We developed this manual to help you take control of your team’s development. This manual contains an overview of the JS Group’s industry-leading Sales$marts™ 12 Step consultative sales process and provides coaching guidelines and performance based materials targeted at Sales Managers in today’s high-tech channel reseller, solution provider and solution integrator firms. Our Sales$marts program works, and now we are putting our proven methods in your hands.

The contents of this manual and program are designed to be used by the Sales Manager to coach individual sales people through areas within the sales process that are impeding their success. It is not intended to replace formal sales training, but instead is designed as a Sales Manager’s Job Aid. Whether to improve on a few key areas for experienced sales people that are struggling, for reinforcement of key strengths for your superstars, or for new inexperienced hires (in conjunctions with the Sales$mart drivetime CD program), this manual will allow you to customize your coaching to meet all of the needs of your sales team.

If you need a formal sales training program, talk to info@thejsgroup.com about our full sales training programs. We have included best practice guidance throughout the manual which will help instill practical experience skill building by utilizing the methods proven to be most effective in our training. In learning these best practices, you will gain skills that will help you guide your team to top performance. Our best practices and insights will give you the confidence and direction to expertly apply our solutions and evaluations in a highly successful training experience and get your team to overcome weaknesses and expand their skills.

Step 1: Sales Goals
Establish sales goals that will the sales person will use to achieve results and develop Key Performance Indicators (KPIs) to measure the goals.

Step 2: Differentiation
Empowering sales people to understand your company’s competitive differentiators and develop effective positioning statements.

Step 3: Prospect Identification
Helping sales people to determine the characteristics of a high value prospect, plan and manage the prospecting process and create prospecting messages.

Step 4: Discovery
Teaching sales people to develop effective interviewing/discovery questions to elicit information on a prospect’s needs.

Step 5: Entry Strategy
Enabling your sales team to conduct an analysis of the prospect’s problem, determine how the solution will solve the problem and develop an account entry strategy for the influencers.

Step 6: Value Analysis
Showing sales people how to produce a thorough, quantified value analysis by determine costs, risks, alternatives, benefits and customer KPIs.