Sales Culture

Our proprietary Sales Effectiveness Model has helped many firms determine where to focus in order to unlock new revenue. We partner with you to review our Eight Factors of Proven Success and to help you integrate more successful approaches into your existing company practices. We understand the importance of creating an environment that fosters comfortable and consistent sales growth, and we work within your existing structure to implement a strategy and tactics to leverage your best avenues to success.

Messaging Matters

Even the best marketing materials can’t help you sell if they aren’t used effectively. We can work with you to develop unique messaging designed to set you apart in a crowded market, then review your current support materials for recommended additions and changes.

Skill Development

Even the salespeople with the most experience and the biggest pipelines can hit a dry spell. Are they qualifying most effectively? Do they know how to ask the right questions to have the prospect admit a need? Do they exhibit sales savvy without being pushy or intrusive? Whether it’s someone new to sales, or someone who has been selling for 30 years, everyone learns tips and techniques from us they can use right away. We are both strategic and practical and can deliver training, coaching, and ongoing reinforcement.

“Over the past 4 years, we’ve worked with The Collaborative to help us refine our sales process, training and messaging and growth coaching for many of our advisers. Bev and her team are highly experienced, results driven and always exceed our expecations. With this successful history, it’s easy to enthusiasticly recommend to others The Collaborative’s expertise and support.”

—Sheri Smith, Vice President
United Capital Financial Advisers

SALES Effectiveness programs

Sales Training

Whether your team is filled with seasoned, savvy experienced salespeople or newbies just learning the ropes, we have programs and learning opportunities that fit every need. Our programs are actionable and customized to your team, your environment and your needs. Behavioral selling is at the cornerstone of every program we deliver, making our sales training almost universally applicable to any industry.

We teach your team to learn how to sell behaviorally and more effectively. We focus on qualification, shortening the sales cycle, bringing opportunities to closure, active listening, consultative questioning and much more. Tell us where your team could do better or capitalize on new opportunities and we’ll deliver a custom program designed around your needs.

Sales Coaching & Mentoring

Training can be extremely effective when designed and delivered well, but there is no replacement for one-to-one or group coaching. Our approach is to identify the Desired Outcomes for the salesperson and then to uncover obstacles to success.

All coaching is designed around our proprietary S.H.I.F.T.® program. Because we have sales and sales management backgrounds, we are often able to jump in and help move a specific deal forward, help plan for an important meeting or presentation, and offer tips and ideas for greater success. We are results-based in all we do, and we coach to success metrics.

Leadership Coaching

It’s often a truism in sales that the most successful person who is closing the biggest deals gets anointed the sales leader or manager at some time. They know how to be successful—for themselves. Often they don’t know the secrets to helping someone else become successful. It’s not enough to say, “Do it like I did it.” Instead good leaders know how to design development around each person’s needs and style.
We work with leaders as a group and one-to-one to help them learn to be the best coaches and mentors they can be—and in doing so, increase sales effectiveness for the entire group.