Sales Modelling Project - Ayes Amewudah
Ayes Amewudah – Energis – Head of Sales and Marketing, Retail and Travel
Introduction
Sales methodology used
Powerbase, medic, platinum gold, TAS
How do customers benefit from what you sell?
Telecommunication and related services enable our customers to introduce new revenue streams, improve customer service and reduce costs.
What do you think makes a good sales person?
Ability to really put themselves in their customers shoes – know what their customers want and feel.
Good project management ability – able to work with and put together the right teams.
Environment and behaviour
I work in the office on customer’s premises and at home normally between the hours of 09:00am and 07:00pm.
My behaviours are around reviewing, instructing, coaching and leadership.
If you were going to teach me how to do it what would you ask me to do?
Understand the ‘big picture’ as to customer requirements and how to get solutions developed within the company.
Protect your team from ‘company crap and distractions’
Galvanise your internal network to meet the team’s requirements
Monitor, manage and motivate your team to do what’s necessary – particularly during the occasional but inevitable ‘lows’.
Capability
This leads from what I said before:
Analytical capability to review performance,
Management and Motivational capability so that the both the team and the wider team are enthused to ‘do the impossible’ at times.
Beliefs
What do you believe about yourself when you do this?
I’m continually moving in the right direction
I’m experienced enough and have thought through the options so that nothing that comes up will faze me
I can get people to enjoy themselves – and therefore enable them to produce better results.
What do you believe about your team?
That people really want to do a really good days work
They want to part of something bigger than themselves
They have both an independent and a team spirit
Identity
Do you have a personal mission or vision when you do this?
I’m someone who can contribute to the aspirations both of the company and my family. I’ve a work life balance and don’t loose sight of the family
More sales related questions
How to you monitor your own performance?
Sales performance vs. target
The motivation of my team; that they’re enjoying and get a satisfaction from what they do!
What do you think are the biggest issues that effect sales people today?
The market is bit ‘beige’ can be difficult to penetrate
Meeting and opening the ‘right’ people
Fighting for internal resource – much has been cut back
Really understanding customers wants (and sometimes the wants that they don’t yet know they want!)
What challenges do you have?
Galvanising people to work in a new ways
What is your attitude to selling?
It’s a means to an end!
How is selling changing in the 21st Century?
Continual drive to keep costs down, from both ourselves and our customers. Apparent ‘busyness.’
The need to successfully keep on top off and use ‘New Media’ and ‘New Channels’
.
Who in your customers do your sales people see?
For example:
Initiator
Gatekeeper
User
Decider
Influencer
Purchaser
All with particular emphasis on influencers, decision makers – and a group you haven’t mentioned ‘blockers.’
Generic stages in a sale – what makes the difference?
Give each of these stages a vote out of 10 for importance (0 is low, 10 is high)
Prospecting 10
Making contact 10
Identifying needs 8
Quality and plan approach 6
Develop offer and value 6
Present solution 8
Negotiate and handle objections 8
Close 8
Implement 8
Track value 9
Which would give you the highest opportunity for improvement?
Prospecting – People tend to only stay in their comfort zones; they need encouragement to develop contacts in new areas.
Key sales capabilities – what makes the difference?
Give each of these stages a vote out of 10 for importance (0 is low, 10 is high)
Market knowledge 7
Proposition knowledge 7
Attitude 7
Influencing skills 9
Problem solving skills 9
Buying sales cycle knowledge (specific customer) 10
Taking action 9
Which would give the highest opportunity for improvement?
Understanding how specific customers buy
Key influencing skills – what makes the difference?
Give each of these stages a vote out of 10 for importance (0 is low, 10 is high)
State 8
Appearance / Image 10
Breaking / Making rapport 7
Eliciting values 9
Agreeing outcome / vision 9
Questioning 9
Listening 9
Presenting 7
Storytelling 10
Belief Change 8
Profiling (adapting to cultures) 6
Which would give the highest opportunity for improvement?
Listening and questioning skills.
Key values
What are your key vales in selling? What has to happen for you to be fully satisfied in your role?
Hitting target
Broad contact base in customer (No surprises!)
Positive feedback from customers and team
What have we left out?
The importance of developing the right sales managers
Remuneration!!
You can read Ayes profile on LinkedIn:
http://www.linkedin.com/profile?viewProfile=&key=1175947
Important note: Since completing this project Ayes moved on to be Director of Sales and Marketing at Insurecom Ltd
Michael
01908 506563
Copyright 2007 PPI Business NLP Ltd
Introduction
Ayes has an MSc from Cranfield and before joining Energis had senior positions at B & Q, BT and Lucent.
