Professional Sales Role Play
Business Development Coaching Written Assignment
Sales Manager
You are preparing to meet with Pat Hansen to go over his/her sales goals for 2020. He / She is one of your newer but most reliable sales account managers. However, you’ve noticed that Pat has been struggling lately and is not on target to achieve his/her sales goals for the current fiscal year. You are preparing to meet about his / her sales goals for 2020 – but you are concerned with “picking up the pace” for this year. He / she has been with National Energy Co. for 2 years and has always hit target goals; that is, until now.
You’re not sure what’s going on lately but it appears Pat’s business development results have been slowing and he /she floundering – looking for answers to the slump. Since using the 4 Business Development Strategies you’ve have been able to use them to diagnose that his/ / her sales volume and renewal business is growing with current clients (Quadrant 2), but s/he doesn’t seem to be hitting his / her numbers in Quadrants 1, 3 and 4. He / she is clearly over dependent on growth from existing customers with primarily one product.
During your meeting with Pat you want to stress the importance of:
· Continuously prospecting and always looking to add new clients (Quadrant 1)
· Increasing the range of products / services NECO offers that each client uses. (Quadrant 3)
· Elevating and expanding relationships with existing customers by reinforcing the value of the relationship, networking within the client to elevate and expand contacts and looking for ways to “partner” with clients. (Quadrant 4
You are also very aware that you do not want to overload him / her with too many new activities and initiatives. You want to focus him / her on a few “doable” initiatives that can help current shortfall in sales and lead into 2020 goal achievement. Then, you’ll need to coach him/her on how to do it.
You hope to explain to him/her that all
Four Business Development Strategies
are essential to the success of National Energy Co. and to the success of every sales person. He / She has always maintained that if you can meet your objectives by growing current business why should you bother current customers to buy new products, provide referrals or in fact waste time looking for new clients.
He / She has been having some difficulty ever since the
Four Business Development Strategies
were introduced, primarily because he / she is now required to develop business in 4 areas (1. new clients, 2. incremental / renewal sales of existing products, 3. cross-sell and 4. trusted-advisor / partner relationship development).
Pat, having made his / her mark as one of the best at growing and increasing the volume of business in existing clients (Quadrant 2) has never been very good at:
· Prospecting to develop new clients (Quadrant 1)
· Introducing additional products / cross-selling products to current clients (Quadrant 3)
· Expanding, networking and elevating relationships with existing customers and generating referrals based on these relationships (Quadrants 4).
He / She has been doing just fine managing the strong base of existing clients. You are meeting with him and you are not sure which of the business development strategies you should focus on – but you’re pretty sure he will try to resist the way you are trying to change things. He / she may not be anxious to change but knows business is slowing and something has to give. He / she knows you are just trying to help!
Business Development Coaching Role-Play
Sales Person 7bb
You are preparing to meet with your manager to go over sales goals for 2019. You are one of the newer sales account managers. However, you’ve been struggling lately and are not on target to achieve your sales goals for the current fiscal year. You are preparing to meet about your sales goals for 2019 – but you are concerned with “picking up the pace” for this year. You have been with National Energy Co. for 2 years and have always hit target goals; that is, until now.
Your business development results have been slowing and you are in a slump. Since using the 4 Business Development Strategies you’ve have been able to use them to diagnose that your sales volume in renewal business is growing with current clients (Quadrant 2), but don’t seem to be hitting your numbers in Quadrants 1, 3 and 4. You are clearly over dependent on growth from existing customers with primarily one product.
You have been having some difficulty ever since the
Four Business Development Strategies
were introduced, primarily because you are now required to develop business in 4 areas (1. new clients, 2. incremental / renewal sales of existing products, 3. cross-sell and 4. trusted-advisor / partner relationship development).
You have made your mark as one of the best at growing and increasing the volume of business in existing clients (Quadrant 2) but have never been very good at:
· Prospecting to develop new clients (Quadrant 1)
· Introducing additional products / cross-selling products to current clients (Quadrant 3)
· Expanding, networking and elevating relationships with existing customers and generating referrals based on these relationships (Quadrants 4).
