Collecting WINS™ is a modern, customer-centric sales platform that transforms sales people into Growth Multipliers.
There are four steps to every successful buying cycle and four corresponding steps that sales people and servant leaders use to help customers buy.
Collecting WINS™ incorporates these steps into a proven, customer-centric sales platform that any consultative sales force can use to achieve committed goals and build long, profitable customer relationships.
HOW IT WORKS
While every implementation is driven by our client’s unique challenges and goals, a rapid and complete implementation of Collecting WINS™ follows these five phases:
PHASE I: SALES FORCE EVALUATION
In this phase, our predictive individual and team assessments are tailored to your unique selling environment, so you can understand what’s working, not working and why, before you invest in change.
PHASE II: EXPECTATION ALIGNMENT
In this phase, we work together to understand and document your economic, strategic and personal goals. We will also schedule regular accountability calls to track predetermined success metrics, promoting authenticity and transparency at every stage of our working relationship.
PHASE III: SALES TEAM INTRODUCTION
To earn your sales team’s trust and commitment, we will deliver one or two days of instructor-led training at your location. You pick the topics, and you set the goals. We will leverage course materials, training, and coaching to ensure your people are happy with the experience and can successfully implement what they have learned.
PHASE IV: SALES MANAGER’S GPS
To earn the commitment of your sales managers and executives, we deliver an additional day of coaching and consulting at your location. Together, we will build and learn to apply customized sales management tools capable of improving team meetings, pipeline efficiency, forecast accuracy, time management, and accountability.
PHASE V: SALES TEAM CERTIFICATION
With the successful introduction of Collecting WINS™, your sales people and sales leaders will have the opportunity to continue expanding their potential via self-paced, end-user and train-the-trainer certification programs. Our Growth Multiplier Certification™ program will create a lasting impact on your people and culture, and form the foundation of a powerful, always-on sales recruiting and onboarding initiative.
“During our partnership with Floriss, Boon Edam has enjoyed three consecutive years of record sales and profit growth. I strongly recommend the Collecting WINS™ coaching and training program.”
GREG SCHREIBER | SVP of Sales, Boon Edam, Inc.
WHY IT WORKS
Our blended learning and development model leverages two innovations to simplify the process of understanding and applying new winning habits and behaviors.
OUR FIRST INNOVATION
For years, training and development experts have known that sales team members require three distinct learning tracks to achieve permanent shifts in behavior. The problem is, most sales training programs still ignore this evidence. We do not. The following three learning tracks represent the first innovation of our blended learning model:
This is achieved when new learners invest time studying formal coursework, delivered via self-paced and instructor-led courses.
This is achieved when managers and peers demonstrate or ‘model’ winning habits and behaviors for new learners, often via formal/informal mentoring relationships.
This is achieved when new learners are able to apply what they learn to real or stages sales scenarios, with the support of their manager’s active coaching.
OUR SECOND INNOVATION
Sales people are creatures of habit. We hold on tight to old patterns of behavior that work, and we are slow to change when old patterns of behavior let us down. Unfortunately, most sales training programs only communicate information. They are not equipped to help learners challenge old beliefs and cultivate new winning habits.
The second innovation of our blended learning model is our native ability to cultivate new winning habits for learners by developing and aligning their mindset, skillset and toolset:
MINDSET: Beliefs that align a learner with success.
SKILLSET: Practices that focus a learner on success.
TOOLSET: Systems that reinforce a learner’s success.