Solutions

PAA Solutions

Our Approach

PAA’s work with clients is not “training” as much as it is “culture changing”. Management cannot always effectively bring about change. Sometimes management doesn’t yet realize that change is the solution. PAA helps promote this change using a process designed to increase the overall effectiveness of your teams when dealing with your customers. This is achieved in 4 phases.

1

Assessing the gap between current and desired interaction, your workforce & customers.

2

Establishing the relevant shift and measures to change.

3

Customizing the development plan and materials for implementation.

4

Facilitating the change events over time to permanently progress the new culture.

 This approach has proven to achieve personal "buy in" from every program participant and the subsequent development of a TEAM mentality. We like change ourselves. All PAA material and methodologies are modified on an ongoing basis to ensure each client's unique requirements are met.

 

Our intention is not just improving our clients’ bottom line, but additionally to foster a cultural environment where new-found success brings about happier, engaged people.

Our Development Processes:

The PAA way looks beyond selling skills. True culture change is a corporate matter so we involve management, examine (and often alter) the existing sales system then work with the sales force in actual skills execution. Once the company is ready, we have tons of proprietary training material falling under each of the categories in our Development Model below and experienced facilitators to deliver. But it’s important to know that no two PAA programs are the same any more than any two companies can be the same. PAA is nimble to our clients’ specific needs. 

professional sales management

Sales Management - Strategic Level

Does your Senior Leadership Team and Sales Management team have a preplanned map for the future of the sales and customer service department? Statistics prove that the least formally developed employees in organizations are sales managers. Our focus here is to instill a pro-active mind set to assure sales force planning, sales cycle management, motivation plan design, systematic team building, performance management process, funnel management and culture development.

Sales Management - Tactical Level

Do your front line Sales Managers truly coach and motivate professionally? The interactive skills that a sales manager demonstrates with his/her sales people in order to continuously direct their energy are paramount. Some of the areas this learning process builds abilities in are recruiting, in-field assistance, sales person motivation, goal setting, corrective action, setting mutual expectations, sales meetings, giving/receiving feedback, leadership styles, questioning, listening, interpersonal communications and coaching basics.

Sales Force - Key Accounts

Are your senior sales people left unrefined due to their tenure and presumed abilities? Even the most seasoned professionals need "batting practice" in fundamentals. This program enhances larger opportunity professionals by maximizing negotiations, leveraging multiple product placements, contact management, conducting thorough needs analysis, strategic account planning and self-motivation.

Sales Force - Specialized

Do you have a niche sales team that has to service a very specific vertical market that is out of the ordinary? Often the specialized sales force is in a constant learning curve to understand their customer and, as a result, loses control of the sales cycle. We focus here on managing the sales cycle progress with the customer to educate the customer on the extra value they are getting.

Sales Force - Foundation

Does your core sales force understand the stages a customer goes through in buying your product and manage this cycle consistently? This group will have instilled the abilities to know where to look for qualified customers, gain entry into the account, probe for need, build a professional proposal, present your product's benefits properly, ask for the business, handle objections and negotiate where necessary. Beyond these basics we emphasize self-management, assignment management, telephone skills, behavior styles, value added selling, consultative selling, relationship building and goal setting. Please keep in mind these skills are developed over time with a combination of lecture, group workshops, role-playing, video taping, action planning, in-field coaching, sales managers reinforcement and follow-up sessions. All programs are customized to the sales team and often down to the individual.

Sales Force - TeleSales / TeleMarketing

Have you explored the opportunity to reduce your cost of sales by building or developing your telesales force? This high demand skill set requires telesales professionals to maximize abilities such as overcoming initial resistance, use of a general benefit statement, building rapport quickly, utilizing scripting effectively, development of call option forks, communicating distinctive values quickly, use of questioning effectively, overcoming voicemail/screening obstacles, pre-call and post-call methods to enhance the sale, managing the rejection curve, customer base management, automation use and other fundamental sales role areas.

The Whole Organization is affected by the Sales Force Evolution!

Do you see your whole workforce's attitude toward the Customer as a profit source? This is an in-depth process that is designed to reach organization wide. It builds a thorough commitment internally by learning in areas such as the internal order management cycle, creating service climates, getting continuous customer feedback, the service triangle, internal & external customers, moments of truth, critical customer impact points, G.A.S.A. service process (Gather, Analyze, Solution, Appreciation), handling irate customers, measuring Customer Service and customer satisfaction indexes.

PRECISION SALES SERVICES

Compensation Plans

Designing a functional compensation plan that rewards the behaviors that align with the company’s strategy is critical. We use a process that does a thorough job of assessing, designing, testing and implementing a complete sales remuneration package unique to your sales force.

PRECISION SALES SERVICES

Strategic Account Planning

In order to organize your large accounts in a planned and predictable manner, we craft a Strategic Account Plan that will help your account managers approach long term, complex, high potential accounts which becomes a working sales plan for senior sales people.

PRECISION SALES SERVICES

Account Focus/Strategizing Session

We will facilitate a formal process with the large account managers and their team with the express goal of creating the best possibilities for increasing sales in that account. The result is increased, volume, margin an account retention with customer involvement.

PRECISION SALES SERVICES

Tier One Account Survey

PAA conducts a pointed 3rd party survey with a small number of your most significant accounts with 100% participation and quantifiable feedback that the organization respond to in a measurable way. The payoff is customer commitment to increased sales if their feedback is acted on.

PRECISION SALES SERVICES

Executive Coaching

This most neglected, yet most influential corporate demographic needs the highest level of customized one-on-one personal development. We will match the right coach to the most accurate predetermined needs of your senior level people, whomever you determine them to be.

PRECISION SALES SERVICES

Troubleshooting Projects

Some regions, business units and teams within your company perform better than others. Those that don’t can use surgical short term intervention of a group of “sales doctors” that will inject themselves appropriately to assess, design and implement the appropriate remedies in order to allow for a resurgence to high performance.

PRECISION SALES SERVICES

Trade Show Strategy Maximization

Companies that use trade shows as a strategic vehicle for being present in their market often will invest in booths, handouts and sales manpower to present at their tradeshow booth and yet will not train these same people who must connect with the very audience they seek in a trade show setting. Maximize your trade show results by showing your people how to manage a trade show professionally before, during and after the event.

PRECISION SALES SERVICES

Effective Succession/Career Planning

We can build the format, facilitate the completion and even manage the ongoing updates on an organization's biggest savings tool... its succession plan. How often has your company or department scrambled to fill a seat only to be disappointed with a rushed decision? We can help with an established system of career planning that pro-actively builds your future performers.

PRECISION SALES SERVICES

Recruitment /Retention Planning

Is turnover a problem? What is the cost of losing one good person? A retention plan may be necessary in order to reverse a negative trend of attrition which can single handedly give your competition the differentiating factor... your people!

PRECISION SALES SERVICES

Value Proposition

Your Sales People sell much beyond a "commodity". And if they don't, you lose margin. We begin early analyzing, creating and helping your sales force at large articulate 3 Levels of Value in a well defined Value Proposition.

PRECISION SALES SERVICES

Performance Management

Are your annual reviews just a token exercise that managers do because they "have to" once a year for the file? Our system brings performance management to where it is supposed to be. A way of facilitating daily leadership and growth in our people for attention to performance because of attention to growing people.

PRECISION SALES SERVICES

Linked Vision/Goal Execution

There is a multitude of causes for the internal struggles for uniform direction. If you need the objectivity, guidance, strength and discipline of an outside group to unify a group of talented leaders then use our experience to orchestrate the effort.

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