How can STR help organizations

Our clients are looking to achieve their strategic objectives through increasing the effectiveness of their sales teams, indirect channels and supporting functions, in delivering the activities that drive sales, increase margin, increase share of wallet and deliver the desired business mix. When speaking to customers we are often asked to address the following challenges:

Accelerate On Boarding and Time to Effectiveness

For many organizations they spend 9 months or more on On Boarding; have 16% average turnover during this period and new starters spend 64% of time spent on tasks other than selling.

We can improve on this by taking a competency led approach to On Boarding.

Win New Customers / Drive new propositions

Marketing identifies new areas of focus and associated messages, to turn this into revenue you need to focus your sales resources on the activities that will deliver results.

Increase Revenue Per Customer & Grow Share of Wallet

In most cases 1/3 of reps not ready to drive buying decisions and are unable to Communicate Value. Link this to the fact that buyers are more informed and it is important that the sales team can react to the varying needs of the buyers.

We can help by taking a competency led approach to ensure the sales organization can effectively deal with Transactional, Consultative or Insight Led buyers.

Behavioral Change through Sales Performance Coaching

Successful sales organizations need to ensure that the sales people are effectively carrying out the activities that will deliver the strategic objectives they have been set. This requires laser focused Performance Coaching from Sales Management (or Performance Coaches).

The STR award Winning Performance Coaching program will help you drive the change.

Learn More

Accelerate On Boarding and Time to Effectiveness

Effective sales onboarding is a major focus for organizations as they are hiring at a pace not seen in years, the weaknesses of their existing onboarding processes are being revealed.

A recent study from SiriusDecisions revealed that 37% of companies had no formal onboarding process. In an effort to “accelerate time to productivity”, many companies simply send their new reps out unprepared, expecting them to learn on the job. Essentially forcing their customers to onboard their salespeople (which is unfair to both the rep and the customer). Other typical issues include:

  • Many companies hire “experienced” reps assuming they are competent – with no formal process to assess and verify.
  • Very few companies have identified and mapped those competencies they expect to be mastered during the onboarding process.
  • If there is an onboarding process, it consists of a week of PowerPoint presentations focused on products, with little or no real certification.
  • First-line sales managers (FLSMs) are not prepared for their vital roles as coach and trainer during the onboarding process – and beyond.
  • The time to effectiveness is too long for organizations, often looking at over 6 months before people are able to achieve monthly targets.
  • There is no re-boarding process to ensure that existing people are working in the same ways as new starters, reducing the likelihood of confusion and re-enforcement of old behaviors.

STR can help organizations deliver effective address these and other issues with a suite of offerings and services focused on improving onboarding.

STR takes the following steps to help organizations deliver effective onboarding and prebording programs.

  1. Every program starts with a discovery phase to ensure that what we deliver will enable our clients achieve their specific strategic objectives
  2. Assessment to identify knowledge & skills gaps. This allows you to tailor onboarding to the specific needs of the new starters
    • Skills Assessment to understand the skill level – this could be done as part of the interview, but will need to be completed as part of the re-boarding
    • Knowledge Tests are used to identify specific knowledge gaps, these tests allow onboarders to either prove they have the appropriate knowledge at the start (test out) or do the learning and then pass the test
  3. Build a dedicated onboarding program which the learners must go through step by step
    • Learning can be made up of the STR skills library, existing content the organization has invested in, or new content which has been identified during the discovery stage as being required.

Ready to take a competency-based approach to onboarding?

Contact Us

 

Learn More

Win New Customers / Drive new propositions

To keep up with a constantly-changing portfolio of products, the introduction of new competitive solutions and being confident to have the customer conversation; sales people need to be MOTIVATED, EQUIPPED and ready to MOBILIZE.

As a Product Manager or Product Marketing Manager, you need the mindshare of your global sales teams to be sure your messaging is fully understood and that it is being consistently acted upon in the field.

As a first line Sales Manager (FLSM), you need to have proven ways to keep your team fully informed and focused on key campaigns and new opportunities.

STR recognises that each sales person needs accurate, easy to understand KNOWLEDGE to supplement their SKILLS. STR has several innovative and proven offerings to create, deploy and fully synchronise product-related learning and sales enablement execution which will support your Go to Market strategy.

POWERsessions™ provide a full package to engage sales teams on a particular campaign or activity focus by combining video, team activities and action planning to ensure execution in the field.

Playbooks Link the required content to the steps of your sales cycle to mobilize your sales teams to access the most appropriate content at the relevant stage of the sales. Supplement this with content from the STR Skills library and the sales person has at their fingertips the information they need, along with skills re-enforcement, to have effective conversations with prospects and clients.

INSIGHTtv™ creates a regular TV channel direct to your sellers with a news magazine format and high levels of user-created content.  This service builds trust and loyalty from this audience through highly relevant content delivered each month.

POWERsessions™

Issue:

  • You have a great new product to launch or a campaign to drive revenue
  • Your global sales team needs to be fully informed and mobilized but you cannot scale out a face to face training programme
  • You need to ensure your messaging is consistent and yet is being adapted for each market
  • Time is of the essence and traditional training just will not work.

