Conventional sales training programs provide a needed foundation of activity-based skills for sellers, but typically do not effectively deal with the mindset and paradigm shifts that sellers must undergo in order to be effective at the C-Level.
Salespeople need to experience first-hand the context of these meetings - what it's really like when they have to meet and be successful with senior executives, by actually doing it, repeatedly, and getting feedback.
Second, they need to develop the attribute that distinguishes Masters from other salespeople. This, we have learned, is not what they do, but how they think. We call this the Masters Mindset: the backdrop of beliefs, feelings and thinking that drives the actions Masters choose to take and the way in which they conduct themselves.
It includes:
- A sense of mutuality with the CXO - "I belong here"
- A focus on impact and contribution to the client, more than excelling at a set of tasks
- Thinking a great deal about the client's business and how it can be transformed
- An instinct to add value beyond the immediate bounds of the selling situation
- A determination and developed ability to acutely tune in to the client's mindset
- The confidence to lead where it will make a difference
The Masters Driven Selling workshop enables salespeople to develop a profound and personal sense of what it is like to 'come from' this mindset, and the impact it has on how they engage with C-level executives. Through their interaction with actual C-level executives, participants move forward on a new, accelerated and energized development track. This results in a significant jump in effectiveness, with an attendant dramatic increase in revenue.
Sales force revenue potential.
The points on the chart represent the earning potentials at the different levels within the sales force.
Increasing the population of high revenue generators has a direct impact on corporate revenue, represented by a line that gets closer to being vertical.
