The document summarizes a sales training presentation by Mike Esterday and Terri O'Halloran. The presentation explores why many salespeople fail and identifies five critical dimensions of sales success: view of selling, view of abilities, values, commitment to activities, and belief in product. It emphasizes that attitudes, values and beliefs have more impact on success than skills and knowledge. The presentation provides coaching tips to help salespeople in each of the five dimensions and stresses the importance of structured follow-up training to reinforce learning and application.

1. November 17, 2016
Presented by
Mike Esterday
Terri O’Halloran

2. Chat Participation Question
Please enter your answer in the chat box
How long have you been in sales?

3. Together We’ll Explore…
 Whysomanysalespeoplefail
 5criticaldimensionsofsalessuccess
 Coachingideastohelpsalespeople
breakloosefromplateaus
 Trainingprinciplesthatimpactthe
emotionalissuesofselling

4. Chat Participation Question
Sales Challenges
Closing
Identifying
Customer Needs
Attitude
Getting
Referrals
Organization
& Time
Management
Working
Through
ObjectionsProspecting
Setting
Appointments
Listening
Confidence
Motivation
Please enter your answer in the chat box

5. Why…?
 Dosomanysalespeoplefail?
 Dosalespeoplewithsimilarskillsand
experienceperformatdifferentlevels?
 Aremanypeoplestuckonplateaus?
 Aren’tallpeoplesellingathighlevels?
 Dosomeveryintelligentsalespeople
withlotsofproductknowledgestillfail?
 Don’tpeopledowhattheyknowtodo?

6. POLLWe’d like your opinion …
Polling Question #1
What percent of sales success is due to
attitudes, values, beliefs, motives and
achievement drive?

7. Success Factors
A person’s attitudes,beliefs
and values have more to do
with the levelof success
they achievethan
knowledgeor skills!
Knowledge & Technical Skills
Attitudes, Values, Beliefs, Motives
and Achievement Drive
85%
15%

8. Sales Congruence Model
View
of
Selling

9. Chat Participation Question
Please enter your answer in the chat box
How is our View of Selling formed?
What do you think?

10. How Media Defines Selling

11. Three Views of Selling
2
1
3
Transaction Focus – completing
a transaction
Product Focus – getting people to
buy your products or services
Customer Needs Focus – identifying
and filling needs and creating value

12. POLLWhich One is Most Prevalent?
Polling Question #2
Which is representative of most salespeople?

13. Definition of Selling
Identifying needs, filling needs
and creating value for individuals
and organizations

14. Coaching Tips
View of Selling
 Reinforce that selling is identifying and
filling needs and creating value
 Model positive, customer-focused sales
behaviors
 Reinforce the value your products create
for customers and organizations

15. Sales Congruence Model
View
of
Selling
View of
Abilities

16. Belief Boundaries
.
X
.
.
. .
.
.
.

17. Belief Boundaries
...
.
. .
.
.
Actions
Feelings
Behaviors
Abilities ..
Most people’s sales results tend to be consistent
with their unconscious beliefs.
Area of Potential

18. Chat Participation Question
What are some things people
think or say that illustrate
limited beliefs?
Please enter your answer in the chat box
Your thoughts?

19. Coaching Tips
View of Abilities
 Help people set and achieve stretch goals
just outside their comfort zone
 Look for and reward slightest
improvements
 Communicate your belief in their abilities
to perform at a higher level

20. Sales Congruence Model
View
of
Selling
Values
View of
Abilities

21. Whole Foods

23. POLLWhich one is most common?
Polling Question #3
Which value is most commonly listed in
Fortune 500 Companies?

24. Coaching Tips
Values
 Communicate your expectations about
ethical behavior
 Model the values and behaviors
you expect
 Hold them accountable to positive,
customer-focused values

25. Positive Selling Values
“I view selling as doing something for you, not to you.”
“I believethat I’ll be paid consistent
with the value I create.”
“Doing the right thing because
it’s the right thing to do.”
“I will strive to only sell you what
is the best solution for you.”

