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TSC Measureable results in under 100 days...GUARANTEED

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Les Bailey
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©	
  The	
  Sales	
  Coach	
  2016
Learn	
  more	
  about	
  our	
  proven	
  
approach	
  to	
  sales	
  
transformation	
  that	
  gets	
  
measurable	
  results	
  in	
  	
  	
  	
  	
  
under	
  100	
  days.
“Measurable	
  Results	
  within	
  
100	
  days	
  …	
  GUARANTEED.”
Our	
  Approach
We	
  have	
  a	
  fundamental	
  belief	
  that	
  an	
  effective,	
  long-­‐term	
  sales	
  transformation	
  
takes	
  place	
  over	
  time	
  and	
  must	
  be	
  integrated	
  into	
  the	
  business	
  as	
  a	
  whole.	
  
There	
  are	
  no	
  shortcuts	
  or	
  silver	
  bullets.	
  It	
  is	
  a	
  change	
  management	
  approach,	
  
that	
  deeply	
  embeds	
  new	
  behaviors,	
  and	
  establishes	
  a	
  common	
  set	
  of	
  skills	
  and	
  
tools	
  for	
  sales	
  teams	
  to	
  use	
  in	
  all	
  client-­‐facing	
  interactions.	
  
In	
  most	
  cases,	
  training	
  alone	
  will	
  not	
  have	
  a	
  long-­‐term	
  impact	
  on	
  individuals	
  or	
  
organizations.	
  That	
  is	
  why	
  we	
  strongly	
  believe	
  that	
  successful	
  sales	
  
transformation	
  programmes	
  incorporate	
  the	
  following	
  elements,	
  in	
  this	
  order:	
  
©	
  The	
  Sales	
  Coach	
  2016
1.	
  Focus	
  on	
  the	
  desired	
  Outcome.	
  
Effectively	
  beginning	
  with	
  the	
  End	
  In	
  Mind.	
  
At	
  the	
  end	
  of	
  the	
  designated	
  programme,	
  
what	
  results	
  will	
  signify	
  our	
  joint	
  success?
2.	
  Enable	
  the	
  sales	
  professionals	
  involved.	
  
Based	
  on	
  the	
  business	
  outcome	
  we	
  are	
  
trying	
  to	
  achieve,	
  design	
  a	
  programme	
  of	
  
learning	
  specifically	
  for	
  this	
  purpose.
3.	
  Coach	
  all	
  participants	
  to	
  ensure	
  that	
  
they	
  are	
  proficient	
  with	
  the	
  new	
  skills	
  and	
  
tools	
  involved.
4.	
  Measure	
  the	
  results.	
  Success	
  is	
  measurable	
  and	
  we	
  work	
  together	
  to	
  discuss	
  
and	
  agree	
  the	
  measurement	
  areas	
  including	
  early	
  indicators,	
  business	
  results	
  
and	
  knowledge	
  retention.
Every	
  engagement	
  is	
  different	
  and	
  we	
  will	
  work	
  with	
  you	
  to	
  assess	
  your	
  current	
  
capabilities,	
  discuss	
  your	
  challenges	
  in	
  detail,	
  and	
  recommend	
  a	
  suitable	
  course	
  
of	
  action,	
  either	
  with	
  us,	
  or	
  with	
  alternative	
  partners.
-­‐2-­‐
1.	
  Outcome
As	
  success	
  is	
  measurable,	
  we	
  start	
  by	
  focusing	
  on	
  the	
  key	
  business	
  metrics	
  that	
  
need	
  to	
  change,	
  and	
  in	
  turn,	
  indicate	
  the	
  success	
  of	
  the	
  overall	
  programme.
We	
  work	
  collaboratively	
  to	
  help	
  define	
  where	
  you	
  are	
  today,	
  where	
  you	
  need	
  to	
  
get	
  to,	
  i.e.	
  the	
  business	
  outcomes	
  and	
  changes	
  that	
  you	
  want	
  to	
  bring	
  about.	
  
