: Results Gearing
With the increasing movement to software being sold as a service, an over-populated suppliers market and technology today being a given, sales people are experiencing many changes in the structure and requirements of their role.
Success today is determined more than ever by the ability of each salesperson to:
- Form strategic partnering relationships with their clients
- Adapt to and capitalise on the changing strategies in their organisation
- Be personally goal aligned with the objectives of the business and their clients
- Be accountable for personal results
The mindset and behaviours required to succeed in this environment are challenging by any standards. As a result many companies have sales people in their infrastructure who are not performing to the levels expected of them. With many technology companies being steeped in processes, far too often organisations attempt to fix these blockages in performance with additional process and skill training.
Mind Migration
What the market requires is a shift in thinking around personal achievement and client engagement which can not be achieved through process or skill training. To achieve success, each person must first be goal aligned with the ambitions of the business and their clients, committed to success and confident in their own ability to execute. They must be mentally resilient and engage with their clients on the emotional level needed to maximise revenues.
On a 1to1 basis, EGOstream accelerate the capability, drive and results of each sales person we work with to align individual achievement with the business ambition.
Reported Results:
- Greater deal flow and higher closure rate
- Stronger pipelines
- Better deal discovery with clients
- Expanded solutions
- Greater control over results
- Better Management reporting
- Common language established between teams
- Less anxiety in the sales process
- Externally focused sales teams
- Increased openness at sales meetings
Having spent 15+ years in sales leadership roles I was keen to supplement intuition with a rigorous performance improvement system. On completion of the assessment phase with EGOstream it was clear that whilst my team had the fundamental skills to succeed, they were failing to achieve their full potential.
The EGOstream approach is best described as the difference between training and learning. Training typically is external, imposing tools, techniques and methodologies from the outside in. Learning comes from within. Only when you get to heart of an individuals goals, aspirations and capabilities, can you help them align their effort with positive outcomes.
The implementation phase of the work with EGOstream was a true investment in our people with both employee and corporation as the beneficiaries."
Dave Anderson
UK Sales Director
SSA Global