You are meeting with your manager and you are not sure which of the business development strategies he/she will try to focus on – but you’re pretty comfortable with the ways things are and will resist trying to change things.
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Written Assignment
Use the scenario above and the “guide” worksheet below to describe how you would prepare for and conduct a coaching session with the salesperson.
Focus on getting salesperson to generate revenue in all 4 Business Development Strategies and the benefits to him /her and the company.
Paper guidelines:
· 3 pages,
· 1’ margins,
· 12 point font
· correct grammar
Dr. Healy Sales Management
Pre-meeting – Coaching Preparation Worksheet
Situation: What was it?
Give
Brief Description of coaching context:
1 Prepare
Purpose of session (General)
What I want to accomplish:
What are 2 – 3 “coachable” behaviors, skills, performance issues you will target in your coaching session:
Specific Coaching objective #1
· Why important to salesperson, you or company?
Specific Coaching objective #2
· Why important to salesperson, you or company?
Specific Coaching objective #3
· Why important to salesperson, you or company?
Other concerns: (Future coaching considerations)
Prevailing style of person being coached: (S1.S2,S3,S4)
2.
Initiate.
(list points for a positive start)
How will you initiate – state the purpose for – this session:
3.
Questions.
Write out some “starter” questions to ask about the sales person, a sales call… Use PAGO / POGO / PIGO.
Plan several specific
open
questions to obtain both facts / feeling – value information about the sales person’s performance.
4.
Effective listening
How can you Demonstrate / understanding (A.S.P.E.)
__________________________________________
5.
Respond
Offer recommendations, suggestions and/or solutions. Offer your suggestions as Benefits to improve / change results.
What is the “pay off” for sales person to change? “What is in it for them? What changing/improving ______ means to you is _______.
6.
Resolve
(QERC)
Question to clarify concerns to coaching and / or specific changes suggested to fully understand. Effectively listen to demonstrate your understanding. Respond to concerns. Close / confirm commitments. Anticipate unplanned objections.
List several / predictable “Push Backs” / Objections — to the coaching session and / or Specific areas you are planning to coach to?
7.
Close
Conclude coaching session – as positively as possible. Confirm – or ask him / her to – confirm by summarizing agreements (actions, dates, responsibilities and follow up).
Add to / correct agreements if needed.
8.
Plan
follow up meeting:
Who initiates, when, where, expected result(s)
Next steps. Be SPECIFIC!
Business Development Coaching
Written Assignment
Sales Manager
You are preparing to meet with Pat Hansen to go over his/her sales goals for 2020. He / She is one of your
newer but most reliable sales account managers. However, you’ve noticed that Pat has been struggling lately
and is not on target to achieve his/her
sales goals for the current fiscal year. You are preparing to meet about
his / her sales goals for 2020
–
but you are concerned with “picking up the pace” for this year. He / she has
been with National Energy Co. for 2 years and has always hit target goa
ls; that is, until now.
You’re not sure what’s going on lately but it appears Pat’s business development results have been slowing
and he /she floundering
–
looking for answers to the slump. Since using the 4 Business Development
Strategies you’ve have b
een able to use them to diagnose that his/ / her sales volume and renewal business is
growing with current clients (Quadrant 2), but s/he doesn’t seem to be hitting his / her numbers in Quadrants 1,
3 and 4. He / she is clearly over dependent on growth fro
m existing customers with primarily one product.
During your meeting with Pat you want to stress the importance of:
·
Continuously prospecting and always looking to add new clients (Quadrant 1)
·
Increasing the range of products / services NECO offers that
each client uses. (Quadrant 3)
·
Elevating and expanding relationships with existing customers by reinforcing the value of the relationship,
networking within the client to elevate and expand contacts and looking for ways to “partner” with clients.
(Quadrant
4
You are also very aware that you do not want to overload him / her with too many new activities and initiatives.
You want to focus him / her on a few “doable” initiatives that can help current shortfall in sales and lead into
2020 goal achievement. Th
en, you’ll need to coach him/her on how to do it.
