X-Factor in Selling Process

Why Your Salespeople Succeed...or Fail

• Why do 80% of salespeople perform beneath their capabilities?
• What causes so many sales improvement initiatives to fail?
• Why are effective managers often ineffective coaches?

The X Factor in Selling is a one-day facilitated process that helps sales leaders discover the unique, time-tested principles of human performance-the "real" barriers to sales success.

The X Factor is designed to guide a management team to a deeper understanding of the key dimensions of sales performance. It is a highly interactive workshop that utilizes diagnostic tools and team problem-solving to examine the barriers that may be preventing sales professionals from achieving their full potential. Managers in the X Factor learn what it takes to build a customer-driven sales organization while strengthening their relationship with other members of their management team.

Participants in the X Factor in Selling will discuss and analyze:

• The Myths About Sales Success
• Four Traits of Highly Effective Salespeople
• Three Dimensions of Human Behavior
• Sales Congruence and Achievement Drive
• Why Most Sales Training Doesn’t Work
• The Role of Sales Coaching in High Performance
• Coaching and Sales Effectiveness Assessments
• Sales Force Productivity

After the X Factor workshop, your sales team will participate in the same sales and coaching assessments as workshop participants. With these results, we will create an X Factor Diagnostic Report that compares and contrasts the collective data from both inventories. You'll receive relevant insights for planning and recommendations for next steps. If your management team would like to further explore these findings you might consider an A³ Workshop to increase alignment and develop action plans to improve performance and sales results.

Results

By participating in the X Factor your organization will:

• Apply practical models for diagnosing sales performance
• Build strategies for maximizing talent and commitment
• Learn a process for sales development that ensures behavior change
• Develop insights into the power and potiential for coaching
• Create a plan for evaluating the performance of your sales team