algario sales development system oct. 17 11 sv
DESCRIPTION
Blended Online Sales Development and Professional CoachingTRANSCRIPT
ACQUIRE KNOWLEDGEwith a program that drives and measures results at every stage.
ENHANCE KNOWLEDGEwith effective online tools and personal interactive coaching.
APPLY KNOWLEDGEwith a learning framework that establishes tangible results by becoming part of the process – not an overlay.
DEVELOP KNOWLEDGEwith a customized online eLearning program that gives you the power to drive your training development requirements.
PURSUE KNOWLEDGE… and credibility by piquing Curiosity – the genesis of every sale.
RESULTS AT EVERY STAGE ›
About Algario
Algario is a Learning Development organization focused on:
Providing a blended formula of eLearning and Personal coaching that ensures measurable results
Enhancing Sales results without disrupting the
current Sales processes or distracting sales people from
their daily jobs/routines
Providing a real-time view on the ongoing effectiveness of the development investment
Building a framework for sustained improvement
PowerLearn™ Sales Development SystemA common sense approach that challenges traditional sales habits and works on:• Relationship building• Increasing call back percentage when leaving
voice-mail messages• Crafting and sending more impactful e-mail messages• Developing more needs to increase the prospect's
sense of urgency• More accurately qualifying prospect opportunities• Expanding a single piece of business into a
larger opportunity• Delivering a more impactful sales presentation• Closing more sales faster
Coaching Tools
Online Training
A combination that generates results in a continuous learning environment throughout the entire Sales process
Comprehensive set of tools designed to assist managers in supporting the implementation• Culturalizes and habitualizes the methodology
The PowerLearn™ Difference
1Delivered
anywhere… anytime
2Divided into
digestible pieces that form the
building blocks for continuous
learning and skill development
3Time efficient – just 1.5-2 hours
per week on average
4Adapts to the needs of each individual and self-customizes
throughout the development
cycle
5Delivers
quantitative results that are unique
to Sales Development… reinforcing the
value and approach to both Sales Professionals and the entire organization
A Blended Learning Model – combining time effective online tools and personal interactive techniques
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Question Based Selling™ methodology that wraps an effectiveness layer around your existing Sales process
Improves two parameters:• Efficiency – taking less time to
accomplish the same activity
• Effectiveness – improving results at every stage of the Sales process
Enhance and add value to a Sales process that already exists
We start by building on what is in place…
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… and focus on Sales Execution
Aggregate impact with Algario
Current Sales successThe
Algario difference
CUSTOMERS ›
Utilizing your current sales process and value propositions
• Concentrating on:– how to improve the sales process vs. what the sales process is– delivering incremental improvements at every step
STEP 1Prospect
STEP 2Qualify
STEP 3Identify
need
STEP 4Propose
STEP 5Justify
STEP 6Close
STEP 7Deliver
STEP 8Support
Enhancing the Sales Process
The Question Based Selling Sales Forum is a systematic progression that naturally flows from creating curiosity with customers and prospects, leading to building credibility, expanding relationships, gaining client commitment
What if…?
Curiosity is the genesis of every sale… and credibility cannot be claimed – it has to be earned!
Curiosity
Expand relationships
Needs development
Credibility
Qualify
Present solutions
Commitment
Question Based Selling Sales Forum
Skill Development Cycle – 10 weeks
Day 1 + 2Understand the Concepts and Develop Tools• 1 hour/week• Online self paced training • Support Tools development• Relevant content for each
individual• Reviews available whenever
needed
Day 3 + 4Develop the Proficiency• Execute on real customers• Test the concepts and see
the difference• Look for areas that
need help• Coaching Analytics –
ongoing monitoring
Day 5Collaboration, Coaching, Commitment• Bring back experiences –
positive and gaps• Share what worked with
the team – The Successes• Results based Individual
Coaching• Set objectives for the
following week• Secure commitment
Development and reinforcement throughout each week
Intro (Optional)Program and Corporate Positioning
The Learning Program
STEP 1Prospect
STEP 2Qualify
STEP 3Identify
need
STEP 4Propose
STEP 5Justify
STEP 6Close
STEP 7Deliver
STEP 8Support
Aggregate impact with PowerLearn
Current Sales successThe
Algario difference
CUSTOMERS ›
Layered skills that are applicable throughout the sales and service process
M1 - What is Question Based Selling
M8 - Turning ‘Cold Calls’ into ‘Luke Warm’ Calls
M7 - Double Your Benefits to Double your Value Proposition
M6 - Differentiating your Value Proposition
