Q1. What percentage of your salespeople’s underperformance would you attribute to their mindset and behaviours versus a weakness in their sales skills or the opportunities they have?
Q2. What percentage of your time or money do you spend on improving the mindsets and behaviours of your salespeople?
If you answered, ‘medium to high’ to Q1 and ‘low’ to Q2 you are not alone.
Traditionally, sales training has focused on processes and methodologies but offered little to nothing on tackling one of the single largest contributing factors to sales underperformance: Mindsets and Behaviours. As a result, salespeople can rigorously follow processes, have deep product/customer knowledge and good sales skills but can lack the mindset needed to successfully overcome the obstacles they encounter as they strive to achieve their targets.
The Mindful Seller is designed to directly address this performance gap. It equips sellers with simple checks and tools that allow them to proactively manage the unhelpful thoughts and behaviours that prevent them from performing at their best.
Inspired by the Chimp Paradox model - the best-selling personal development book in the past 5 years, used by Olympic Gold winning athletes such as Sir Chris Hoy and Sir Bradley Wiggins - The Mindful Seller has been carefully constructed to address the specific needs of those working in sales. It is designed to help sellers understand how their mind works, what is compromising their efforts to succeed and most importantly, what they can do to stop it. Drawing on the course creators’ 20+ years’ experience in complex sales, The Mindful Seller translates the principals of the Chimp Paradox to the daily scenarios experienced in high-growth sales environments and reveals the practical ways the model can improve sales performance.
Your Mission:
As a sales manager, you are accountable for two objectives: 1. Deliver the results that are required today and 2. Tackle the emerging obstacles that must also be addressed today if the future growth is to be achieved. You must carefully balance managing the now with preparing for the future.
Your Challenge:
But with so much of your time consumed by the challenges of the here and now, how can you find the time and energy to look ahead? How can you stop your time being drained by fire fighting and the Groundhog Day conversations on how to overcome the predictable obstacles that appear in sales management?
The Solution:
The answer lies within the most powerful resource you have access to right now, your team. As a manager you have the most direct influence on the capability of your team and the contribution it makes to your business’s performance, now and in the future. The primary difference between managers who feel their daily efforts propel them towards their targets and those who feel their energy is drained with little progress to show for it, is their ability to unlock the full potential of the individuals in their teams. Unlocking this potential is the only sustainable way for a manager to free themself from the gravitational pull of daily operational problem solving, and to reclaim the thinking time needed to lead their team triumphantly towards its goals.
So, how can you succeed in unlocking your team’s potential? The answer is to adopt a coaching style to your leadership. Adopting this style of leadership requires a shift in what you believe it means to be a manager and what you believe those around you are capable of, and this course shows you how to do just that.
Who Is It For?
This course is for Sales Managers who want to improve their people development capability by integrating a Coaching style to their leadership. It helps managers
who need their team members to step up their ability to take on increasingly demanding levels of performance and responsibility.
Course format
This course is built on a foundation of professional Coaching industry learning that has been tailored to a sales environment.The course consists of a combination of introductory self-directed study and a 2-day instructor led training which can be delivered in classroom or virtually. Group exercises are used on both days to increase confidence in Coaching practice.
Learning Objectives
On completing this course, you will:
• Understand what a Coaching style of leadership is and how it improves sales performance
• Have the knowledge, skills, and models you need to Coach with impact
• Understand the people factors that enable or derail Coaching success
• Recognise when Coaching is not the right approach and the best alternatives
• Understand how to develop motivation and commitment to change in team members
• Know how to prioritise your coaching input for maximum impact on your goals
• Know how to provide impactful feedback and measure the results of your Coaching input
The Mindful Seller was created in 2018 to focus on its founder’s passion for personal development. Its mission is to help sellers exceed their self-limiting expectations and achieve their new personal best.
The Mindful Seller’s founder, Angela, gained her experience by working for over 20 years in high-growth Fortune 500 and Aim Listed technology companies, such as CA Technologies, Ideagen, Lockheed Martin and Leidos; developing new business revenue streams from software, IT professional services and management consultancy sales.
Angela has a strong personal track record in new business sales growth, sales leadership, sales skills development, performance coaching and strategy development. Her sector experience includes: Healthcare, Life Science, Public Sector, Oil & Gas, Utilities and Not-for-Profit.
Through the Mindful Seller, your organisation can access the broad range of expertise Angela gained working at all levels of successful sales organisations, in a way that is flexible and tailored to your situation and needs. The Mindful Seller’s customers range from start-ups to established midsized companies, whose revenues range from £2m to £50m, employing from 5 to over 100 professional sellers.
Sales Support Services
The sales support services offered below are designed to help your organisation answer the key questions which strongly influence the levels of sales performance achieved in a business.
• Do you and your team have the mindset and behaviours needed to succeed? (Coaching)
• Do you and your team have the skills and knowledge required to succeed? (Training)
• Do you have the best plan, structure and resources to deliver success? (Strategy)
Sales Coaching
If you are implementing difficult changes or reaching for ambitious goals that are stretching you and forcing you to adopt a new approach, then coaching can help you. Coaching offers tailored support targeted at the specific challenges you face when striving to reach your goals.
Sales coaching focuses on the goals you are trying to achieve and the obstacles getting in your way. Through one-to-one sessions you will unlock the thinking and actions needed to remove your blockers and accelerate progress towards your goals. Coaching sessions are delivered in person or remotely and at a frequency that supports the pace you need to move at.
Sales Training
Do you need to develop the sales skills required to successfully create and win opportunities in a way that is scalable and in-line with your long-term goals? Then sales training might be the answer.
Effective sales training starts by identifying the development needs for your team based on your sales strategy objectives and the risks relating to knowledge and skills gaps. For example, to achieve double the growth in new customer acquisitions, Company X identifies it must shift from reactive to proactive selling - a known skills gap. This skills gap is used to tailor a training plan focused on how to prospect and use the Company X value proposition to generate leads and acquire new customers.
Based on an initial training needs analysis, a tailored training plan is designed to meet your specific needs; training that combines the theory and practical skills required to succeed in sales.
Example Courses: Sales Mindset and Behaviours, Formal Sales Methodologies, Sales Process, Opportunity Qualification, Uncovering Need and Building Value, Account Planning and Negotiating.
Sales Strategy
If you are responsible for growth in your business and questioning where to invest your limited resource and money for the best long-term return, then sales strategy might be the place to start. Whether you are starting with a blank page or a fully formed and functioning strategy, an objective and independent perspective can help identify previously unconsidered risks and opportunities. This approach combines your subject expertise with a methodical review framework; delivering practical recommendations and fast-track plans for implementing change and getting to value quickly.
Not sure what you need?
Contact Angela to discuss what is on your mind in a free introduction call.
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One key learning point that has stuck with me is to think at the end of the day, can I honestly say I did my best today. If not, why not, and how can I improve for the next day.
The course helped me in my own thinking; it has also allowed me to better understand my teams’ behaviours, including what drives them and the negative thoughts that may be hindering their performance.
I know many of my colleagues also found it particularly helpful and relevant and were inspired to put it into practice and achieve beneficial changes to their behaviour that they previously believed were inherent or unchangeable.