26. Sales Congruence Model
View
of
Selling Commitment
to
Activities
Values
View of
Abilities

27. As She’s Walking Away
“I couldn’t find the words to say,
My heart won’t tell my mind
To tell my mouth what it should say.
Now I’m falling in love as she’s walking away.”

28. Coaching Tips
Commitment to Activities
 Help them set clear, written goals
and report on progress
 Discuss difference between wildly
important and non-productiveactivities
 Communicate expectations for high
performance sales behaviors and results

29. Sales Congruence Model
View
of
Selling Commitment
to
Activities
Values
View of
Abilities
Belief
in
Product

30. Coaching Tips
Belief in Product
 Communicate how products create value
for customers and organizations
 Focus on extra value they createbeyond
the product
 Stress the benefits of representing an
organization with strong values

31. Sales Congruence Model
Congruence releases energy
and achievement drive.
Gaps create conflict
and disengagement.
View
of
Selling Commitment
to
Activities
Values
View of
Abilities
Belief
in
Product
Congruence
™

32. Application
Select a salesperson who is struggling and rate
him/her from 1 to 10 (1 = low; 10 = high)

33. POLLHow did this person score?
Polling Question #4
Which dimension for this person was the highest?

34. POLLHow did this person score?
Polling Question #5
Which dimension for this person was the lowest?

35. Powerful Training Principles
Success Factor: Benefit:
1. Structured Follow-Up Stronger Application

36. Initial
Workshop
 Interactive
 Intro concepts
 Practical Tools
Structured
Weekly
Follow-Up
 Meeting, web or telecon
 Share successes
 Accountability to practice
 Team building
 Real world application –
“Real Play”
Pre
Assess
Post
Assess
Ongoing
Reinforcement
 Managers model,
coach, support
 Reinforcement tools
 Advanced sessions
 Marketing & HR
alignment
Delivering Sustainable Results
Pre-Work

37. The Forgetting Curve
People forget 75% of the information they
receive in a training event within 48 hours
if they do not immediately apply what they
learned and receive coaching or feedback.
Research Ebbinghaus & Goddard
Findings:

38. Initial
Workshop
 Discovery Learning
 Interactive
 Positive
environment
 Principles-based
 Role-play
Structured
Weekly
Follow-Up
 Real world application … “Real Play”
 Appeal to different learning styles
 Repetition
 Time lapse
 Accountability
 Positive peer pressure
 Support network
 Recognition
 Build belief
 Managers model and support
Pre
Assess
Post
Assess
Ongoing
Reinforcement
Adult Learning

39. Powerful Training Principles
Success Factor: Benefit:
1. Structured Follow-Up Stronger Application
2. Leaders/Managers First Increased Engagement

40. Powerful Training Principles
Success Factor: Benefit:
1. Structured Follow-Up Stronger Application
2. Leaders/Managers First Increased Engagement
3. Principles-Based Content Works for Everyone

41. Powerful Training Principles
Success Factor: Benefit:
1. Structured Follow-Up Stronger Application
2. Leaders/Managers First Increased Engagement
3. Principles-Based Content Works for Everyone
4. Focus on Attitudes & Skills Addresses Cause of Behavior

42. Learn More
 Readthe e-book
 Schedule a discovery conversation
800-646-8347
 Attend an upcoming Integrity
Solutions certificationin Nashville or
Scottsdale
www.integritysolutions.com

43. Q&A
Welcoming your questions!
Terri O’HalloranMike Esterday

44. About Integrity Solutions
Integrity Solutions
 45+ years– innovativesales,
service and coaching solutions
 Trainedover2,500,000
people from 130+ countries
 Creatinghigh performance
cultures and impacting business
results!

45. Mike Esterday
Terri O’Halloran
800-646-8347
www.integritysolutions.com
Thank You!