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Mentoring success story no.4:

How to make your sales team more accountable

A. What was the problem?

Sales people can seem like aliens. Line managers are frequently uncertain about the optimal way to keep their team members motivated in what can be a repetitive role. Gigantic egos and frequent disappointments need to be appropriately managed. The problem here was rooted in lack of process, inconsistently applied use of their CRM system plus a woefully lack of accountability, which had led to complaints about what their well-remunerated people were actually doing each week.

B. How can desired long-term results be achieved in such a short time?

My holistic approach provides a menu of options for those involved to pick and choose from, underpinned by great deal of experience of working with over 350 leaders and supported by the 1,700-page leadership manual that I have written over many years.

Step One is to ask good questions and listen carefully to the answers. Root issues underpinning sub-optimal performance and/or lack of accountability are rarely straightforward, which usually benefits from careful handling by an experienced professional with a proven track record in running a sales team.

Step Two is to evaluate a candidate’s core strengths and weaknesses, which may be different to those widely perceived.

Step Three is to provide an armoury of advanced communication and self-empowerment techniques so that he/she can become decisive about how they can deliver true value to their organisation, plus how to turn down opportunities that would take too much time when weighed against potential benefit. Working holistically, I typically devise eight behavioural themes for development over the four ‘live’ sessions that the candidate goes on to score and prioritise as one part of Session One.

C. How long does it take and what is the investment necessary?

First one-hour ‘pre-session’ is delivered at no cost to your organisation, without cost or obligation, subject to location.

Eight hours of mentoring – that’s one two-hour session paced four weeks apart. Inter-session ‘homework’ is rarely set apart from the need to read approximately 30-pages of bespoke notes issued after each session.

Candidates are banned from taking their own session notes as it distracts them from the all-important thinking part.

Investment in four x two-hour sessions over a four-month period is £995+VAT per session, so £3,980+VAT in total, plus travel at cost if outside greater London.

D. My post-assignment promise 

Success rate is consistently high. However, I don’t helicopter in (ie eight hours and that’s it) and run to the hills once the four coaching sessions have ended. On conclusion of the four-session programme I go on to offer unlimited support by telephone or email for up to ten years, up until I think an extra session would be more beneficial – triggered just once by me when a candidate decided to quit their profession to become ordained.

Schedule a 30-minute meeting, at no cost to you and without obligation:

Schedule a 15-minute telephone, without obligation:

Email robin.johnson@ovationxl.com – Mobile 07774 415561