| The
PSP is a three phase, 2 year transformation initiative that combines:
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1.
Tools to improve individual service performance. These tools integrate
with your company’s current structures and systems.
2. A world-class skill-building curriculum that rolls out over three
phases.
3. Group coaching sessions with sales managers to support employees
as they apply new skills.
4. E-versions of the tools, so they can be used on computers or
as printouts.
5. Executive coaching sessions to feed back important insights and
improvement needs which are discovered during training seminars.
6. The Coach’s Toolkit – a complete coaching tool for
sales managers.
7. On-line version of the entire PSP course for easy review and
training of new people.
8. Customization, allowing full integration with your existing systems
and culture. |
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| PROGRAM
OUTCOMES: |
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Revenues per sale, per customer and per salesperson. |
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Margins
by selling at premium prices. |
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Closes
per lead generated. |
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Win/loss ratio. |
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Alignment
of your internal functions, including the gated sales process, the
proposal building process and the presentation planning process. |
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Sales
meeting effectiveness. |
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Ability
to sell solutions that can be delivered – leading to fewer
customer complaints and more customer satisfaction. |
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Synergy between sales and service and between various functions
within value streams. |
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| PHASE
1 – 6 months |
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Offsite
to launch program with leadership team. Management buy-in
is critical to success of program. |
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Executive
coaching with the director/VP of the Group or P&L. 4 coaching
sessions, 90 minutes each, in person or by phone. |
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Impact
Team Meetings: Establishment of steering committee and ongoing
deployment of the initiative. Key focus: Installation phase
of change. |
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PSP
I FLASH training for upper management. A condensed
version of the PSP I course for the executive team. |
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PSP
I training for customer facing employees and managers.
Attended by sales reps and sales managers. This 3-day
course teaches the eight sales tools that comprise the
PSP system. |
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Manager
group coaching by conference call. Five one-hour sessions.
One per month. Focus: Permanent integration of PSP I tools
& skills with existing structure and systems. 5 sessions
for each group. |
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| PHASE
2 – 4-6 months |
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Executive
coaching with the director/VP of the Group or P&L. |
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Impact
Team Meetings continue to steer change process. Key focus: Integration
phase of change. |
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PSP
II FLASH training for upper management. |
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PSP
II training for salespeople and managers. This 2-day course
follows up from the first course and teaches the best known influence,
persuasion and time management skills, specifically for sales professionals
using the PSP system. |
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Manager
group coaching by conference call. Five one-hour sessions. One per
month. Focus: Permanent integration of PSP II tools & skills
into existing structure and systems. |
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| PHASE
3– 4-6 months |
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Executive
coaching with the director/VP of the Group or P&L. |
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Impact
Team Meetings continue to steer change process. Key focus: Institutionalization
phase of change. |
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PSP
III mastery of key skills & tools, and Effective Sales Presentations.
A 2-day course dedicated to intensive practice, coaching and mastery
of the core PSP tools taught in the previous two courses. Plus,
a powerful system that dramatically improves the effectiveness of
sales presentations so they achieve their objectives consistently. |
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Online
training/refresher program for PSP I & II. This program is complete
with video, audio, quizzes and certification. |
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Coach’s
Toolkits introduced and taught during manager group coaching sessions.
Focus: Practice using the Coach’s Toolkit to coach, train and
refresh employees’ skills. |
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