At the beginning of 2012, I started a long-term consulting engagement to help a security integrator build their sales process to sustain their rapid growth. I know that sounds a little backwards, but their reputation had grown so strong in a certain vertical market that they were winning a ton of business. However, their sales process and tools were outdated.
After we started working together for a few months, I was asked to help coach their VP of Sales. Actually, the request came from him and the CEO, so it wasn’t a hard transition. Although I didn’t have a program built for one-on-one coaching, I created one and had a blast doing so. Along the way, we discovered a ton about his natural and adopted skills. We were able to adjust their overall process and his routine to fit his skills. His leadership and the company’s performance went through the roof.
Since then, I’ve had several less formal requests while I’m engaged in a consulting project: “can you help John or Sue or Mike with their prospecting or organization or sales leadership?” Every single time I’ve gotten personally engaged with a security sales professional, we’ve seen positive results in their performance and in our overall project.
So… I decided to formalize the coaching the program for sales leaders, and will have the program ready to roll out to the market in January. If you’re interested in learning more about our one-on-one sales leadership coaching, please click here.
