Sales Coaching

What is it?

We talk to hundreds of Microsoft partners that have previously invested in sales training who tell us that a one or two day training course is all very well – but it’s often the on-going application of what is learnt that is lacking.

Using our experience of selling Microsoft-based IT services and solutions, we have created a whole range of sales coaching sessions designed to fix this problem for our clients.

We work with you to identify your core strengths and highest value clients, understand who you are selling to and how those clients were won and developed, and then customise our core content to map on to your business.

We can deliver specific Microsoft product or Solutions based training such as Unified Communications, Business Intelligence, SharePoint, Virtualisation and Cloud, or business sales training exploring new sales techniques and processes that are centred on uncovering your customers pain and enable you to position your services in a way that clearly resolved it.

Who is it for?

Sales Managers, Field Sales or Internal Sales people that are communicating with customers and prospects every day. Technically-skilled Business Owners or Managing Directors that have quite simply learnt through experience and never had any formal training will realise significant benefit from our well thought-through and straightforward approach.

How do we do it?

Your business is unique, and we know that. There is no doubt that there may be similarities with other Microsoft partners (and we can bring that experience to bear), but our first step is to understand your culture and preferences for how you want to approach your customers and prospects.

We encourage you to talk to us about where your challenges are, and where you see what you thought were “sure bet wins” not closing – with little or no idea why. We like to get to grips with your ambition and aims for the future and help you to develop the sales team you really need to make that a reality.

Following an initial half-day session with the Business Owners or Directors we will propose a realistic training programme for you that takes into account all elements of your current structure, challenges, aims and budget – and propose an on-going working model to you that fits.

As we deliver the on-going coaching programme we will bring in individual experts from our business to deliver core elements of your training, who will re-visit you weeks or months afterwards to understand what was applied, the impact it had and what objections (if any) were received.

Our method is to show you how, give you the opportunity to apply in real-time and then come back and take responsibility for the impact and results.

Benefits to you - our client

An on-going investment in sales coaching can deliver a significant return on sales conversion and profitability. We offer you the support and guidance you are looking for as you communicate and drive your sales team to achieve consistent success.

Suddenly, your forecasting and pipeline is more accurate, there are no more nasty shocks as deals you thought were “a dead cert” don’t close, and you can manage and motivate your sales team to generate the income you need for your business to grow and develop.

Sales can become the asset you know it can be – you just need to work with the right people to bring it to life.

Tangible outputs

• Team or one to one training delivered by an industry expert – product, solution or business focused
• Training on the skills and techniques that will impact and improve your customer engagements
• Opportunity to receive accurate forecasting and pipeline measurement
• Motivated and energised sales team that are committed and successful
• Recommendations for specific areas of development or focus

Why us?

Microsoft engages ResourceiT to deliver commercial readiness training to its partners on a regular basis because it knows that we have a unique insight and real-world experience we can bring to bear.

We are recognised for our deep understanding of the Microsoft product stack, our ability to translate technical messages into compelling business language, and our ability to communicate with all types of people (prospects, existing customers, partners and Microsoft) in the right way.
We don’t engage in meaningless conversations, “blag” our way through face to face meetings that deliver little or no value, or propose sales coaching solutions that will not deliver return. Our aim, as always, is to build a long-term relationship with our clients that delivers mutual value. We live or die by that every day... just like you.

Next Steps

Microsoft partners that engage us to deliver sales training often realise that their marketing function is not aligned to their sales execution or Microsoft relationship. Getting sales and marketing working together is one of the keys to sustained profitability and growth for any business. If you are struggling to match these two core elements of your business or require an extra pair of hands in your marketing department from time to time, have a look at our Campaign Execution services to see who we can support you, or review our Partnering with Microsoft services to see how we can help you.