The biggest challenge that commercial managers now face is to have a well-oiled Sales Force again, one that works with enthusiasm. In addition to this winning spirit, it is necessary to bring the sales skills, after a period of two years, back to a higher dimension, and this adapted to today's customer. An objective check-up is now crucial. From this idea, the SMIP concept grew.

Where is your Sales Force today, hereby a short questionnaire

• What was the impact of COVID on your Sales Force?

• Which skills and knowledge do your sales people use less?

• Which competencies would you like to develop more?

• How are you motivating your troops today?

• Where does your sales force differ (value added) from the competition?

• What differences do you notice between your top sellers and the rest of the team?

• How much time do you spend coaching your sales force?

• If I were to give you a magic wand, what would you like to change immediately in the sales force?

If you are looking for an objective answer to these questions, we would like to introduce you to our Sales & Marketing Improvement Process. Based on a three-part observation process, we can determine the strengths and focal points of your sales team. These three observations are: your observations, our field observations and the observations of your customers via role plays. From these observations, we draw up a tailor-made development plan. For the implementation of this plan, we can assist you as consultant, coach and/or trainer.This process has already borne fruit for several companies. It consists of a number of steps in which your customers are also involved.Let's have a look at it.

In Phase 1 the Intake, we talk with all levels within the Sales and Marketing Team and with the HR Manager about the input of training. It is crucial for us to get a good picture of the company, the employees and the customers in this way.

In Phase 2, we are present at visits to customers and prospects and in this way we observe the conversation quality.

In Phase 3 your salespeople perform role plays with their customers. This stage is highly valued by the salespeople because they receive objective feedback from their customers. This gives us extra information to get a good picture of the qualities and points of attention within the Sales Team.

In Phase 4, the qualitative and quantitative analysis of phases 1,2,3 is fed back to the Board of Directors and the correct conclusions are drawn from this. From this moment on, the improvement is translated into SMART objectives. These are the basis for drawing up the Development Plan. This plan is aimed at achieving the desired behaviors and results.

In Phase 5, as we all know, without a good follow-up everyone will fall back into his or her old habits. Hence it is important that various follow-up moments are planned. This can be done in the following ways, a 121 in the office, going on the field, coaching coaches but always in consultation with management.

In Phase 6 after the implementation of the plan, we can realize a new measurement in consultation with the Board of Directors. This measurement will objectively reflect the improvement. We present these results again to the Board of Directors, here we can clearly indicate which behavioral changes have taken place in terms of those improvements.

This entire project can also be rolled out digitally.

Curious where your own sales team is? Don't hesitate to contact us for more information, without any further obligation. 

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