The Challenge
The challenge was to improve the efficiency and effectiveness of the process Nortel´s new product development team follows to get support from key stakeholders throughout the company. If the process can be improved, and the selling skills of the team polished, Nortel could anticipate better results.
The Solution
The objectives of our program to meet this challenge were to:
- Map out the sales process.
- Create sales collateral for each step of the sales process. including a standard "what we do" presentation.
- Improve the interpersonal selling skills of each team member.
- Integrate the selling skills with previously acquired presentation skills, negotiating skills and MBTI social styles.
Here is how we met these objectives:
Mapped out the sales process
We facilitated a half-day meeting during which we identified key steps in the sales process, the objectives at each step, skills needed to accomplish the objective, and the specific needs of the four types of Buying Influences. (End User, Advocate, Technical Influencer, and the Economic Influencer.) Results of this meeting were a completed chart of the process, documented on flip charts.
Created sales collateral
We facilitated a half day meeting to outline the objectives, content, format and style of the sales collateral for each step. Included were print and electronic versions. Results of this meeting included an Action Plan to get the sales collateral produced.
Developed their sales skills
We custom-designed a one-day course to develop the skills critical for success at each stage of the sales cycle. Skills included rapport-building, listening and probing, overcoming objections and closing. Where opportunities were presented, we reinforced persuasive presentation skills and negotiating skills. Fifty percent of "class" time was in role-playing, followed by constructive feedback to improve performance.
Applied and reinforced learning
During a half-day session, we coached the team to apply the sales cycle and role-played the skills around a specific immediate project.