You want sales growth. You’ve decided to achieve it with sales team coaching.

We return your faith by guaranteeing results. We guarantee you’ll achieve the target you set over the period we work together. That’s usually about 6 months, by the way

Better focus, better skills

We focus your team on the tasks that pay off for your business, in your industry, with your prospects and buyers. Then we coach your team to do those tasks better. Every step of the way.

Six months (or so) with The Kern Group, Inc. – what we’ll do

Identify two processes:

  1. How your customers buy, and
  2. How you go about selling.

We then diagnose your team’s strengths and weakness, design a customized program, define success, coaching and mentor you The Kern Group way!.

Coaching The Kern Group way (aka doing the quantity-quality two-step)

First, we increase the quantity of the activities your team needs to focus on. Next is quality – we coach your team through every sales step. You’ll see the confidence it brings.

Step One Which activities will pay off for your company, this year? We decide, as a group, how much of those activities your team needs to do each week. Then we commit, as a group, to increase the quantity of productive activity.

Step Two We work on quality, doing those activities better. Your team gains both skills and confidence; they gain baked-in behaviours that bring in results, from first call to close. We do exercises, learning, and role play on:

  • Researching new prospects
  • How to get appointments in today’s pressure-cooker world
  • How to conduct a high impact sales call.

How do you know it will work? We stay with you until you achieve the sales growth you’re looking for – that’s usually about 6 months. And … we guarantee you’ll achieve the sales targets you set out when we first start working together.

 

Our proven 5-step sales growth process

  1. Analyze your customer’s buying process and your sales process.
  2. Diagnose your team’s strengths and opportunities for improvement.
  3. Design a customized program.
  4. Define success measures.
  5. Implement training, coaching, mentoring and accountability.

Programs offered

  1. New Business Development – Prospecting Made Easy
  2. Referral-Based Selling Strategies
  3. High Impact Selling – Prepare for and Conduct a Professional Sales Call
  4. Effective Negotiating Strategies
  5. Large Account Management (Strategic Account Planning)
  6. Professional Presentation Skills
  7. Sales Management Coaching

Modules available (one hour to half-day)

  1. High Impact Questioning Skills
  2. Market Segmentation
  3. SWOT / Competitive Analysis
  4. Psychology of Influence
  5. Proposal Development
  6. Selling to the C-Suite
  7. Selling to Different Personality Styles
  8. Time & Priority Management
  9. Handle Objections & Close Stalled Opportunities
  10. Sales Planning for the Next 12 Months
  11. Success Stories / Best Practices
  12. Post-Mortem Lost Deal Analysis