The biggest expense in any organization is lost sales.

The biggest expense in any organization is lost sales. You never realize it because it never even hits your books – it hits your competitor’s books – as their revenue!

Research shows that over 50% of forecasted deals never close. One-fourth of those are lost to the competition but effective deal coaching can cut lost sales in half.

A strong sales manager can provide strategic insight, detect blind spots, improve action items, and grow the sales rep as well as the deal. Yet many sales managers don’t know how to effectively coach a deal other than “flogging the forecast” for “how much and when”.

Effective deal coaching is the key to winning the deals you can’t afford to lose. Many sales organizations have implemented sales methodologies and processes, but don’t hold their frontline sales managers accountable for consistent execution of these processes. Coaching is one of the most neglected areas in selling today. You get what you inspect...

Give your sales managers the deal coaching skills they need to increase win rates and get the most out of your people.


Coaching The Complex Sale

The COMPASS: Sales Coach™ process is based on 12 coaching questions gathered from the best deal coaches in our customer base and personal networks. Research has shown that effective strategy coaching can increase win rates as much as 20%.

Of course each question of 12 can explode into half a dozen or more other questions based on whether the manager satisfied with that part of the plan. So there are actually over 50 questions but not all are needed every time.

In this module we teach managers not only which questions to ask blind spots, assumptions, weak strategies, deals you shouldn't be in it all, and inaccurate assessments of preference and competitive strategy.

There is also a hosted software plug-in for COMPASS that indicates the managers’ assessments of the 12 questions using a red, yellow, and green dashboard for each question of each deal.  This will enable "commit" and "upside" forecasting based on your Sales Manager's confidence rating derived from a strategic review rather than a percentage of activities completed.

Because of the effect of competition of politics, sales outcomes are binary and either won or lost completely.  The closer you get to winning, the closer you also get to losing.  The COMPASS process will result not only in a more accurate forecast but a better win rate from better sales strategies.

Coaching the Complex Sale is designed to teach your managers how to coach the values and skills learned in our R.A.D.A.R.® - Winning Opportunity Strategies methodology.

Coaching is the key to the reinforcement and transformation of your sales force.

Coaching The Complex Sale