Short-term Solutions   |  Executives  |  Managers  |  Sales Representatives

Focused Training Solutions for Sales Managers

SPQ Gold® Testing

One of the reasons we created Leadership Selling™ was to increase a sales representative’s goal and motivation level while decreasing their sales reluctances. While Leadership Selling™ is effective in accomplishing this, many teams would also like a selection tool to help them determine who already has high levels of motivation and goals, while also having low levels of reluctance.

While other assessments measure a salesperson’s personality, we believe those tests are valid at just that—measuring personality. The problem with personality assessments is that they are not true pictures of a salesperson’s motivation, goal level, and sales reluctances. What you need is SPQ Gold®, the test that will give you a true picture of those factors, and help you take the guesswork out of hiring.

We are a licensed distributor of the SPQ Gold® Test, which means we can administer the test and also provide you with a personalized evaluation of your results. Contact us today to learn more about this assessment tool, and how it can help your company.

What are sales reluctances, and why do they matter?
A sales reluctance is a fear—often a subtle fear—that we have about some aspect of selling. Having one is nothing to be embarrassed about—all professions have fears attached to them. Successful people are the ones who learn to manage these fears.

In order to neutralize our fears and turn them into positive forces, the first step is to understand them. Otherwise these fears, or sales reluctances, can interfere with our natural selling ability and keep us from achieving the level of success we deserve. The exciting thing about understanding and overcoming sales reluctances is that conquering fear enables you to explore new frontiers of potential.

Whether or not someone can overcome their reluctance depends upon their motivation and goal levels, as well as the level of their reluctance. And it’s important to be able to measure these factors when hiring your sales associates. Contact ShoreSelect today to find out how the SPQ Gold® Test can help you take the guesswork out of hiring.

 

Video Shop Coaching

Are you considering purchasing video shops, but are unsure about the best way to use them? Do you already have them, but are worried about showing them in fear of demoralizing your already-struggling sales team?

One of the biggest challenges in a salesperson's development is developing a self-awareness of the behaviors that they are actually doing. There is a disconnect between what someone knows and what someone does. And that’s why Video Shop Coaching is a vital and necessary tool for the improvement of your sales team.

Video Shop Coaching is one of the most influential experiences a sales representative can have when it comes to behavioral change. However, whether or not the experience is a good one depends upon their coach. Coaching a salesperson can be incredibly helpful, or it can be demoralizing. So it's crucial that you learn the right way to guide your team through their Video Shop experience.

The best way to learn the correct method for coaching through Video Shops is to learn from example. Let a ShoreSelect trained facilitator coach alongside you, and show you how to maximize your Video Shop investment. ShoreSelect will first show you how to coach, and then provide you with feedback as you practice your new skills. By the end of the day you will have learned:

• A style of coaching that leaves your sales representatives motivated to change, rather than discouraged.
• A system of ranking the highest priorities of each sales representative's development.
• A six-week, personalized coaching follow-up plan to extend the life of the Video Shops.

 

Leadership Selling™ for Coaches

Leadership Selling™ for Coaches is for Sales Management whose teams are going through the Leadership Selling™ program.

Participants learn a 6-step process for coaching their sales team in the field. This process can be used to tackle sales challenges, and the end result is increased motivation, purpose, and most importantly more sales.

Each participant receives a weekly lesson that corresponds to the sales representative's lesson.

Some of the concepts learned are:

• Coaching using a registration card.
• Sales pipeline management.
• Coaching each step of the sales process.
• How to increase the motivation levels of the sales representative.
• Ranking coaching priorities based upon highest return.

Each coach will work simultaneously on their own leadership skills through customized lessons based upon their unique situation, experience and challenges. 

Jason Forrest will personally coach them over the phone every week during Leadership Selling™. Each coaching session will last approximately 60 minutes.

 

New Sales Manager Orientation and Six Weeks of Follow-up

Harvard Management Research states that new managers have 90 days to prove themselves to their organization. The actions a new Sales Manager takes in these first three months will largely determine whether he or she will succeed or fail in the long-term.

Our Orientation Program will take new Sales Managers into depth concerning vital parts of their job that are needed for success as both a manager and a leader.

The topics covered will be:

• How to Become an Effective Leader
• Sales Coaching for Lead Conversion
• How to Provide Complete Sales Training
• How to Build a Winning Team
• How to Lead a Sales Meeting
• Discipline in Sales Management
• Managing Your Time
• Creating a Motivational Environment
• Compensation, Contests, and Incentives
• On-Site Coaching
• Human Resource Concerns and Focus Points