He is also a Non Executive Director at the Virtual Office Group.
Current target customers
Target customers are large customers in the retail and travel sectors
Sales methodology used
Powerbase, medic, platinum gold, TAS
How do customers benefit from what you sell?
Telecommunication and related services enable our customers to introduce new revenue streams, improve customer service and reduce costs.
What do you think makes a good sales person?
Ability to really put themselves in their customers shoes – know what their customers want and feel.
Good project management ability – able to work with and put together the right teams.
Environment and behaviour
I work in the office on customer’s premises and at home normally between the hours of 09:00am and 07:00pm.
My behaviours are around reviewing, instructing, coaching and leadership.
If you were going to teach me how to do it what would you ask me to do?
Understand the ‘big picture’ as to customer requirements and how to get solutions developed within the company.
Protect your team from ‘company crap and distractions’
Galvanise your internal network to meet the team’s requirements
Monitor, manage and motivate your team to do what’s necessary – particularly during the occasional but inevitable ‘lows’.
Capability
This leads from what I said before:
Analytical capability to review performance,
Management and Motivational capability so that the both the team and the wider team are enthused to ‘do the impossible’ at times.
Beliefs
What do you believe about yourself when you do this?
I’m continually moving in the right direction
I’m experienced enough and have thought through the options so that nothing that comes up will faze me
I can get people to enjoy themselves – and therefore enable them to produce better results.
What do you believe about your team?
That people really want to do a really good days work
They want to part of something bigger than themselves
They have both an independent and a team spirit
Identity
Do you have a personal mission or vision when you do this?
I’m someone who can contribute to the aspirations both of the company and my family. I’ve a work life balance and don’t loose sight of the family
More sales related questions
How to you monitor your own performance?
Sales performance vs. target
The motivation of my team; that they’re enjoying and get a satisfaction from what they do!
What do you think are the biggest issues that effect sales people today?
The market is bit ‘beige’ can be difficult to penetrate
Meeting and opening the ‘right’ people
Fighting for internal resource – much has been cut back
Really understanding customers wants (and sometimes the wants that they don’t yet know they want!)
What challenges do you have?
Galvanising people to work in a new ways
What is your attitude to selling?
It’s a means to an end!
How is selling changing in the 21st Century?
Continual drive to keep costs down, from both ourselves and our customers. Apparent ‘busyness.’
The need to successfully keep on top off and use ‘New Media’ and ‘New Channels’
.
Who in your customers do your sales people see?
For example:
Initiator
Gatekeeper
User
Decider
Influencer
Purchaser
All with particular emphasis on influencers, decision makers – and a group you haven’t mentioned ‘blockers.’
Generic stages in a sale – what makes the difference?
Give each of these stages a vote out of 10 for importance (0 is low, 10 is high)
Prospecting 10
Making contact 10
Identifying needs 8
Quality and plan approach 6
Develop offer and value 6
Present solution 8
Negotiate and handle objections 8
Close 8
Implement 8
Track value 9
Which would give you the highest opportunity for improvement?
Prospecting – People tend to only stay in their comfort zones; they need encouragement to develop contacts in new areas.
Key sales capabilities – what makes the difference?
Give each of these stages a vote out of 10 for importance (0 is low, 10 is high)
Market knowledge 7
Proposition knowledge 7
Attitude 7
Influencing skills 9
Problem solving skills 9
Buying sales cycle knowledge (specific customer) 10
Taking action 9
Which would give the highest opportunity for improvement?
Understanding how specific customers buy
Key influencing skills – what makes the difference?
Give each of these stages a vote out of 10 for importance (0 is low, 10 is high)
State 8
Appearance / Image 10
Breaking / Making rapport 7
Eliciting values 9
Agreeing outcome / vision 9
Questioning 9
Listening 9
Presenting 7
Storytelling 10
Belief Change 8
Profiling (adapting to cultures) 6
Which would give the highest opportunity for improvement?
Listening and questioning skills.
Key values
What are your key vales in selling? What has to happen for you to be fully satisfied in your role?
Hitting target
Broad contact base in customer (No surprises!)
Positive feedback from customers and team
What have we left out?
The importance of developing the right sales managers
Remuneration!!
You can read Ayes profile on LinkedIn:
http://www.linkedin.com/profile?viewProfile=&key=1175947
Important note: Since completing this project Ayes moved on to be Director of Sales and Marketing at Insurecom Ltd
Michael
01908 506563
Copyright 2007 PPI Business NLP Ltd
posted by Michael at
5:15 PM
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