Промышленный лизинг Промышленный лизинг  Методички 

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facilities. While Boot Camp is hard work, to meet the team-building goal, outside networking opportunities should be included.

4. Design your training: Structure your Boot Camp as an intense graduate course in selling for your firm. Breaking down your firms sales process is a good first step. Once you determine the key categories of your training, you can then determine specific content and identify the r ight trainers.

5. Determine passing criteria: To retain only the best sales recruits, it is important that you incorporate a testing and evaluation process into your Boot Camp. For example, at FTI it is mandatory that new sales recruits be able to deliver a strong demo and sales presentation in support of one of their core service lines, TrialMax®. If a sales candidate does not meet this expectation, he or she is deselected.

Exhibit 4.3 outlines the core sections that comprise FTIs Boot Camp training. Note that each section addresses skills, knowledge, or process, or some combination of the three core training areas.

As you develop your new recruit Boot Camp, seek out insight from your firms consultants and current sales professionals regarding content. You can also research the best practices employed at leading firms.

90- to 100-Day Marks Sales Preference Questionnaire * Evaluation. Each new business win begins with the sales call; without the phone call there can be no connect and no win. Thus, for a sales professional, ability to call and prospect is critical. After a sales professional is on board for approximately one quarter, or between 90 and 100 days, the next step in training is to conduct an assessment that will analyze and predict the success potential of the individual professional. The assessment tool that I recommend is the Sales Preference Questionnaire (SPQ*GOLD®), The Call Reluctance® Scale. This tool detects and measures all 12 types of sales call reluctance. It is a 110-question computer-scored assessment that was developed by behavioral scientists George W. Dudley and Shannon L. Goodson. It is internationally recognized and considered one of the most rigorously validated instruments of its kind. The tool can be used to streamline selection procedures, maximize training, and improve sales productivity. As both a training and a coaching tool, it is invaluable. It provides on-target insight into individuals and, if used correctly, can help your sales professionals overcome potentially career-limiting emotions and have a better chance at great success.

No More Cups

We jokingly refer to Elisabeth as having been born in the lobby of FTI; she had been with the firm since its beginning and had performed well in many different roles before moving into sales. As a manager, I considered Elisabeth to be a high-potential salesperson-she had both deep



BOOTCAMP

TRAINING SECTION

CORE AREA

DESCRIPTION

Firm Research

Knowledge and process

Firm Research gives steps and tips associated with researching your sales prospect. Topics covered include locating firm overviews and bios, locating a list of prior engagements by client and recent news coverage,and tips on managing a binder on each prospect.

Conflict Check/New Matter Form

Process

Conflict Check details how to run a conflict check and includes samples of all forms and processes required to run a comprehensive check.

Starting a New Case (Engagement)

Process

Starting a new case outlines all of the steps the sales professional must take to officially begin a new engagement. For FTI, this process details the letters of engagement (LOE), standard terms and conditions, and sample budget letter.

Selling Product X

Skills,knowledge, and process

Selling Product X trains your new recruits on selling one or more service lines. Ideally, you will train your new recruits on one core or starter service line during Boot Camp. Training in this section includes presenting or demonstrating the service line/technol-ogy,reviewing the supporting marketing collateral, and preparing a proposal customized fo this service line/technology.

SalesPlus (or CRM tool)

Process

SalesPlus is a contract management sys-tem.This section trains on the systems and processes your sales professionals must use to enter contracts,track calls,schedule meetings,and detail opportunities.

Sales Phone Calls

Skills

Sales Phone Calls covers a core skill requirement of the sales professional- cold calling. It reviews the goals the firm has set about call volume per professional and provides sample call scripts and suggestions for developing your script.

Exhibit 4.3 Boot Camp Training Topics for Sales Professionals

(continued)



BOOTCAMP

TRAINING SECTION

CORE AREA

DESCRIPTION

Send Me Something First

Skills and process

Send Me Something First trains on writing cover letters and determining to include a mailed sales kit.

Proposals

Skills and process

Proposals provides the key steps that the sales professional should take when entering the proposal stage and details tips for developing a winning proposal.Case studies detailing winning proposals are presented and discussed.

La Firm (specific

industry)

Presentations

Skills and knowledge

Law Firm Presentations trains your sales professionals to present to their key industry audience.this section provides tips to understanding the differences in presenting to, for example, a law firm versus a corporate account

Reports

Process

Reports details the processes unique to the sales organization,for example, the call log form, weekly call report, and pipeline report.The expectations of the sales manager are presented in this section.

Exhibit 4.3 Continued

knowledge of the firm and the capability to succeed. However, Elisabeth could not pick up the phone. It was so painful for Elisabeth to pick up the phone that, as an incentive to phone canvass, she created the cup system. On her desk were two cups and a stack of dollar bills. If she dialed the number, she moved one dollar to the first cup. If she booked an appointment, she moved the dollar to the second cup. At the end of the week, she allowed herself to spend the dollars that were in the second cup.

Now, here was a sales professional with immense potential who could not pick up the phone. As a manager, I chose to invest in Elisabeth and reached out to an outside consultant, Rose Venditto, principal, Sales-Essentials Group, Inc., to employ the SPQ*GOLD® tool. Rose worked one-on-one with Elisabeth for a full week to help her overcome her phone canvassing challenges. She helped understand her reluctance, create a discussion script, and better understand the kind of sales conversation that will get a positive result from clients and prospects. Now there are no cups! The insight gathered via the assessment tool, combined with intensive coaching and the willingness of the sales professional, resulted in great success. Today, Elisabeth is FTIs number one salesperson, with $10 million in sales this year.



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