We	
  have	
  an	
  established	
  consultative	
  approach	
  and	
  readiness	
  assessment	
  that	
  
will	
  quickly	
  define	
  the	
  direction	
  and	
  shape	
  of	
  the	
  assignment.
We’ll	
  first	
  review	
  your	
  overall	
  business	
  situation	
  and	
  challenges,	
  get	
  a	
  good	
  
understanding	
  of	
  your	
  sales	
  organisation,	
  processes	
  and	
  tools,	
  and	
  engage	
  with	
  
sales	
  and	
  business	
  leaders	
  to	
  understand	
  your	
  specific	
  sales	
  issues.
©	
  The	
  Sales	
  Coach	
  2016
Sales	
  issues	
  are	
  typically	
  problems	
  to	
  be	
  
solved,	
  results	
  to	
  be	
  achieved,	
  or	
  a	
  
combination	
  of	
  the	
  two.
Next	
  we’ll	
  undertake	
  a	
  50	
  point	
  capability	
  
assessment	
  to	
  determine	
  the	
  strengths	
  
and	
  weaknesses	
  of	
  your	
  sales	
  people.	
  
We’ll	
  also	
  use	
  your	
  sales	
  KPI’s	
  and	
  
performance	
  review	
  data	
  if	
  it	
  is	
  to	
  hand.
This	
  level	
  of	
  understanding	
  enables	
  us	
  to	
  
agree	
  the	
  success	
  measures.
Success	
  measures	
  will	
  typically	
  involve	
  the	
  longer-­‐term	
  KPI’s,	
  e.g.	
  an	
  increased	
  
win	
  rate,	
  better	
  penetration	
  of	
  key	
  accounts,	
  success	
  in	
  opening	
  new	
  accounts.	
  
These	
  are	
  the	
  ‘lag’	
  measures	
  that	
  will	
  determine	
  our	
  success.	
  In	
  addition	
  we’ll	
  
consider	
  the	
  ‘lead’	
  measures,	
  the	
  early	
  indicators	
  of	
  success	
  and	
  change.
With	
  lead	
  and	
  lag	
  measures	
  agreed,	
  we	
  can	
  discuss	
  the	
  resources	
  you	
  will	
  
allocate	
  to	
  the	
  programme	
  (budget,	
  people,	
  time)	
  and	
  start	
  to	
  build	
  a	
  solution	
  
that	
  meets	
  your	
  needs.
-­‐3-­‐
2.	
  Enable
Based	
  on	
  the	
  initial	
  readiness	
  assessment	
  and	
  the	
  agreed	
  aim	
  of	
  the	
  
programme,	
  we	
  can	
  start	
  to	
  design	
  a	
  unique	
  programme	
  tailored	
  to	
  your	
  needs.	
  
The	
  objective	
  of	
  this	
  stage	
  is	
  to	
  design	
  and	
  deliver	
  an	
  enablement	
  programme	
  
that	
  can	
  include	
  classroom	
  based	
  learning;	
  remote	
  learning;	
  field	
  based	
  
practice;	
  1:1	
  coaching;	
  group	
  coaching;	
  leader	
  coaching;	
  skills	
  assessments;	
  
skills	
  clinics;	
  and	
  major	
  deal	
  coaching	
  sessions.
We	
  know	
  that	
  sales	
  people	
  prefer	
  field-­‐based	
  work	
  and	
  ongoing	
  coaching	
  
support	
  to	
  classroom	
  based	
  learning,	
  and	
  we	
  work	
  hard	
  to	
  strike	
  the	
  right	
  
balance	
  and	
  combination	
  to	
  maximize	
  results.	
  
©	
  The	
  Sales	
  Coach	
  2016
Classroom	
  sessions	
  are	
  designed	
  to	
  be	
  
highly	
  interactive	
  and	
  based	
  around	
  real	
  
market,	
  client,	
  or	
  customer	
  situations.	
  
Skills	
  and	
  tools	
  are	
  learned	
  and	
  practiced	
  
in	
  a	
  safe	
  environment	
  that	
  simulates	
  real	
  
customer	
  and	
  client	
  challenges.
Field-­‐based	
  work	
  and	
  coaching	
  is	
  carefully	
  
designed	
  to	
  embed	
  the	
  use	
  of	
  the	
  skills	
  
and	
  tools	
  and	
  to	
  re-­‐inforce	
  learning	
  on	
  a	
  
weekly	
  basis.
Content	
  typically	
  includes	
  the	
  foundation	
  mindsets	
  of	
  Client	
  Centricity,	
  Curiosity,	
  
Social	
  Awareness,	
  and	
  Self-­‐Development,	
  plus	
  the	
  skills	
  and	
  tools	
  required	
  to	
  
drive	
  your	
  desired	
  business	
  outcome.
Finally,	
  the	
  learning	
  content	
  and	
  programme	
  design	
  is	
  undertaken	
  to	
  meet	
  
agreed	
  budgets,	
  leverage	
  available	
  resources,	
  deliver	
  measurable	
  results	
  in	
  
under	
  100	
  days,	
  and	
  enable	
  sustainable	
  change	
  in	
  your	
  sales	
  team.
-­‐4-­‐
3.	
  Coach
The	
  case	
  for	
  including	
  coaching	
  as	
  part	
  of	
  a	
  programme	
  is	
  immense.	
  There	
  is	
  a	
  
ton	
  of	
  research	
  available	
  on	
  knowledge	
  retention	
  that	
  demonstrates	
  why	
  
training,	
  by	
  itself,	
  does	
  not	
  deliver	
  sustainable	
  change	
  and	
  business	
  outcomes.	
  
