Only 54.6 percent of sales professionals produce enough revenue to meet quota.
Only 53% of sales leaders are confidently able to hold their team accountable
What will the remaining 45.4% of salespeople need to do to improve?
What will help these sales leaders become more confident?
SALES LEADERS NEED TO BECOME COACHES AND SALES PEOPLE NEED TO BE COACHED!
- Coaching sales teams increases revenue by 27%
- 82% of sales leaders are not able to coach weak salespeople to increase their ability to sell consultatively
- 91% of businesses do not have a formal, structured sales process by which to hold their sales teams accountable to be able to coach
Dataset: 2 million salespeople globally (OMG Group)
CEO, Bernadette McClelland, walks her talk!
She has been a successful sales executive for Fortune 500 companies for two decades and is a practicing salesperson today so she ‘gets’ her clients. Having coached thousands of business owners, executive, senior leaders and salespeople across 12 countries as Anthony Robbins Coach for Asia Pacific and through her own practice, she knows a thing or two about human behaviour, psychology, results coaching and what makes people do the things they do – or not do them! Being asked to coach Harvard MBA students on sales process and results was a huge proof statement that what she does, and her style, is powerful.
Sales Coaching and Sales Leadership Coaching not only focusses on deal coaching, sales process, strategy, sales conversations, tactics that give shortcuts, KPI management, role clarity but also ‘iron fist in the velvet glove’ accountability to shorten time to market and increase revenue and profits. Her coaching style also addresses the ‘real’ reasons results aren’t forthcoming. They are reasons that even her client can’t see until she helps them discover those chokeholds in themselves.
Whilst we provide a coaching framework, we want you to dance within that framework. This is not a linear, rational or dot point process and we dive in and out of the following activities, whilst holding you accountable and shifting the way you think about how you show up.
Gain clarity on who you are selling to, what you are selling and why they will buy from you
Unpack your numbers, get honest about your results and create a baseline from which to pivot
Ensure everyone is singing from the same hymn book and understands the forward direction
Identify your positioning statement, confirm your message to market and create cut-through around what really makes you different
Understand how you are measuring your success and identify whether is it lag indicators or lead indicators and why that matters
Helping you differentiate between the Key Performance ACTIVITIES and your Key Performance INDICATORS, to ensure consistency and the right results
Fine-tuning all twenty-one of your skillset and mindset competencies
Discover new ideas around lead generation, negotiating, prospecting, proposals, questioning, buyer psychology, money and so much more
Declare your outcomes and have someone hold you accountable to 90 day plans for easier execution and implementation
Monitor and create metrics based on evaluations, individual feedback and company dataset
And for those for whom credentials matter, here’s why we suggest you contact us:
We are accredited in the OMG Sales Evaluation and Improvement Assessment tools that provides a proven and science backed baseline, with 95% predictive validity creating a strong focus on sales-centric results, leadership, business strategy and pipeline. We are proficient in screening and pre-hire assessment for recruitment purposes.
Spending two years completing a Diploma in all things coaching – sales coaching, business coaching, life coaching, leadership coaching, NLP and neuroscience proves she has a plethora of coaching approaches and resources to help all her clients become responsible for change in their environment.
Having been a speaker at Anthony Robbins, ‘Unleash the Power Within’ event in Sydney Australia, Bernadette’s presentation resulted in a record breaking 35% conversion of the room to coaching. She has a core belief that having a coach is what catapults someone to success not just having a manager. She is also sales smart!
Finally, as a certified EDISC Facilitator, Bernadette is also able to offer you more options to measure your effectiveness and help you communicate more effectively as well as be able to understand your clients personalities and know how to adapt and navigate in all sales situations.
Ask these rockstar clients and many more!
Thanks you so much Bernadette. For many of the students, this was one of the highlights of their 1st year MBA experience. We thank you so much for the generosity with your time. Best,
Bernadette is a great Sales Mentor and Executive Coach. She really lives by her own words and models in her book “The first sale is always to yourself”. She brings the effortless, quiet, confidence that comes from her deep experience and genuine care in your story.
I would highly recommend working with Bernadette as she is one of the few mentors who truly rolls her sleeves up and cares about her client and their business objectives.
I recommend any sales team get engaged with Bernadette and what she brings to the sales community. Her book, “The Art of Commercial Conversations” is a must read. She is the real deal, authentic and is a genuinely great lady! When you want your team inspired to open up new conversations, connect with Bernadette.
Over the period I have known and worked with Bernadette I have found her extremely instructive and helpful. She is a very driven and committed individual, providing knowledge and experience of value and worth. Her ability to understand, challenge and give insights into the world of being a successful sales person, makes her a great person to work with.
I have worked with Bernadette for a number of months now and her guidance and direction has been key to enhancing the growth of our sales and business.
Bernadette has a realistic outlook towards sales and methods of how to create a positive and successful culture within the sales team. I have found her extremely motivating and her exceptional experience and ability combined, is guaranteed to bring success in any business.