Selling IS the business: The final tally at the end of the day, week, month, year, is what keeps the lights on and the organization running. But the days of selling at all costs are over. Savvy customers and easy access to broadcast bad experiences have transformed sales from a transaction into a relationship. And your sales teams are the frontline; Their management teams are your coaches.
Integrating the principle of “customer focus” into the sales process is a critical step in aligning organizations with buyer expectations in today’s market. But the age-old ability to keep the buying process humming along is just as important as ever. The challenge for organizations, then, is how to bring together these (seemingly) conflicting objectives.
Dervish Consulting works with organizations to help sales teams understand their customer better through powerful questions and most importantly listening. Dervish helps in the process of the predictable steps of customer buying and to keep customers moving through the buying process, ultimately to work as their business partner and to build a trustworthy relationship during this process. This requires a robust set of skills to expose and understand customer needs and to inspire the clients to understand that inaction is not an option. For buying teams, we focus on techniques to get to decision makers earlier in their buying cycle and creating multiple internal champions for your solution.
Transitioning from the role of a professional sales person to that of a sales leader can be a bumpy road; The skills that made you good in front of a client need to be adapted into skills that will help you to lead others effectively. Without this modified set, sales leaders often get mired down in the reactive firefighting mode.
Dervish Sales Coaching provides sales managers with the skills and tools they need to manage their time/priorities more effectively and become better sales coaches, offering a comprehensive and disciplined approach for sales managers to become great sales leaders.
Specifically, managers learn how to adapt sales instincts into skills of an effective manager, develop a vision and action plan, utilize time and resources, communicate effectively, and field, coach and motivate a high-performing sales team.