Sales
Sales
Addressing the issues of no need - no money - no hurry - no desire - no trust", OnTrack have developed a number of Sales approaches that takes into account many important things such as behaviour, knowledge, attitude and skills. Of course they are all critically important, yet it is behaviour that many believe influences the outcome of any interaction. It is also about strategy, methodology, structure, and language, which combine to empower the salesperson to consistently win profitable business by understanding how to effectively maximise buyer motivation, create compelling reasons to buy and engineer agreements that lead to long-term profitable partnerships with trust at the foundation of the relationship.
We believe good sales people can be developed with the right approach. Some have the components naturally and others need to work hard to develop them. Put simply, good sales people need skills and attitude to be successful. The skills include good communication, personal organisation and planning. The attitudinal includes empathy, drive, determination, resilience and mental toughness.
This product area is led by Joe Walker. Before joining OnTrack Joe was Sales & Marketing Director with one of the UK's largest office products buying consortiums. Within this role Joe had responsibility for training sales managers and their teams. During this period Joe also developed and delivered sales training programs for many of our industry related stakeholders. During his time at OnTrack, Joe has worked at the highest level with many well known organisations such as; Royal Bank of Scotland, Barclays Bank, Halifax Bank of Scotland, Kimberly Clark, Ford, Volvo, Novartis, BT, BP, Vodafone, Sita and many others.
The OnTrack Sales Results System helps:
- Convert more business, boost revenues and profit
- Increases customer intelligence to innovate and create new revenue opportunities
- Develop a high SI (Sales Intelligent) team to ensure optimum attitude, skills and behaviours to win more business
We have developed a number of key features which enable our programmes to deliver best possible value. These include:
- VCA™ (Verbal Communication Analysis) which enables sales people to assess their effectiveness and identify more effective behaviour
- KepnerandFourie Critical Questioning which is a structured approach to gathering the right information to assess how to identify best sales opportunities
- RAPOC and Value Based Selling is a framework to structure any sales interaction for optimal influence
- NLP (Neuro Linguistic Programming), TA (Transactional Analysis) and other proven tools to accelerate the relationship building process
Banking
A partnership to formulate and execute the banks strategy for improving intra-group linkages by joining up the Group's businesses functions to more effectively create additional value. The specific focus was on brand and global networks to reach new customers and offer more services to existing ones.
Primary objective was to help employees feel equipped and engaged in delivering this strategy through a global program of 'Sales Skills' and 'Sales Management Skills' training. This training primarily focused on developing and maintaining higher standards within the sales force of both Personal Finance Services and Commercial Banking.
Business Services
This organisation needed to increase the competency of the Sales Management team to help them to transit from single product selling to a multi product approach.
A consultation took place to identify and develop best practice and pipelines, whilst increasing sales performance and developing the right habits through the sales cycle. The specific focus was to coach, support and develop the capabilities of sales managers. This enabled them to identify and develop concrete standards and benchmarks for success criteria and therefore identifying what success looks like. This modular program allowed the sales managers to implement their learning between modules and increase their ability to coach their people through the sales cycle.
Professional Services
In the past, this organisation had no need for a proactive cold calling campaign, but with the changing markets this had become more critical in sustaining the recent successful growth. Our task was to develop and deliver a face to face program that would not only deal with the tactics and skills of cold calling, but would also provide delegates with practical tips, practice and feedback. Coupled with this it was vital for the managers to be able to monitor and measure the success of these calls, so they return actual results. A series of practical measurements were developed to accommodate for this critical management information. Other areas addressed in this intervention were dealing with the fear factor and how to manage internal dialogue about picking up the phone to cold call. Participants became comfortable with cold calling and saw it as a positive experience.
Testimonial
We look forward to further interaction with OnTrack International. You provide a first class service with an immediate and long lasting effect.
Senior Vice President, Global Project & Portfolio Management
Ferring Pharmaceuticals