Add	
  to	
  that	
  the	
  10,000	
  Hours	
  of	
  Practice	
  theory	
  (In	
  the	
  book	
  Outliers,	
  author	
  
Malcolm	
  Gladwell	
  says	
  that	
  it	
  takes	
  roughly	
  ten	
  thousand	
  hours	
  of	
  practice	
  to	
  
achieve	
  mastery	
  in	
  a	
  field.)	
  and	
  it	
  is	
  clear	
  that	
  practice	
  is	
  a	
  critical	
  factor	
  in	
  
mastering	
  new	
  skills	
  and	
  tools.
Then	
  consider	
  the	
  world’s	
  top	
  performers	
  in	
  any	
  sport,	
  and	
  you	
  won’t	
  have	
  to	
  
look	
  far	
  to	
  find	
  dedicated,	
  specialist	
  coaches	
  to	
  keep	
  them	
  at	
  the	
  top.
©	
  The	
  Sales	
  Coach	
  2016
Harvard	
  Business	
  Review	
  reported	
  that	
  in	
  
the	
  past	
  five	
  years,	
  top	
  businesses	
  have	
  
focused	
  and	
  invested	
  more	
  in	
  coaches	
  to	
  
work	
  with	
  sales	
  people	
  than	
  in	
  the	
  last	
  
fifty	
  years – a	
  tenfold	
  increase!
The	
  report	
  found	
  that	
  top	
  quality	
  coaching	
  
will	
  improve	
  the	
  results	
  of	
  the	
  middle	
  60%	
  
of	
  a	
  salesforce	
  by	
  up	
  to	
  19%.	
  
No	
  surprise,	
  as	
  top	
  performers	
  are	
  already	
  
high	
  achievers,	
  and	
  the	
  bottom	
  performers	
  
may	
  simply	
  not	
  be	
  in	
  the	
  right	
  career.
Our	
  experience	
  is	
  that	
  an	
  expertly	
  designed	
  programme	
  of	
  deliberate	
  practice,	
  
supported	
  by	
  coaching,	
  is	
  the	
  optimum	
  way	
  to	
  embed	
  learning.
Coaching	
  can	
  be	
  delivered	
  in	
  person,	
  remotely,	
  virtually	
  and	
  in	
  combination	
  and	
  
applied	
  to	
  individual	
  sales	
  people	
  and	
  sales	
  leaders,	
  for	
  whom	
  effective	
  
coaching	
  is	
  a	
  critical	
  part	
  of	
  their	
  role.
-­‐5-­‐
4.	
  Measure
Tracking	
  progress	
  and	
  success	
  is	
  a	
  critical	
  part	
  of	
  any	
  programme,	
  if	
  you	
  want	
  to	
  
transform	
  sales	
  and	
  deliver	
  challenging	
  business	
  outcomes.	
  With	
  this	
  in	
  mind,	
  
we	
  focus	
  on	
  three	
  main	
  areas	
  of	
  measurement:	
  Lead	
  Indicators;	
  Lag	
  Indicators;	
  
and	
  Knowledge	
  Retention.
There	
  are	
  close	
  to	
  100	
  Lead	
  Indicators	
  that	
  we	
  have	
  seen	
  clients	
  using,	
  
depending	
  on	
  what	
  aspect	
  of	
  their	
  sales	
  activities	
  they	
  need	
  to	
  measure.	
  
