Transforming Sales Performance, Developing Self-Leadership

Power up performance with Positive Intelligence

Course Description

The Power Up Sales Team program provides a two-track, multi-discipline approach to improving sales performance. The two tracks run parallel; providing foundational skills needed to master communication, lead successful negotiations and build long-term relationships with a more discerning and well-informed buyer while providing the underlying development (based on Positive Intelligence) needed to build resilience, mental fitness and personal effectiveness. Based on the principles of shifting towards a positive mindset, participants will learn to understand their own sabotaging behavior and how to reprogram their potentially limiting responses to deliver positive results. This has a direct impact on the relationships they build and the customers they serve by building trust and delivering better results.

YES, I WANT TO IMPROVE SALES PERFORMANCE


Where teams have adopted a 'positive intelligence' approach which boosts mental fitness, they have reported spectacular results:

Energy & Focus

90% use mental/emotional energy more effectively
use mental / emotional energy more effectively

Mental Fitness

91% manage stress better
manage stress better

Personal Fulfilment

85% increase in happiness
increase in happiness

Performance Impact

92% improve ability to develop others
improve ability to develop others

Positive Outcomes

84% better at conflict management
better at conflict management

Self-Confidence

83% reported self-confidence
reported self-confidence


Track 1 - Sales Skills Development

Core modules will cover the following key areas and will be full day sessions and interwoven with content from the Positive Intelligence track, bring learning to life and making it personal to each participant:

  • Module 1: Self-Leadership - managing self to maintain a positive mindset and ensuring the best impact on others by staying in sage mode while engaging with colleagues. Developing these competencies improves collaboration, client relationships and enables better team performance.
  • Module 2: Conscious Conversations - how to lead positive conversations both internally and with clients to ensure aligned outcomes in service of the organization's goals and targets. Applying your Sage powers (Empathize, Navigate and Explore) to achieve better outcomes in conversations with clients and customers.
  • Module 3: Affinity Negotiations - creating value and affinity through effective negotiations by resolving effectively the stakeholders' needs, wants and emotional motivations. Strengthening your Sage powers (Innovate, Navigate and Activate) resulting in successful negotiation outcomes.
  • Module 4: Sustainable Sales Strategies - developing sales strategies which provide net positive benefit to the organization, its people and communities and the planet. Applying Innovate and Activate sage powers to build greater value for customers and the organization.
  • Module 5: The Assisted Buyer Approach - understanding the dynamics of a more sophisticated buyer in a more competitive market experiencing disruption and supply chain challenges.
  • Module 6: Leading High Performance Sales Teams - team leadership through coaching, delegating and empowering and how to create to a culture of continuous growth and innovation.

Elective Modules are available for more advanced skills development and include Servant Selling, Advanced Negotiation, Crafting the Customer Experience.

Track 2 - Mental Fitness for Sales Teams

Sales Teams will complete a 7 week coaching program alongside the sales skills development track building Positive Intelligence (PQ). This element of the program includes:

  • Access to the PQ app including the mental gym to build the 3 core mental fitness muscles
  • Pod group meetings (virtual) with an experienced coach to work on the identified saboteur behaviors
  • Free Positive Intelligence Assessment identifying saboteur tendencies
  • 7 x 1-hour video sessions (broken down into smaller increments for convenience)
  • 6 weeks of daily Focus of the Day Coach Challenges and reflections to deepen understanding

Insights from the Positive Intelligence track will be integrated into the Skills Development modules to ensure participants begin to adopt and apply a positive mindset approach to improve sales performance.

Read more about the impact of EQ and Saboteur behavior on Sales Performance:

READ MORE

How the PQ Coaching App supports Sales Team Development

Alongside the Sales Skills development modules, Sales Teams will build a foundation of mental fitness by strengthening the three critical mental muscles to shift mindset from negative to positive, moving the balance of power from Saboteur (negative self) to Sage (positive self).

Understanding Saboteur Behaviour

Assessment insights inform the personalized content that participants work through via the app

Developing Sage Muscle

Participants learn and practice the 5 core Sage responses which transform outcomes of learned behaviors

Mastering Self-Command

Participants complete daily focus activities and mental gym activities to strengthen the Sage Muscle and retrain responses to challenging situations

Shifting from Negative to Positive Mindset

Participants learn to do mental fitness 'reps' to help shift from negative self to positive self.

PQ APP - coaching app tool for Sales Team development

Deliverables and Outputs

  • The Core Sales Skills Development modules will each be full day sessions. They will be highly interactive, include real-play, video scenarios, immersive activities where participants will develop their skills through experiential learning, missions and practical projects.
  • Modules can be delivered either face-to-face, virtually or via blended learning to suit a range of learning styles and to satisfy organizational needs.
  • The program comprises of 2 interwoven tracks, developing skills and the personalized insights from the PQ element of the program enabling participants to understand the link between thinking, behaviors and performance.

Developing Emotional Intelligence in Sales Teams - the Results

Positive Intelligence builds on the core competencies for emotional intelligence (EQ). When sales teams adopt this approach and improve their EQ, the return on investment is measurable and tangible. *According to a study by researchers Sue Jennings and Benjamin Palme (source: positiveintelligence.com):

At MetLife, trained salespeople outsold the control group by

37%

Motorola recorded improved productivity in 93% of trained employees

93%

In a UK restaurant group, higher competency resulted in 34% greater profit growth

34%

At L'Oréal, strength in these competencies resulted in $91,370 increase per sales person

$91,370 per sales person

At CIBC, strength in these competencies account for 32% of booked sales and 71% of pipeline sales

71% pipeline sales

At Sanofi-Aventis Pharmaceutical, the average salesperson with improved competency sold $55,200 more per month

$55,200 per month

*Testimonials, where organizations have adopted the PQ approach - source: Positive Intelligence.

Power Up your Sales Teams today, develop mental fitness for tomorrow and beyond.

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