87% of the effect of traditional sales training dissipates and dies over a 3-month period (source Huthwaite Int.). Whilst the sales-mind content is very different from traditional sales training, we recognise that even the best content needs reinforcing. To affect any change McKinsey Consulting Group define a term named ‘pivotal role’: The role that is pivotal to the success of any project. To us, in the context of the sales-mind approach, this is represented by the sales management role.
The sales-mind programme ingrains responsibility within individual delegates for their own development and behaviour. However, we acknowledge this could only be helped by providing a coaching guide or playbook for the sales management teams.
The sales-mind management playbook introduces a series of exercises supporting and aligned to the key sales-mind recurring themes and modules. The sales manager can use this in their 1-2-1 coaching sessions and sales meetings.
The playbook comprises of 60 pages depicting 19 different exercises. Each exercise is broken down into 5 stages:
QR codes are available in the playbook to download supporting worksheets, blogs and videos.
If you are interested in learning more about the sales-mind approach to enhancing sales team focus, resilience and motivation please contact us at firstname.lastname@example.org.