A salesperson needs…
A successful salesperson needs to have a sales process, sales method, skills, and a plan for:
- The territory
- The account
- The business opportunity
- The sales call
The salesperson also needs to be supported by technology and coaching.
A sales manager needs…
A successful sales manager needs to be able to both manage and coach their salespeople:
- Monitor lagging indicator
- Monitor leading indicators
- Use technology to analyze sales performance
- Coach behaviors
- Give constructive feedback
- Managing performance issues
Interim sales manager
1-12 months
External resource to manage the sales department.
More structure means more results
When an extra resource is needed, it’s good to bring in an experienced sales manager who can not only lead but also develop the sales team. During my leadership, I usually include
- Establishing KPIs
- Ongoing communication with executive management
- Measure and follow up on KPIs
- Regularly coaching salespeople
- Create individual development plans
- Addressing performance issues
- Ensure that sales work is in line with the organization’s strategy
- Train salespeople in sales processes, sales methods and sales skills
- Situational analysis by analyzing data from CRM systems
”The most humble mentor I had been mentored by, such a learning experience that I’ve learned a lot from Kaj on a personal & business level.”
-Maged Edward, Johnson & Johnson
Value-creating sales
2 days
Practical training in conducting a sales call, from introduction to closing via objections.
Training: Value-creating sales
Research in sales is clear: it’s all about being able to identify and meet customers’ needs. There are no shortcuts.
In order for a salesperson to be perceived as better than their competitors, they need to be trained to carry out a needs analysis. Modern research says that customers have taken over the information advantage that salespeople used to have. They are better prepared than before. Therefore, a modern salesperson needs to do his or her homework before meeting a customer. Business is not won by whoever has the best product, customers choose whoever is the best communicator.
”The salesperson who does not add value to the sales conversation has no value.”
-Kaj Hattenhauer
The two-day Value-Creating Sales training is based on extensive behavioral research. It provides salespeople with critical skills for conducting a sales call. Salespeople are trained in:
- Opening with value for the customer.
- Needs analysis that identifies not only the need but also the need
- behind the need. Ask the right questions, in the right way.
- Present the solution so that the value is clear to the customer.
- Dealing with objections in an effective and customer-oriented way.
- Serious closing techniques that move the sale towards a deal.
During the training, each salesperson receives several practice sessions. At least half of the time is practical training. This ensures that the salesperson leaves the training with skills, not just knowledge.
Each salesperson receives a call plan so they can apply the skills from the training to their own customer cases. After the training, they receive personalized feedback on how they use the call plan. This helps the salesperson to continue their behavioral change.
Business Opportunity Sales Strategies
2 days
Complex deals require strategies to drive them towards closing. The clearer the structure, the more predictable the outcome.
Training: Business Opportunity Sales Strategies
In today’s complex business, there are more and more decision makers, longer sales cycles, more and more difficult for customers to make decisions.
Therefore, a salesperson needs to build a strategy to navigate a complex business opportunity.
The strategy is about building on your strengths to minimize the risk of things going wrong.
During the training, salespeople are trained to build a sales strategy for a business opportunity in concrete steps:
- Define the customer’s needs and what you want to sell.
- Mapping the buying center. Who influences the decision, what is important to them and what is their relationship with you?
- Which factors are helpful and which are harmful to your ability to pursue the opportunity?
- Concrete action plan to drive the business process towards a business agreement.
During the Business Opportunity Sales Strategies training, each salesperson will apply the strategies to at least one real business opportunity of the salesperson’s choice. Each salesperson leaves the training with a plan on how to move the business forward.
After the training, the salesperson receives personalized feedback on their sales strategy. This helps the seller to continue their behavioral change and increases closing rates.
Sales negotiation
1 day
A successful negotiation leads to more satisfied customers and increased profits.
Training: Sales negotiation
When a salesperson needs to change his or her original proposal to the customer in order to close the deal, he or she is in a negotiation. The seller’s skills are crucial to negotiate without losing.
The Sales Negotiation training gives the salesperson practical skills to lead a negotiation without losing profit.
A 10% discount to close a deal costs more to the company than many salespeople think.
During the training, the seller is trained to:
- Understand the difference between selling and negotiating
- Create the right timing for a negotiation
- Use three different negotiation variables
- Use four different negotiation options
- Conduct a negotiation in four steps
During the Sales Negotiation training, concrete behaviors are trained through several exercises. The salesperson will be able to negotiate a solution that provides a win-win squared.
Key Note Speaker
Inspirational talks
Key Note Speaker
Kaj Hattenhauer is a popular, committed and inspiring speaker.
”Kaj was an incredibly good speaker – committed!”
-Audience, SEB
Kaj’s interest in both behavioral and brain research allows him to create topical and engaging lectures adapted to the client’s situation and needs. Examples of topics:
- Motivating employees
- Negotiating without losing
- What makes a salesperson successful?
- 12 activities world-class salespeople have mastered
- The importance of having both a sales process and building relationships with customers
- Sales performance – A question for every leader
- Changing buying behavior requires changing sales behavior!
- Service that exceeds customer expectations
- It is not possible not to communicate
Contact me at info@partnerinsales.se to see how I can meet your needs.
More resources
Thanks to my international network, I have the resources to take on global assignments and support my clients to grow internationally.
Some of those I work with are:
Susan Wuest
Susan has more than 20 years of experience in training salespeople. She was born in the USA and has lived in Sweden since the 90s. Susan delivers training in Swedish and English.
Carl-Johan Johnson
CJ has more than 25 years of experience in training salespeople and service providers. He is highly appreciated by both customers and course participants. CJ delivers training in Swedish and English.
Dominique Richard
Dominique has more than 20 years of experience as a consultant. She lives in France and specializes in coaching and personal development. She speaks English and French.
Contact Kaj Hattenhauer
info@partnerinsales.se
+46 708 32 28 29