Strategic Value Selling (SVS) focuses on coaching salespeople rather than traditional command and control methods. The document discusses the importance of coaching sales calls by setting objectives, observing behavior, and debriefing to provide feedback. It also presents a change matrix that evaluates an individual's motivation and ability to determine the best approach to coaching their sales behavior. Finally, it outlines a performance management process that utilizes coaching throughout training, measurement of results, counseling, and setting performance criteria.

1. Strategic Value Selling (SVS) – Coaching
A Different Perspective on Selling

2. Coaching Methods
Productivity
Time
Trial
and Error
Command
and Control
Strategic
Coaching
The Importance of Coaching

3. Coaching Sales Calls
Set up Meeting
Agree Call Objectives,
Desired Outcomes & Roles
Execute Call Plan & Observe
Behaviour
Debrief Call against Desired
Outcomes

4. Change Matrix for Sales Behaviour
LOW
Motivation HIGH
HIGH
Ability
Tell & Show
Support, Coach,
Retrain
Motivate,
Carrot & Stick,
Procedures
Re-deploy,
Recruit
15%
35%
35%
15%

5. Performance Management Process
Training and
Development
Measure
Results/Observe
Behaviours
Counselling
Coaching
Agree
Performance
Criteria
Recruitment
Acceptance
Resistance

6. Want to know more?
Consulting rates apply
Contact greg.nutkins@btinternet.com
5/16/2016 Produced by Sales Guerillas 6