SALESMAX DEVELOPMENT WORKSHOP

AGENDA Step One: Organisational Awareness Step Two: Self Awareness Knowledge, Experience, Skills and Abilities Sales Motivation Personality Step Three: Integration Draft Goals Action Planning

Introduction & Background PsychAssessments Ltd Organizational Psychologists and Consultants Auckland, NZ Specialise in assessments for hiring and development History with (your company)

WORKSHOP OBJECTIVES Begin a process of self assessment, self understanding, and self development. Help you evaluate where you are and where you want to be: Define Success in Your Job Gain Insight into Personal Capabilities Identify Strengths and Gaps Guide you in constructing a personal development plan.

EFFECTIVE CAREER DEVELOPMENT Workbook Page 4 EFFECTIVE CAREER DEVELOPMENT Aligning personal capabilities with organizational demands

STEPS IN CAREER DEVELOPMENT Workbook Page 5 STEPS IN CAREER DEVELOPMENT Understand the Organisation & Your Role Understand Yourself Identify Strengths and Gaps Set Goals and Develop Your Action Plan Work Your Plan

ORGANISATIONAL AWARENESS Understand the Organisation & Your Role

Workbook Page 8 Business Objectives What are the critical objectives for your organisation How does your role impact these objectives? What do successful sales people do to meet these objectives? How do you measure up?

PERSONAL AWARENESS Self Knowledge Innate Learned Self Management Change behavior Improve effectiveness

SALESMAX SURVEY Measures three important factors Work Personality Workbook Page 13 SALESMAX SURVEY Measures three important factors Work Personality Sales Knowledge Motivation Personality and Motivation can impact how you use your other capabilities (knowledge, skills, etc.) in a positive or negative way. Sales knowledge is more the “can you do the job”, where as personality and motivation have to do with “will you do the job.”

SALESMAX – GRAPHIC PROFILE Workbook Page 13 SALESMAX – GRAPHIC PROFILE Compared to other Sales professionals Individual’s scores Percent correct to all questions Based on “Most Like Me” responses

LEARNED CAPABILITIES EXERCISE

Workbook Page 15 SALESMAX- KNOWLEDGE Prospecting/Pre-qualifying- Identifying sales prospects and pre-qualifying them First Meeting/First Impressions- Recognising the importance of first impressions in initiating positive and productive sales relationships. Probing/Presenting- Developing a clear understanding of the customer’s specific needs. Overcoming Objections- Problem solving and overcoming objections. Influence/Convincing- Convincing the customer of the value of company products and/or services Closing- Negotiating and closing the sale.

Understanding the Customer Workbook Page 16 Understanding the Customer Who is your customer? What are your customer’s needs? How is your product/service better than your competitor? Anticipating your customer’s needs, what does your company need to do to stay competitive in the future? What are some ways to understand your customers better?

SALESMAX- KNOWLEDGE Role Plays Prospecting/Pre-qualifying Workbook Page 17 SALESMAX- KNOWLEDGE Prospecting/Pre-qualifying First Meeting/First Impressions Probing/Presenting Overcoming Objections Influence/Convincing Closing Role Plays

LEARNED CAPABILITIES EXERCISE Workbook Page 18 LEARNED CAPABILITIES EXERCISE Reviewing your Self Assessment Results and SalesMax report What are some strengths for you? What are some areas of opportunity? Techniques to try? (Be specific, when, with who?)

INNATE- Motivation

MOTIVATIONS Workbook Page 20 Recognition - Extent to which one values recognition for work well done; enjoys being the center of attention. Control - Extent to which one prefers positions of leadership or control. Likes to be in charge.  Money - Extent to which one is motivated by financial rewards such as money and material possessions. Freedom - Extent to which one values personal freedom to make decisions and function independently. Developing Expertise - Extent to which one values becoming an expert and perfecting skills within a chosen field. Affiliation - Extent to which someone is motivated by interactions with other people. Enjoys helping and dealing with people. Security/Stability - Extent to which someone is motivated by stability and security in life and in their career. Achievement - Extent to which someone is motivated by overcoming successive challenges; enjoys challenges for their own sake.

Workbook Page 21 MOTIVATIONS Review your results, which motivators are your top motivators (1-3)? How have these historically impacted your career choices? How do your top motivators get met in you current role or outside in other aspects of your life? For example: High Need for Affiliation- In my job I am always building relationships. Or outside my job I am a member of my neighborhood association and serve as the social chair Are there any things you should consider in your development plan to help you better meet your motivational needs?

INNATE- Personality

PERSONALITY QUIZ True or False Workbook Page 22 PERSONALITY QUIZ True or False You are who you are. Personality is stable and never changes. Sales Leaders are born that way; without the natural potential, it is almost impossible to be a good sales person. Those in jobs that are poor fits to their style, will never have job satisfaction. Being a good sales person depends more on your level of experience, and less on your personality. A recent traumatic event can alter the measurement of your personality. Having more of a characteristic is always better (for example, being high on self-reliance). Personality surveys ask the same questions over and over to try to catch you in a lie.

PLOTTING YOUR SCORES Plot your scores on the worksheets. Workbook Page 23 PLOTTING YOUR SCORES Plot your scores on the worksheets. If you are noticeably high or low you should have some potential assets and liabilities.

INNATE EXERCISE Reviewing your Results Workbook Page 35 INNATE EXERCISE Reviewing your Results What are some strengths for you? What are some areas of opportunity? How do these impact your performance?

PULLING THE PIECES TOGETHER

READING YOUR REPORT Detailed Narrative In each section, the narrative will discuss how your personal characteristics, knowledge or motivations might impact your behavior. Consider how your natural tendencies or learned capabilities may help or hinder your job effectiveness. Developmental Suggestions For areas that are liabilities in a sales role, you will receive a developmental suggestion

READING THE REPORT Take 20 minutes to read your report. Workbook Page 38 READING THE REPORT Take 20 minutes to read your report. Underline comments that describe you. Put a question mark next to the areas that do not describe you.

WHAT DID YOU THINK OF THE RESULTS? Are they ACCURATE? If you don't think so, ask others who know you well. Could it be a blind spot? Of the findings, which ones matter to you most?

GOAL SETTING Pages 18, 21, 35 Capitalizing on Strengths Workbook Page 40 GOAL SETTING Pages 18, 21, 35 Capitalizing on Strengths How do your strengths contribute to your success? How can you utilize these more? Areas for Improvement What personal capabilities (innate and learned) might be areas for improvement? How are these limiting your success?

GOAL SETTING Stretch Your Goals should…. Workbook Page 40 GOAL SETTING Your Goals should…. Have immediate, positive impact on your job effectiveness “ ” you Be SMART (Specific, Measurable, Attainable, Realistic, Time-bound) Identify how this goal is important to you and/or your job. Think both of goals that will apply a strength or that might close a gap. Stretch

ACTION PLANS SHOULD BE CLEAR Specific Goal Desired Outcomes and Progress Indicators Content includes Activities, Courses, Books, etc. Target Dates

ACTION PLANNING Exercise (pages 45-47): Work on your plans individually Read SalesMax developmental suggestions Use development resources you discovered in the KSA exercise Share with the group

WORKING YOUR PLAN Assume personal responsibility Modification makes perfect Give yourself time Hold yourself accountable Write it down, share it Reward yourself

MEET WITH YOUR COACH Be prepared Provide your coach with your action plan worksheets Remain open-minded to suggestions Talk about your goals and aspirations Keep your coach informed on your progress Schedule periodic check-in times Three Month Check-up Six Month Check-up Twelve Month Check-up

CONGRATULATIONS You have completed the first step toward reaching your Career Goals!!!!