Typically,	
  we	
  work	
  on	
  the	
  basis	
  of	
  a	
  few	
  rather	
  than	
  too	
  many,	
  in	
  order	
  to	
  avoid	
  
‘analysis	
  paralysis’	
  and	
  overburdening	
  administration.	
  Lead	
  Indicators	
  show	
  
early	
  behavioural	
  change	
  and	
  we’ll	
  agree	
  these	
  during	
  the	
  initial	
  consultation.
©	
  The	
  Sales	
  Coach	
  2016
Lag	
  Indicators	
  are	
  the	
  key	
  success	
  
measures	
  of	
  business	
  outcomes.	
  They	
  are	
  
likely	
  to	
  be	
  sales	
  KPI’s	
  that	
  you	
  usually	
  use.
Our	
  recommendation	
  is	
  that	
  we	
  focus	
  on	
  
no	
  more	
  than	
  1	
  or	
  2	
  and	
  be	
  very	
  clear	
  on	
  
the	
  change	
  we	
  are	
  seeking,	
  expressed	
  as	
  	
  
A	
  to	
  B	
  by	
  when.	
  This	
  ensures	
  absolute	
  
clarity	
  and	
  sets	
  realistic	
  expectations	
  
around	
  the	
  time	
  it	
  will	
  take	
  to	
  achieve	
  
significant	
  change	
  and	
  results.
We	
  don’t	
  need	
  to	
  study	
  the	
  work	
  of	
  Hermann	
  Ebbinghaus	
  for	
  too	
  long	
  to	
  
recognise	
  his	
  ‘forgetting	
  curve’,	
  which	
  is	
  used	
  to	
  explain	
  how	
  information	
  is	
  lost	
  
over	
  time,	
  in	
  a	
  matter	
  of	
  days	
  or	
  weeks,	
  unless	
  the	
  new	
  learnings	
  are	
  
consciously	
  reviewed.	
  
We	
  use	
  an	
  Artificial	
  Intelligence	
  tool	
  to	
  engage	
  with	
  teams,	
  immediately	
  after	
  
learning	
  new	
  material,	
  to	
  check	
  their	
  Knowledge	
  Retention	
  and	
  pinpoint	
  
