Sales Improvement

There is no successful organization without a successful sale department - period. There are some things organizations can survive without in the short-term but revenue isn't one of them!

Over the years we all have seen "rah-rah" sales programs that focus on gimmicks, buzz-words or short term, carrot and stick motivation. This may sometimes work for boiler-room operations or with donkeys and mules but today's educated, successful, professional sales people must be managed as the valuable, critically important and rare resource that they are.

Two generations of documented research and progress in the applied behavioral sciences have given us new tools to increase the productivity of any sales department and to enhance the job satisfaction of any sales force. Powers & Co.'s comprehensive, organizational approach to sales improvement is comprised of four elements.

1. Assessment and Selection.
Savvy sales managers know that successful sales people are built differently (from a psychological perspective) than successful employees in other fields. Our psychologists know what qualities to look for and how to find them. A lot of things don't show up in a job interview, resume or from references: inhibitions about cold calling, reluctance to ask for a sale or poor motivation to follow through once on the job. Our proven, scientific, assessment skills and process, acquired in over 20 years of management consulting practice, will give your sales candidate one of three clear-cut ratings:

• Highly recommended for sales,

• Recommended for sales with areas that could be improved (those areas are noted).

• Not recommended.

The Powers & Co. sales assessment process has:

• a solid psychometric foundation,

• is validated against actual sales performance, and

• meets all legal and EEOC standards for employment testing.

We help you identify effective salespeople before you make costly hiring, placement or training decisions.

2. Individual Sales Coaching.
Every star athlete has a coach and every star athlete occasionally has a slump. It is no different with successful sales people. With our individual sales coaching program we can determine if there is an issue with closing skills, general sales disposition, initiative, cold calling or follow through (and a multitude of other issues / characteristics). A personalized coaching program is then designed and implemented to bring your sales person back up to speed.

3. Sales Career Development.
Study after study shows the high rate of turnover in sales departments. While improved assessment, selection and coaching programs can reduce this trend, it will never be eliminated. Some sales people aspire to sales management, some burn out on sales but can be productive in other departments and some need to leave the organization. To assist your organization in this area Powers & Co. offers:

• professional coaching: from sales person to team leader to sales manager.

• career coaching: into other internal job opportunities.

• outplacement: short-term professional career coaching to assist your ex-employee make a swift, professional job transition.

4. An inspiring, interactive keynote for your next sales conference.

"The Low-Stress Path to Super Sales:
Becoming the Genuine Salesperson!"

There are many keys to becoming a high-producing, genuine salesperson. Among them are: respect for self and prospect, understanding of self and prospect, genuine belief in self and product, and guileless presentation are among them . This upbeat, interactive presentation will help your sales team acquire the skills that will make them the those rare salespeople that customers seek out.

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30 Ledyard Street, Wellesley, MA 02481
Phone: (781) 237-0550 • Fax: (781) 235-5721 • Email: drpaul@drpaulpowers.com