Phone: +44(0)1442 849999 | Email: solutions@mentorgroup.co.uk

Sales Transformation

Our differentiation in the market place is the ability to produce sales transformation solutions. Our passion, focus and expertise fall into three areas within sales transformation.

Our passion, focus and expertise fall into three areas within sales transformation. Our differentiation in the market place is the ability to produce sales transformation solutions to meet client’s needs focused around business growth, by connecting data to insights, and then insights to actions.

 

 

We achieve this by using behavioural change (part of EQ), technology (part of IQ) and a powerful sales management process (part of XQ), all of which are measurable and sustainable across the three areas of Sales Mastery, Sales Management and Sales Analytics & Dashboards.

The 3 Dimensions of Sales Transformation

This new way of working is all about looking at sales, and particularly the role of the Sales Manager, from 3 dimensions.

 

These dimensions are what we call EQ, IQ and XQ and when put together form the formula for powerful sales performance and highly successful sales transformation and are central to Mentor Group and our 3D Sales Transformation® solution.

 

EQ

Our ability to lead, motivate and coach people and teams to higher performance.

 

IQ

Focuses on our ability to interpret data that creates insights which ultimately lead to high performance actions.

 

XQ

Develops the heartbeat and power of best practice sales management processes and actions on a regular cadence.

 

All of which delivers sales management impact at an individual, team and organisational level.

Sales Mastery

Sales is changing. Buyers know more about the solutions offered by companies than ever before which means sellers have to be more agile and proactive to gain early entry in the customers buying cycle. At Mentor Group, we work with sellers who are at every stage of their sales career. We focus on how they can develop their mindset, skillset and toolset to become successful.

 

Typical areas we focus on are:

Storytelling​

Storytelling​

To develop the skills and capability to conduct early ‘story-based’ sales conversations with executive buyers that excite and energize them to action.

Sales Essentials

Sales Essentials

To develop foundational sales mindset, skillset and toolset to enable sellers to create and win new opportunities in existing and new client accounts.

Demand Generation

Demand Generation

Hunting New Business

Hunting New Business

To develop seller capability to be able to bring new ideas and insights to target new business.

Key Account Management

Key Account Management​

To help sales people understand their key clients better, and position themselves to find and win more new opportunities. 

Negotiation and Influencing

Negotiation and Influencing

To develop skills and behaviours around effective negotiation to reach a win-win outcome in both external and internal negotiations.

Disruptive selling

Disruptive Selling

To develop seller capability to gain meaningful insights that inform, challenge and energize prospects to action through early engagement.

Our solutions are delivered across in many different ways such as face to face workshops, virtual instructor led workshops and through digital learning assets through our Digital Learning as a Service (DlaaS) proposition.

Sales Management

High performing sales managers and leaders are a critical success factor in the performance of individuals, teams and organisations. This is because sales managers play a pivotal role in coaching for performance and development to ensure sustained results and the attraction and retention of key talent. Mentor help sales managers and leaders develop the mindset, skillset and toolset to be great leaders.

 

Typical areas we focus on are:

Sales coaching mastery

Sales coaching mastery​

To develop the mindset, skillset and toolset of managers to confidently coach their sellers to higher levels of performance and development.

Sales leadership skills​

Sales leadership skills​

To develop the skillset, mindset and toolset of sales leaders in the areas of coaching and sales tools optimisation to drive increased predictability in pipeline and seller performance sustainably.

Leading virtual teams​

Leading virtual teams​

To equip participants with the tools and techniques to develop and manage virtual and remote teams.

Managing stress and wellbeing

Managing stress and wellbeing

Best practice sales management system ​

Best practice sales management system ​

Our solutions are delivered across in many different ways such as face to face workshops, 1:1 coaching, virtual instructor led workshops and through digital learning assets through our Digital Learning as a Service (DlaaS) proposition.

Sales Analytics and Dashboards

Data and the interpretation of data is a key part of the modern world we live. CRM systems such as salesforce.com and MS Dynamics contain a wealth of information that will help sellers and sales managers identify the right activities and metrics to focus on to drive sustainable sales performance. At Mentor Group, we help you make sense of that data.

 

Typical areas we focus on are:

Aligning sales dashboards to a sales blueprint

Aligning sales dashboards to a sales blueprint

Aligning sales dashboards to a sales management system

Aligning sales dashboards to a sales management system

Structuring dashboards to quickly provide meaningful information to support coaching conversations

Structuring dashboards to quickly provide meaningful information to support coaching conversations

KPI development (lead and lag)

KPI development (lead and lag)

These areas are achieved by engaging subject matter experts in CRM and sales dashboards to give you the information you need to run your business with higher levels of productivity and performance.