You hope to explain to him/her that all
Four Business Development Strategies
are essential to the success
of National Energy Co. and to the success of every sales person. He / She has always maintained tha
t if you
can meet your objectives by growing current business why should you bother current customers to buy new
products, provide referrals or in fact waste time looking for new clients.
He / She has been having some difficulty ever since the
Four Busin
ess Development Strategies
were
introduced, primarily because he / she is now required to develop business in 4 areas (1. new clients, 2.
incremental / renewal sales of existing products, 3. cross
–
sell and 4. trusted
–
advisor / partner relationship
developm
ent).
Pat, having made his / her mark as one of the best at growing and increasing the volume of business in
existing clients (Quadrant 2) has never been very good at:
·
Prospecting to develop new clients (Quadrant 1)
·
Introducing additional products / c
ross
–
selling products to current clients (Quadrant 3)
·
Expanding, networking and elevating relationships with existing customers and generating referrals
based on these relationships (Quadrants 4).
He / She has been doing just fine managing the strong
base of existing clients. You are meeting with him and
you are not sure which of the business development strategies you should focus on
–
but you’re pretty sure he
will try to resist the way you are trying to change things. He / she may not be anxious to
change but knows
business is slowing and something has to give. He / she knows you are just trying to help!
Business Development Coaching Written Assignment
Sales Manager
You are preparing to meet with Pat Hansen to go over his/her sales goals for 2020. He / She is one of your
newer but most reliable sales account managers. However, you’ve noticed that Pat has been struggling lately
and is not on target to achieve his/her sales goals for the current fiscal year. You are preparing to meet about
his / her sales goals for 2020 – but you are concerned with “picking up the pace” for this year. He / she has
been with National Energy Co. for 2 years and has always hit target goals; that is, until now.
You’re not sure what’s going on lately but it appears Pat’s business development results have been slowing
and he /she floundering – looking for answers to the slump. Since using the 4 Business Development
Strategies you’ve have been able to use them to diagnose that his/ / her sales volume and renewal business is
growing with current clients (Quadrant 2), but s/he doesn’t seem to be hitting his / her numbers in Quadrants 1,
3 and 4. He / she is clearly over dependent on growth from existing customers with primarily one product.
During your meeting with Pat you want to stress the importance of:
Continuously prospecting and always looking to add new clients (Quadrant 1)
Increasing the range of products / services NECO offers that each client uses. (Quadrant 3)
Elevating and expanding relationships with existing customers by reinforcing the value of the relationship,
networking within the client to elevate and expand contacts and looking for ways to “partner” with clients.
(Quadrant 4
You are also very aware that you do not want to overload him / her with too many new activities and initiatives.
You want to focus him / her on a few “doable” initiatives that can help current shortfall in sales and lead into
2020 goal achievement. Then, you’ll need to coach him/her on how to do it.
You hope to explain to him/her that all Four Business Development Strategies are essential to the success
of National Energy Co. and to the success of every sales person. He / She has always maintained that if you
can meet your objectives by growing current business why should you bother current customers to buy new
products, provide referrals or in fact waste time looking for new clients.
He / She has been having some difficulty ever since the Four Business Development Strategies were
introduced, primarily because he / she is now required to develop business in 4 areas (1. new clients, 2.
incremental / renewal sales of existing products, 3. cross-sell and 4. trusted-advisor / partner relationship
development).
Pat, having made his / her mark as one of the best at growing and increasing the volume of business in
existing clients (Quadrant 2) has never been very good at:
Prospecting to develop new clients (Quadrant 1)
Introducing additional products / cross-selling products to current clients (Quadrant 3)
Expanding, networking and elevating relationships with existing customers and generating referrals
based on these relationships (Quadrants 4).
He / She has been doing just fine managing the strong base of existing clients. You are meeting with him and
you are not sure which of the business development strategies you should focus on – but you’re pretty sure he
will try to resist the way you are trying to change things. He / she may not be anxious to change but knows
business is slowing and something has to give. He / she knows you are just trying to help!