Unless otherwise agreed upon, from the date we complete the Walk-Through of your assessment results:
🚩You have up to three weeks to begin post-assessment services.
🚩You have up to six months to complete the Professional Sales Program for Individuals (achieve all three levels). This process includes the following activities:
• Exercises
• “Weekly KPI Feedback”
• “Weekly Feedback Coaching Call”
• Recorded-Call Feedback (1)
• Collaborative Sale (1)
Exercises (no charge)
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 term I use to describe a personalized Sia 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
People are not going to effectively use training just because we 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
A participant freely uses their KPIs and other Insights on sales calls; there is no script, steps, or rules. Communicate some of your (positive & negative) KPI experiences with me every week, share short stories. When you do, I score your KPI activity submissions, ask questions, review your completed exercise (if applicable), email your updated progress charts with the points you have earned and provide feedback.
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.
Once you and I complete a Weekly KPI Feedback, you book a "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.
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. 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.
2) Record a 1:1 role-play between a sales manager and her/his participating salesperson and send it to me for assessment. And/or, record a 1:1 role-play between sales professionals. I require a minimum of one hour of recorded role-play.
Collaborative Sale
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.
This is the brief description of Part 2. Contact me to request the complete description.
