The Sales Team forms the crucial lynchpin between strategic branding and customer satisfaction. Different businesses have differing demands of their team. Our specialised sales coaching programs are designed to leverage their current skills to deliver the specific results that will energise your team, and your business.

We are most often called in to support a division or business when it starts to experience:

• Underperformance, through individuals not meeting sales targets or the overall business now achieving revenue or billable hours outcomes
• Disaffected clients, where the cost of delivery exceeds the sale price, or write-offs grow, due to misaligned expectations
• Short-term focused individuals who don’t source or manage sustainable clients
• A loss of brand recognition, either through internal dilution of your core message or external activity including new or growing competition

Dedicated Sales Team

Not every business has a team solely focussed on sales. For those that do, the Shirlaws Sales Coaching is designed to upskill their sales staff to:

• Better position the business’ product or service offering.
• Improve conversion rates.
• Reduce lag times.
• Improve retention and cross-selling success, and
• Increase lead referrals.

The Sales Coaching process will provide focussed and practical material to improve a range of Sales skills, including:

• Shifting from a short-term, transactional focus to building lasting relationships with repeat customers.
• Opening the Sales Funnel, and efficiently managing clients through to a sale.
• Training in a consistent sales process, to ensure your business projects a consistent message to the marketplace.
• Setting expectations with clients and providers, so that client satisfaction is ensured.
• Developing KPIs and sales targets that energise your team and deliver the commercial outcomes your business deserves.

Small and Medium Business

For many small and medium business owners, Sales is just one of many responsibilities they or key team members need to find time for.

Sales coaching for SME individuals and partnerships usually addresses sales within the needs of the overall business. For many people, the first outcome is giving them more time so they can do more of what they want in their business, while still working towards their vision.

Professional and Technical Services Firms

Almost every Professional or Technical Service firm in Australia – from legal and accounting to town planning, architecture and IT – has in place an “Accidental Sales Force”. These are highly qualified, client-facing team members with an in-depth understanding of their technical product or service, but with mixed sales skills. Sales Coaching, leveraging our sales training workshops or as part of ongoing business coaching, encourages individuals to develop their consultative selling skills, which involves better listening to the customer, understanding their needs whether technical, organisational or personal, and presenting appropriate solutions to meet those needs.