more than a person’s position. Character, commitment, and competence often determines who we respect and follow. 

Just because someone was selected to be a Collaborator does not mean he/she wants this responsible role. Your business and I recruit the candidates identified as Collaborators to participate in and lead this program. In concert with their knowledge of your business, I provide exclusive Collaborator Services that enables them to provide ongoing deliberate-practice coaching and timely feedback in a way each salesperson values. Simultaneously, I work with each participant to ensure she/he experiences success. 

Step 8: Begin Value-Creation Leader Training

This exclusive training ensures collaborators and sales managers become exceptional value creators themselves and I train them to have knowledge and skills to monitor, measure and coach the required vital behaviors to their team. 

While performing their work as usual, each Collaborator begins and advances through the E Standard Team Sales Program just as their team members will do. 

During value-creation leader training, participants perform their work as usual. After three weeks, each Collaborator in the Value-Creation Leader Training is assigned a small group of salespeople to coach your E Standard Team Sales Program. Each member of their team begins your E Standard Team Sales Program by completing the Professional Sales Assessment, the Walk-Through of results and introduction to his/her Key Personal Insights (KPIs). 

I encourage you to contact me with your comments, questions, suggestions, and concerns. 

Cost: $37 CDN per hour

Professional Sales Assessment: Summary of My Time  

My Minimum Dedicated Time: 5.75 hours per assessment 

My Maximum Dedicated Post-Assessment Time Invoiced: 5.75 hours per assessment 

Post-Assessment Services: Summary of My Time per Participant

•  Exercises: 3 Hours (maximum invoiced)  

•  “Weekly KPI Feedback” (9): 6 hours (maximum invoiced)  

•  “Weekly Feedback Coaching Call” (9): 8.25 hours (maximum invoiced)  

•  Recorded-Call Feedback (2): 6 hours (maximum invoiced)  

•  Collaborative Sale (1): 3 hours (maximum invoiced)  

•  Final Test: 3 hours (maximum Invoiced)  

•  Post-Assessment Support (no charge)

My Maximum Dedicated Post-Assessment Time Invoiced: 29.25 hours per participant

Value-Creation Leader Training:  Total Summary of My Time per Collaborator  

Professional Sales Assessment: 5.75 hours 

Maximum Dedicated Post-Assessment Time Invoiced: 29.25 hours + Value-Creation Leader Training 

E Standard Team Sales Program Maximum Time Invoiced: 35 hours per participant (5.75 + 29.25 + Value-Creation Leader Training) 35 hours x $37 per hour = $1295 CDN + Value-Creation Leader Training

The minimum amount of time to complete the Collaborator role is sixteen weeks.  

Standard Participant Training: Total Summary of My Time per Participant

Professional Sales Assessment: 5.75 hours

Maximum Dedicated Post-Assessment Time Invoiced: 29.25 hours

E Standard Team Sales Program Maximum Time Invoiced: 35 hours per participant (5.75 + 29.25) 

35 hours x $37 per hour = $1295 CDN 

The minimum amount of time to complete the program is thirteen weeks.

Pay-per-use. I invoice for work completed. I email your company one invoice per week.  

The Happy Ending

We collaborate, overcome challenges, learn from our experiences, and achieve the desired outcomes we agreed on. 

If someone takes longer than the minimum amount of time to complete the program, how does this affect the cost?

It doesn't. "Maximum Time Invoiced" is the most you can be invoiced. If it takes a participant and I three more weeks or more to complete the program that’s okay - this isn't a race. If the person tries, I work with him/her to achieve our desired results.

I am a humble person who is confident about Sia services. I only proceed with the E Standard Team Sales Program if I am convinced our work will meet my expectations (see The Happy Ending in the paragraph above) and your expectations.