Our Development Processes:
The PAA way looks beyond selling skills. True culture change is a corporate matter so we involve management, examine (and often alter) the existing sales system then work with the sales force in actual skills execution. Once the company is ready, we have tons of proprietary training material falling under each of the categories in our Development Model below and experienced facilitators to deliver. But it’s important to know that no two PAA programs are the same any more than any two companies can be the same. PAA is nimble to our clients’ specific needs.
Click on any part of our Development Model below for more.
Sales Management - Strategic Level
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Does your Senior Leadership Team and Sales Management team have a preplanned map for the future of the sales and customer service department?
Statistics prove that the least formally developed employees in organizations are sales managers. Our focus here is to instill a pro-active mind set to assure sales force planning, sales cycle management, motivation plan design, systematic team building, performance management process, funnel management and culture development.
Sales Management - Tactical Level
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Do your front line Sales Managers truly coach and motivate professionally?
The interactive skills that a sales manager demonstrates with his/her sales people in order to continuously direct their energy are paramount. Some of the areas this learning process builds abilities in are recruiting, in-field assistance, sales person motivation, goal setting, corrective action, setting mutual expectations, sales meetings, giving/receiving feedback, leadership styles, questioning, listening, interpersonal communications and coaching basics.
Sales Force – Key Accounts
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Are your senior sales people left unrefined due to their tenure and presumed abilities?
Even the most seasoned professionals need "batting practice" in fundamentals. This program enhances larger opportunity professionals by maximizing negotiations, leveraging multiple product placements, contact management, conducting thorough needs analysis, strategic account planning and self-motivation.
Sales Force – Specialized
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Do you have a niche sales team that has to service a very specific vertical market that is out of the ordinary?
Often the specialized sales force is in a constant learning curve to understand their customer and, as a result, loses control of the sales cycle. We focus here on managing the sales cycle progress with the customer to educate the customer on the extra value they are getting.
Sales Force - Foundation
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Does your core sales force understand the stages a customer goes through in buying your product and manage this cycle consistently? This group will have instilled the abilities to know where to look for qualified customers, gain entry into the account, probe for need, build a professional proposal, present your product's benefits properly, ask for the business, handle objections and negotiate where necessary. Beyond these basics we emphasize self-management, assignment management, telephone skills, behavior styles, value added selling, consultative selling, relationship building and goal setting. Please keep in mind these skills are developed over time with a combination of lecture, group workshops, role-playing, video taping, action planning, in-field coaching, sales managers reinforcement and follow-up sessions. All programs are customized to the sales team and often down to the individual.
Sales Force - TeleSales / TeleMarketing
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Have you explored the opportunity to reduce your cost of sales by building or developing your telesales force?
This high demand skill set requires telesales professionals to maximize abilities such as overcoming initial resistance, use of a general benefit statement, building rapport quickly, utilizing scripting effectively, development of call option forks, communicating distinctive values quickly, use of questioning effectively, overcoming voicemail/screening obstacles, pre-call and post-call methods to enhance the sale, managing the rejection curve, customer base management, automation use and other fundamental sales role areas.
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Do you see your workforce's attitude toward Customer Service as a profit source?
This is an in-depth process that is designed to reach organization wide. It builds a thorough commitment internally by learning in areas such as the internal order management cycle, creating service climates, getting continuous customer feedback, the service triangle, internal & external customers, moments of truth, critical customer impact points, G.A.S.A. service process (Gather, Analyze, Solution, Appreciation), handling irate customers, measuring Customer Service and customer satisfaction indexes.
PRECISION SALES SERVICES
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Designing a functional compensation plan that rewards the behaviors that align with the company’s strategy is critical. We use a process that does a thorough job of assessing, designing, testing and implementing a complete sales remuneration package unique to your sales force.
Strategic Account Planning
In order to organize your large accounts in a planned and predictable manner, we craft a Strategic Account Plan that will help your account managers approach long term, complex, high potential accounts which becomes a working sales plan for senior sales people
Account Focus/Strategizing Session
We will facilitate a formal process with the large account managers and their team with the express goal of creating the best possibilities for increasing sales in that account. The result is increased, volume, margin an account retention with customer involvement.
Tier One Account Survey
PAA conducts a pointed 3rd party survey with a small number of your most significant accounts with 100% participation and quantifiable feedback that the organization respond to in a measurable way. The payoff is customer commitment to increased sales if their feedback is acted on.
This most neglected, yet most influential corporate demographic needs the highest level of customized one-on-one personal development. We will match the right coach to the most accurate predetermined needs of your senior level people, whomever you determine them to be.
Some regions, business units and teams within your company perform better than others. Those that don’t can use surgical short term intervention of a group of “sales doctors” that will inject themselves appropriately to assess, design and implement the appropriate remedies in order to allow for a resurgence to high performance.
Trade Show Strategy Maximization
Companies that use trade shows as a strategic vehicle for being present in their market often will invest in booths, handouts and sales manpower to present at their tradeshow booth and yet will not train these same people who must connect with the very audience they seek in a trade show setting. Maximize your trade show results by showing your people how to manage a trade show professionally before, during and after the event.
Effective Succession/Career Planning
We can build the format, facilitate the completion and even manage the ongoing updates on an organization's biggest savings tool... its succession plan. How often has your company or department scrambled to fill a seat only to be disappointed with a rushed decision? We can help with an established system of career planning that pro-actively builds your future performers.
Recruitment /Retention Planning
Is turnover a problem? What is the cost of losing one good person? A retention plan may be necessary in order to reverse a negative trend of attrition which can single handedly give your competition the differentiating factor... your people!
Pay for Performance
How often is there a disconnect within an organization's strategies and the way their people are compensated? Can we ask people to get one result while we reward them for another? We can help you design through the complicated intricacies of a compensation plan. We have extensive experience crafting plans that work as an investment long term.
Are your annual reviews just a token exercise that managers do because they "have to" once a year for the file? Our system brings performance management to where it is supposed to be. A way of facilitating daily leadership and growth in our people for attention to performance because of attention to growing people.
Linked Vision/Goal Execution
There is a multitude of causes for the internal struggles for uniform direction. If you need the objectivity, guidance, strength and discipline of an outside group to unify a group of talented leaders then use our experience to orchestrate the effort.