Features Overview: Select Features to Create Your Service

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🧡 Compliments & Considerations

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. 

There are two essential services to “Weekly Feedback”: 

• "Weekly KPI Feedback”

• “Weekly Coaching Call" 

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. For quality feedback, you need to share your story about a KPI experience. 

I score your KPI activity submissions for that week, ask questions, review your completed exercise (if applicable) and update your progress charts with the points you have earned. 

My feedback and your updated KPI Activity Chart are included in your Participant’s Confidential Weekly Activity Report.

🧡 Compliments & Considerations

Your "Weekly KPI Feedback” and “Weekly Coaching Call" are linked. 

Submitting the minimum number of acceptable weekly KPI experiences qualifies you for an interactive “Weekly 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

🚩IMPORTANT: If a participant does not submit the minimum number of acceptable weekly KPI experiences he/she does not qualify for "Weekly KPI Feedback” and “Weekly Coaching Call", which means she/he does not advance. 

Sia does not charge automatically, I invoice for a completed service. 

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, such as:

• create a secure private space dedicated to storing your KPI experiences and give me access • call me  

• leave me a voicemail  

• dictate your experience and email me the file 

• find a free and inexpensive Personal Journal app

• suggest a method 

The advantage of modes is a participant can select a sales training structure that interests her or him the most. When it comes to learning and transformation - the higher the interest the more likely a person will stay with it. 

Professional Sales Assessment 

No modes, you customize, I personalize. 

Recorded Sales Calls Assessment  

• Discreet
• Non-discreet

Professional Sales Program 

• Challenging
• Competitive
• Collaborative
• Elite

E Standard Team Sales Program 

• Excellent
• Exceptional 
• Elite 

The Professional Sales Program for Individuals and E Standard Team Sales Program require a participant to master three levels and pass the final test to earn their respective certificates. 

Participants earn points for their effort to use and document their (positive and negative) experience using their Key Personal Insights (KPIs) on sales calls. 

Level Up Happens

* when a target number of points are earned for each KPI

* mandatory exercises are completed

* “Weekly Coaching Call" verifies facts 

* there is proven success on sales calls

To earn their respective certificates:

Completing the Professional Sales Program for Individuals or the E Standard Team Sales Program requires a participant to pass a final test. 

If a participant does not pass he/she may prepare for and retake the personalized final test one more time at no additional charge.

Sia assessments and "Weekly Feedback" offer plenty of opportunity to gain points and recognition by earning bonuses and awards.

It's fun, interesting, motivating, and sometimes, delightful, and surprising.

Sia certificates are earned by sales professionals.  

Never mind the current trend where every participant receives a certificate for simply passing a test. 

When a person earns Sia's Sales Professional certificate it means she/he has repeatedly proven to be an Exceptional Value Creator on the job. 

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. I do not assess prospecting, qualifying, telemarketing or solicitation calls. 

Because this is all about achieving desired outcomes, in advance of the assessment, I need your organization to provide me details of what you have instructed/trained the salesperson to do on her/his calls to achieve these outcomes. 

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

As with all Sia services, the Collaborative Sale is not about getting someone interested (marketing, solicitation, or prospecting), you're already there. 

Normally, a minimum of one year experience selling what you are currently selling is required for my participation in a Collaborative Sale. For the Professional Sales Program for Individuals, I reduced this requirement to six months.  

My extensive collaborator services 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. 

During this training, participants perform their work as usual. After three weeks, each Collaborator in the program is assigned a small group of salespeople to coach your E Standard Internal Sales Training Program. 

Each member of their team completes the Professional Sales Assessment and begins your E Standard Team Sales Program.

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. 

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 the Sia “Sales Leader Training.”