factually,	
  where	
  coaching	
  efforts	
  are	
  required.
-­‐6-­‐

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  • 1. ©  The  Sales  Coach  2016 Learn  more  about  our  proven   approach  to  sales   transformation  that  gets   measurable  results  in           under  100  days. “Measurable  Results  within   100  days  …  GUARANTEED.”
  • 2. Our  Approach We  have  a  fundamental  belief  that  an  effective,  long-­‐term  sales  transformation   takes  place  over  time  and  must  be  integrated  into  the  business  as  a  whole.   There  are  no  shortcuts  or  silver  bullets.  It  is  a  change  management  approach,   that  deeply  embeds  new  behaviors,  and  establishes  a  common  set  of  skills  and   tools  for  sales  teams  to  use  in  all  client-­‐facing  interactions.   In  most  cases,  training  alone  will  not  have  a  long-­‐term  impact  on  individuals  or   organizations.  That  is  why  we  strongly  believe  that  successful  sales   transformation  programmes  incorporate  the  following  elements,  in  this  order:   ©  The  Sales  Coach  2016 1.  Focus  on  the  desired  Outcome.   Effectively  beginning  with  the  End  In  Mind.   At  the  end  of  the  designated  programme,   what  results  will  signify  our  joint  success? 2.  Enable  the  sales  professionals  involved.   Based  on  the  business  outcome  we  are   trying  to  achieve,  design  a  programme  of   learning  specifically  for  this  purpose. 3.  Coach  all  participants  to  ensure  that   they  are  proficient  with  the  new  skills  and   tools  involved. 4.  Measure  the  results.  Success  is  measurable  and  we  work  together  to  discuss   and  agree  the  measurement  areas  including  early  indicators,  business  results   and  knowledge  retention. Every  engagement  is  different  and  we  will  work  with  you  to  assess  your  current   capabilities,  discuss  your  challenges  in  detail,  and  recommend  a  suitable  course   of  action,  either  with  us,  or  with  alternative  partners. -­‐2-­‐
  • 3. 1.  Outcome As  success  is  measurable,  we  start  by  focusing  on  the  key  business  metrics  that   need  to  change,  and  in  turn,  indicate  the  success  of  the  overall  programme. We  work  collaboratively  to  help  define  where  you  are  today,  where  you  need  to   get  to,  i.e.  the  business  outcomes  and  changes  that  you  want  to  bring  about.   We  have  an  established  consultative  approach  and  readiness  assessment  that   will  quickly  define  the  direction  and  shape  of  the  assignment. We’ll  first  review  your  overall  business  situation  and  challenges,  get  a  good   understanding  of  your  sales  organisation,  processes  and  tools,  and  engage  with   sales  and  business  leaders  to  understand  your  specific  sales  issues. ©  The  Sales  Coach  2016 Sales  issues  are  typically  problems  to  be   solved,  results  to  be  achieved,  or  a   combination  of  the  two. Next  we’ll  undertake  a  50  point  capability   assessment  to  determine  the  strengths   and  weaknesses  of  your  sales  people.   We’ll  also  use  your  sales  KPI’s  and   performance  review  data  if  it  is  to  hand. This  level  of  understanding  enables  us  to   agree  the  success  measures. Success  measures  will  typically  involve  the  longer-­‐term  KPI’s,  e.g.  an  increased   win  rate,  better  penetration  of  key  accounts,  success  in  opening  new  accounts.   These  are  the  ‘lag’  measures  that  will  determine  our  success.  In  addition  we’ll   consider  the  ‘lead’  measures,  the  early  indicators  of  success  and  change. With  lead  and  lag  measures  agreed,  we  can  discuss  the  resources  you  will   allocate  to  the  programme  (budget,  people,  time)  and  start  to  build  a  solution   that  meets  your  needs. -­‐3-­‐
  • 4. 2.  Enable Based  on  the  initial  readiness  assessment  and  the  agreed  aim  of  the   programme,  we  can  start  to  design  a  unique  programme  tailored  to  your  needs.   The  objective  of  this  stage  is  to  design  and  deliver  an  enablement  programme   that  can  include  classroom  based  learning;  remote  learning;  field  based   practice;  1:1  coaching;  group  coaching;  leader  coaching;  skills  assessments;   skills  clinics;  and  major  deal  coaching  sessions. We  know  that  sales  people  prefer  field-­‐based  work  and  ongoing  coaching   support  to  classroom  based  learning,  and  we  work  hard  to  strike  the  right   balance  and  combination  to  maximize  results.   ©  The  Sales  Coach  2016 Classroom  sessions  are  designed  to  be   highly  interactive  and  based  around  real   market,  client,  or  customer  situations.   Skills  and  tools  are  learned  and  practiced   in  a  safe  environment  that  simulates  real   customer  and  client  challenges. Field-­‐based  work  and  coaching  is  carefully   designed  to  embed  the  use  of  the  skills   and  tools  and  to  re-­‐inforce  learning  on  a   weekly  basis. Content  typically  includes  the  foundation  mindsets  of  Client  Centricity,  Curiosity,   Social  Awareness,  and  Self-­‐Development,  plus  the  skills  and  tools  required  to   drive  your  desired  business  outcome. Finally,  the  learning  content  and  programme  design  is  undertaken  to  meet   agreed  budgets,  leverage  available  resources,  deliver  measurable  results  in   under  100  days,  and  enable  sustainable  change  in  your  sales  team. -­‐4-­‐
