ALESSANDRO STARITA

SALES DIRECTOR - ORACLE


I am sure that the brilliant sales results of my team are mainly due to the new sales and management approach I developed thanks to the Coaching I did with Maxim

Sales Solutions


We support different roles in Sales

SALES REP
SALES MANAGER
SALES DIRECTOR
HIGH IMPACT SALES LAB SALES COACHING LAB SALES COACHING
1 DAY QUICK WIN SALES TEAM ALIGNMENT

HIGH IMPACT

Sales Coaching Lab

OBJECTIVE Maximise performance, developing manager-coach skills
BENEFITS Select Sales Reps (with higher ROI) to focus on
Manage coaching sessions effectively
Efficiently manage low performers
PARTICIPANTS Sales Managers (in group)
DURATION Smart Version - 6 half days (1 meeting a month)
Extended Version - 6 days (1 meeting a month)
STEPS SMART EXTENDED

GOAL SETTING Definition of the development targets with the Client
Fostering Sales Managers engagement and definition of individual development goals
Definition of the challenges Sales Managers have with their Sales Reps

LAB Group Coaching of real cases (i.e. challenging Sales Reps) following a problem-solving process (in which each Sales Manager is supported by his colleagues, facilitated by the Coach)
Experience of a selection of Maxim tools applied to specific development goals:
ROI Matrix, defining which Sales Reps to invest in first
Coaching Attitude, developing a coaching approach
Coaching Pact, engaging Sales reps in the coaching process
Coaching Flow, practicing the different stages of the coaching session
Coaching Tools, applying different methods of training
Coaching Check, monitoring progress on the job
Critical Case Mgmt, managing efficiently low performers
Monitoring progress after on the job implementation

RESULT CHECK Self evaluation of results
Embedding of lessons learned
Checking results with the Client at mid- and end-of-program

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