Solution:

  • POWERsessions™ are digital toolkits for you to give first line sales managers everything they need to lead short training interventions focused on selling new offerings
  • Each session has video and team interaction at its core, with interviews of key stakeholders and subject matter experts, team activities and discussions, facilitated by an STR consultant/presenter
  • Fully supported toolkit

Result:

  • Instant deployment to all markets
  • Consistent core messaging with the ability for local markets to apply to their businesses
  • Clearly identifiable results through CRM-linked campaigns
  • Sales Manager is fully invested in accelerating team success
  • All the heavy lifting is taken away, leaving the team to plan and act

Playbooks

Issue:

  • Your sales teams have many propositions to offer and you want them to get to successful opportunities more quickly
  • You know that there are use cases that sales teams can use to create new revenue fast
  • You know that money is being left on the table or you are being beaten by your competitors
  • You know that traditional ways to connect with your sales team and get their attention are not effective

Solution:

  • A carefully crafted set of customer use cases that are fully supported with sales collateral
  • Short, fast-paced, mobile-friendly videos to deliver the main concept in under 5 minutes
  • Direct links from the videos to sales collateral and resources
  • Direct Links to skills content to ensure the sales person is fully equipped

Result:

  • Clear proposition – “watch this, get the materials, start the conversation, make the sale”
  • Focused, short packages that can be viewed anywhere
  • Central repository of materials that can be easily refreshed
  • Fast-track to new revenue

INSIGHTtv™

Issue:

  • You have a broad product portfolio and you need to have a reliable, contemporary way to communicate multiple messages and updates
  • Your sales audience is widely dispersed, possibly through a combination of internal and partner sales teams
  • Email and portals are not enough to drive adoption

Solution:

  • A regular (monthly) TV show with highlights of new developments that will have immediate impact on your sellers
  • News/Magazine format containing key messages, stakeholder views, new collateral etc.
  • Self-created content is encouraged from the audience
  • Delivered in a YouTube-type of package – short, concise and valuable to the seller

Result:

  • A ‘trusted source’ which tells sales people things they need and want to know
  • A forum to exchange ideas
  • Linkage to existing Social platforms already in use
  • Wide distribution at low cost

Contact Us

Learn More

Increase Revenue Per Customer & Grow Share of Wallet

Every company is unique. Different sizes. Different cultures. Different industries. But there is one common challenge every company shares.

The need to grow.

The question is how? Some companies may look to grow through the introduction of new products and solutions. Some might look to grow by focusing on new markets and buyers. Some may grow through acquisition. Still others may look to grow by simply maximizing the productivity of their sales teams.

But picking the right strategy is just the beginning. Growth only happens when sales strategy turns to execution. We at STR see some common challenges in turning “strategy to revenue”:

  • Underestimating what it takes to get their reps competent and confident to execute in the field.
  • Failing to identify the critical competencies required to have the desired conversations with buyers.
  • Not preparing first-line managers for their essential roles in leading and coaching reps to execution.
  • A lack of providing reps with just-in-time, just-when-needed learning solutions to enhance ability.
  • A disconnect between the supporting collateral and the required engagement strategy

STR can help address these and other issues with a suite of offerings and services focused on truly turning strategy into revenue. Our solutions take a competency-based approach to enabling your salespeople. Specifically:

  • Our Competency Led Sales Enablement approach helps identify what Knowledge, Skills, Process & Tools you need to achieve your growth ambitions.
    • Start with the Discovery Process to identify where you are versus where you want to be
    • Create a target competency model for the roles within your sales organization
    • Build a tailored program, based on the STR Skills Library supported by existing learning & content, supplemented by bespoke content built by STR
    • Deliver personalized journeys, based on assessment results utilizing STR’s SKILLbuild® Platform
  • Re-enforce the activities by effective Performance Coaching
  • Utilize STR’s Sales Enablement as a Service to move from a program approach to a managed service that covers all required Knowledge, Skills and Sales Enablement Process & Tools

Want to learn how to turn your strategies to revenue?

Contact US

Learn More

Behavioral Change through Sales Performance Coaching

Do your First Line Sales Managers (FLSM) Performance Coach? Do you onboard your FLSM so they know how to Performance Coach?

If your like 82% of companies that responded to a recent study, the answer would be a resounding “no”. Yet it is your FLSM that are the true change agents for any sales initiative – from implementing a new selling tool to getting reps to call higher in their client organizations. Here are the typical challenges we see:

  • No clearly defined competency model or job description for the FLSM.
  • No rigor in the recruiting or promoting of FLSM.
  • A lack of any training or learning available to help FLSM in improving their effectiveness.
  • A lack of tools to enable the FLSM in their ability to lead, coach and train their reps.

STR can help address these and other issues with a suite of offerings and services focused on turning your FLSM into true change agents Our solutions take a competency-based approach to enabling your FLSM. Specifically:

  • A First Lines Sales Manager program: A plug-and-play onboarding solution for your new (and existing) FLSM. Delivered completely online via our SKILLbuild® platform, the program is typically completed in seven to nine weeks and provides managers the ability to learn at their own pace, without taking time from the field. It is assessment-centric, allowing FLSM to “test out” at any time (meaning an experienced manager does not have to take learning for competencies already mastered). The program starts with a Performance Coaching & Leadership program, but can be supplemented by additional Management & Recruiting components.
  • Evidence based assessment tools to be used by FLSM and their teams: To be effective coaching requires objective assessment of what the individual is actually doing. STR have a range of tools to assess the competency of an individual including observation assessments and the provision of evidence including videos.

Ready to offer your first line sales managers an effective onboarding process?

Contact US