This document discusses how organizations can transform their sales experience into a competitive advantage. It outlines four key areas of focus: [1] having the right people on the sales team with the right talents, traits, and success profile; [2] implementing the right sales process that creates value for customers; [3] providing the right support through leadership and coaching from managers; and [4] ensuring the right commitment from the sales team in terms of attitudes, beliefs, and values. Focusing on these four areas can help sales teams consistently outperform competition by creating value for customers.

1. Partnering with
Transforming Your
Selling Experience
Frank Rock , M ED,FSII
Director

2. Most On the way to Highly The
Intelligent the top creative majority
ruthless but not but slightly obsessed
very bright mad with drink
sex

3. Examples of Harvest’s Client Work

4. So who are Harvest?
Harvest the “People Development Specialists”: We partner with
organisations to develop the skills, behaviours and mindsets required
to achieve your business objectives.
Creating high
Performance
Cultures
Management &
Leadership
Development
Vision & Strategy
Development
Talent Development
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5. Background music
• Bankruptcies
• Tighter credit and budgets
• Fewer prospects
• Cautious buyers
• Increased unemployment
Can we survive ? Need More sales!!!
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6. What can you do to transform your
selling experience
into a
competitive advantage ?
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7. Success in establishing a
competitive advantage
is the direct result of your
sales team’s ability
to create value
for your customers
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8. How can you insure that your sales
team consistently outperforms
your competition?
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9. High Performance…..
Edge
Energy
Values
Ideas
Ideas

10. Competitive advantage
• Understand your value
• How you assess and manage performance drivers
- Right people on the bus
- Value based selling model
- Management support through coaching
- Reward the right behaviours
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11. Competitive advantage
The Right
The Right People Process
(Talents & Traits) (Skills and Tools)
VALUE
The Right Support The Right
Commitment
( Leadership and ( Attitude , Beliefs
Coaching) & Values)

12. Ask yourself is your sales team
focused
on selling products
Or
solving problems?
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13. Value Segmentation
HIGH
High Business High Business
impact impact
Business Impact
but substitutable and differentiated
ADVISER PARTNER
Substitutable and Differentiated but
low business Low business
impact impact
SUPPLIER VALUE ADD
HIGH
LOW Product / Service Differentiation

14. Competitive advantage
The Right
The Right Process
People (Skills and Tools)
(Talents &
Traits)
VALUE
The Right Support The Right
Commitment
( Leadership and ( Attitude , Beliefs
Coaching) & Values)

15. The Right People
Need a success profile that helps you recruit people that will
create value for customers
• Goal clarity View of selling
• Achievement drive View of abilities
• Emotional IQ Perceived competence
• People skills Build relationships
• Coach-ability Open to change
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16. Competitive advantage
The Right
The Right People Process
(Talents & Traits) (Skills and
Tools)
VALUE
The Right Support The Right
Commitment
( Leadership and ( Attitude , Beliefs
Coaching) & Values)

17. The Right Process
Sales process that :
• Creates trust / rapport
• Uncovers needs / wants
• Builds credibility
• Explores for value and measures expectations
• Differentiate value of solutions
• Overcomes value gap
• Gets the decision
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18. Competitive advantage
The Right
The Right People Process
(Talents & Traits) (Skills and Tools)
VALUE
The Right The Right
Support Commitment
( Attitude , Beliefs
( Leadership and & Values)
Coaching)

19. Managers capable of developing
competence and confidence
in creating value
for customers
the key is COACHING
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20. What stops coaching?
• Managing v coaching ( mixed messages)
• Competing agendas (time & focus)
• Overcoming relationship issues ( low trust)
• Focusing on under performers ( issues management)
• Perception of manager / coach ( value proposition)
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21. Competitive advantage
The Right
The Right People Process
(Talents & Traits) (Skills and Tools)
VALUE
The Right Support The Right
Commitment
( Leadership and ( Attitude
Coaching) Beliefs &
Values)

22. The Right Commitment
• Leadership
• Alignment
• Performance
• Engagement
• Development opportunities
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