M5 - Escalate Your Needs Development Conversations
M4 - Building Credibility and Relationships
M3 - Leveraging Curiosity in the Sales Process
M2 - Strategy to encourage Customers to “Want to Engage”
M10 - Closing More Sales Faster
M9 - Leading a Question-Based Sales Presentation
9Algario PowerLearn™ Implementation
Engage Managers
Managers are coached on the processes for a
successful implementation
Engage Participants
Through conference calls, participants are
versed on the program, its
rationale/benefits and expectations
are set
Learn New Skills
Participants prepare for a series of weekly conference calls with
each Module of Question Based
Selling
Our 9-stage process ›
Personalize New Skills
The Adaptive Model Strategy enables customization by each individual to specific market
and product circumstances
Apply Tactics Immediately
Participants apply new methodology
to their real-life daily work experience
Coaching Analytics
Algario Coaches monitor/assess each individual’s progress
weekly and apply this information in collaboration
sessions to improve program
effectiveness
Collaborate and Share
Facilitated group discussions lead to
expansion of concepts, sharing success stories,
motivation, inspiration and
culturalizes the sales methodology
Skill Development Cycle
Skills are learned in a building block
atmosphere over the first 9-10 weeks
Skill Entrenchment Cycle
4-5 concepts become the focus for the next
4 months to continually build
skills. Algario Coaches monitor
progress and work with managers to guide the process
and facilitate group discussions
A methodology that layers the skills across the entire Sales organization
A multi-layered Coaching model
• Coaches lead the sessions and provide analytical data that:
• Provides the foundation for the teaching elements• Directs the discussion to areas that need
reinforcement• Leverages the team involvement
• Managers work side by side with the coaches and• Provide continuity and personalize the discussions
within the context of the team• Obtain insights into the skill sets of individuals which
can be reinforced in personal reviews• Obtain the skills necessary for ongoing coaching
• Team participants• Are expected and encouraged to engage in group
sessions by coaches and managers• Learn from each other and begin to recognize and
emulate best practices• Develop their own approach to being successful
A Professional
Coaches
B Management
Role
C Team
Collaboration
The Individual • Learns new skills• Learns from peers and coaches • Sees the results and gets
continual reinforcement
›
Providing the foundation for meaningful progress
Program Content at a GlanceAlgario PowerLearn Sales Development System Programs Comparison Professional
Coached ProgramService Program
Knowledge Program
Quick Start Program
Refresher Program
Program Elements
Applicable for all employees who face customers and have an opportunity to sell
Applicable for all employees who need to understand / support the sales teams
Applicable for those who need an appreciation of the concepts and appraoches (i.e. Marketing)
To get New Sales Employees established - quickly
Coaching Program for Employees who missed or need extra coaching
Program Management - Program Execution Scheduling and Setup √ √ √ √ √ - Employee and Manager Program Registration, Welcome and Instructions √ √ √ √ √ - 12-month Sales Skill Methodology OnLine Unlimited Access Student License √ √ √ √ √ - Introduction / Communication to Managers / Sales / Service Leaders √ √ √ √ √ - Introduction / Communications to Program Participants √ √ √ √ √ - Client Branding and Messaging Optional Optional Optional Optional Optional
Learning Elements - Client Introduction Module to Position Program, Approach and Expectations Optional Optional Optional Optional Optional - Skill Development Methodology (Modules 1 - 10) √ √ √ √ √ - 16 OnLine Personalized Support Activities/Tools √ √ √ √ √ - Skill Development Methodology (Modules 11 - 15) - 7 OnLine Personalized Support Activities/Tools - Skill Mastery Review Testing √ As Required As Required √ √ - Industry CE Accreditation - CAAMP/IIROC √ √ √ √ √
Coaching Elements - Skill Development Methodology √ As Required As Required √ √ - Skill Development Coaching - Group Coaching Calls for Modules 1 - 10 10 4 2 4
- Skill Development Coaching - Group Coaching Calls for Modules 11 - 15
- Skill Entrenchment Coaching - Group Coaching Calls Over 4 months 4 2 - Skill Entrenchment Reporting Periods 4 4 4
Reporting Elements - Employee Goal Reports √ √ √ √ √ - Employee Achievement Reports after Each Module √ √ √ √ √ - Scenario Based Activities Reports in Each Module √ √ √ √ √ - Summary Scenario Based Group Activity Combined Results at end of 10 Modules √ √ √ - Mid Week Employee Progress Reporting 10 4 2 4 4
“Our results after the learning showed an uplift in Sales activities, client call-back ratio went to 4 times the
national average and meetings booked topped 6
times the national average…. All contributed to an overall
increase in confidence across the entire staff.”
Sonny BasiDirector, Lending Specialists, CIBC
RESULTS AT EVERY STAGE ›