  • 5. 3.  Coach The  case  for  including  coaching  as  part  of  a  programme  is  immense.  There  is  a   ton  of  research  available  on  knowledge  retention  that  demonstrates  why   training,  by  itself,  does  not  deliver  sustainable  change  and  business  outcomes.   Add  to  that  the  10,000  Hours  of  Practice  theory  (In  the  book  Outliers,  author   Malcolm  Gladwell  says  that  it  takes  roughly  ten  thousand  hours  of  practice  to   achieve  mastery  in  a  field.)  and  it  is  clear  that  practice  is  a  critical  factor  in   mastering  new  skills  and  tools. Then  consider  the  world’s  top  performers  in  any  sport,  and  you  won’t  have  to   look  far  to  find  dedicated,  specialist  coaches  to  keep  them  at  the  top. ©  The  Sales  Coach  2016 Harvard  Business  Review  reported  that  in   the  past  five  years,  top  businesses  have   focused  and  invested  more  in  coaches  to   work  with  sales  people  than  in  the  last   fifty  years – a  tenfold  increase! The  report  found  that  top  quality  coaching   will  improve  the  results  of  the  middle  60%   of  a  salesforce  by  up  to  19%.   No  surprise,  as  top  performers  are  already   high  achievers,  and  the  bottom  performers   may  simply  not  be  in  the  right  career. Our  experience  is  that  an  expertly  designed  programme  of  deliberate  practice,   supported  by  coaching,  is  the  optimum  way  to  embed  learning. Coaching  can  be  delivered  in  person,  remotely,  virtually  and  in  combination  and   applied  to  individual  sales  people  and  sales  leaders,  for  whom  effective   coaching  is  a  critical  part  of  their  role. -­‐5-­‐
  • 6. 4.  Measure Tracking  progress  and  success  is  a  critical  part  of  any  programme,  if  you  want  to   transform  sales  and  deliver  challenging  business  outcomes.  With  this  in  mind,   we  focus  on  three  main  areas  of  measurement:  Lead  Indicators;  Lag  Indicators;   and  Knowledge  Retention. There  are  close  to  100  Lead  Indicators  that  we  have  seen  clients  using,   depending  on  what  aspect  of  their  sales  activities  they  need  to  measure.   Typically,  we  work  on  the  basis  of  a  few  rather  than  too  many,  in  order  to  avoid   ‘analysis  paralysis’  and  overburdening  administration.  Lead  Indicators  show   early  behavioural  change  and  we’ll  agree  these  during  the  initial  consultation. ©  The  Sales  Coach  2016 Lag  Indicators  are  the  key  success   measures  of  business  outcomes.  They  are   likely  to  be  sales  KPI’s  that  you  usually  use. Our  recommendation  is  that  we  focus  on   no  more  than  1  or  2  and  be  very  clear  on   the  change  we  are  seeking,  expressed  as     A  to  B  by  when.  This  ensures  absolute   clarity  and  sets  realistic  expectations   around  the  time  it  will  take  to  achieve   significant  change  and  results. We  don’t  need  to  study  the  work  of  Hermann  Ebbinghaus  for  too  long  to   recognise  his  ‘forgetting  curve’,  which  is  used  to  explain  how  information  is  lost   over  time,  in  a  matter  of  days  or  weeks,  unless  the  new  learnings  are   consciously  reviewed.   We  use  an  Artificial  Intelligence  tool  to  engage  with  teams,  immediately  after   learning  new  material,  to  check  their  Knowledge  Retention  and  pinpoint   factually,  where  coaching  efforts  are  required. -­‐6-­‐
  • 7. Meet  the   Sales  Coach. From  setting  up  his  own  consulting  company  earlier  in  his  career  to  serving  as  a  Sales   Enablement  Lead  at  Accenture,  and  European  MD  of  the  global  Franklin  Covey  Sales   Performance  Practice,  Les  Bailey  brings  a  ‘start-­‐up’  enthusiasm  and  entrepreneurial  approach   to  every  client  assignment  he  undertakes.   From  simple  product  to  complex  solution  sales,  and  roles  from  ‘road  warrior’  to  sales  leader,   Les  has  mastered  most  sales  and  sales  leadership  roles  in  his  35  +  years  in  selling.  Les  is   known  for  his  passion  for  sales,  enthusiastic  workshop  delivery,  provoking  keynote  speeches,   consultative  insight,  quick  intellect,  incisive  coaching,  and  a  sense  of  humour.   Les  has  lectured,  trained  and  coached,  thousands  of  salespeople  and  leaders  at  organizations   including  the  following:  Accenture,  Akzo Nobel,  Alvarez  &  Marsal,  Avanade,  CIPD,  Colorcon,   CSC,  Dell,  Elsevier,  Eversheds,  EY,  FranklinCovey,  Genpact,  Hewlett-­‐Packard,  Hitachi   Consulting,  Health  &  Safety  Laboratories,  IBM,  iCrossing,  IM  Group,  Novo  Altum,  Quintiles,   Thales,  and  Travelport. A  respected  expert  in  consultative  selling  and  an  authority  on  large,  complex  sales,  Les  is   sought  by  some  of  the  largest  and  most  successful  sales  organizations  in  the  world  to  help   inspire  people,  grow  talent  and  drive  better  sales  results.  He  is  a  member  of  the  Association   for  Coaching,  the  Association  of  Professional  Sales,  and  a  certified  teacher  of  Tracom Style   and  Versatility,  the  world’s  most  effective  interpersonal  skills  model. GET  IN  TOUCH The  Sales  Coach.  UK  Thrive  Ltd.  Brook  House, 129  Town  Street,  Newton,  Cambridge.  CB22  7PE T:     +44  (0)1223  872080 M:  +44  (0)7979  535532 E:   Les@thrivesalescoaching.co.uk W:  http://www.thrivesalescoaching.co.uk ©  The  Sales  Coach  2016 -­‐7-­‐
  • 8. “Measurable  results  in  100   days…  GUARANTEED.” Measurable  results  in  under  100  days.   Empower  any  established  sales  process  or   framework  and  achieve defined  business  impact   with  sustainable  behavioural  change. Transform  results  at  individual,  team  and  enterprise   levels  with guaranteed  business  outcomes. ©  The  Sales  Coach  2016