Intro to The Maverick SalesEdge™

The Maverick SalesEdge

was designed and engineered by a collaboration of former and current senior sales executives, business savvy PhD psychologists (with years of training and executive coaching experience), sales compensation consultants and sales training and operations experts.

Unlike many other consulting firms that will immediately respond that they can help you-without knowing much, if anything at all about your sales group, we won’t know if we can help you until we learn about the significant issues holding back the performance of your sales associates; as well as your objectives and expectations for improvement.

The Maverick SalesEdge

Module 1

Module 1

Module 1 allows Maverick to understand and assess the current state of your sales force.
 

Dave Bucci, the Practice Leader forSalesEdge, along with the other practice leaders at Maverick designed the only scalable, adaptable, modular, and holistic sales training process gleaned from over 200 man years of sales and consulting experience across dozens of large companies.


How do we begin? After hearing your perspective on what is and what isn’t working, we start with Module 1: Sales Force Assessment & Benchmarking.

   The Maverick SalesEdge

Building Your Action Case
 

Module 1 is required for all SalesEdge engagements. It provides us with the information we need to systematicallydetermine where your sales team and management currently stand against a host of metrics.


Here’s just some of what we’ll discover:
 

    • Go to market? How?
    • Cost of sales (defined by client)
    • Sales commissions analysis
    • Sales channels
    • Sales Metrics
    • Closing rates
    • Margins
    • Sales Cycle
    • Sales to cash cycle

Module 2

Module 2 
 

Every sales associate is unique: each one possesses a personal skill set in addition to the training he or she has already received from your company. Module 2 utilizes a combination of highly accurate behavioral and other profiles which are taken on-line, in addition to face to face interviews with the firm’s professional psychologists and sales experts to build their individual skills profile.
 

Many factors, often overlooked, have a significant impact on the success or failure of your sales associates.
 

Maverick’s SalesEdgeTM is uniquely designed to determine each sales associate’s capabilities in addition to internal and external factors that impact his/her success. In fact, Module 2, Behavioral & Skills Assessment, is likely to provide you with data and insight that was never previously available.

   The Maverick SalesEdge

SalesEdge Mod2

Behavioral & Skills Assessment of Sales Associates
 

In order to fully understand the skill level and behavioral tendencies of each sales associate, Maverick’s PhD, business savvy psychologists, former sales executives, and operations experts collaborate to craft a custom designed set of assessment tools that will accurately measure the skills of each sales associate.And we go beyond that, to look at how myriad factors outside the reach of the sales associate affect his or her skills and performance.In Module 2A we utilize similar tools to assess your sales managers.

Module 3

Module 3 
 

In Module 2, we assessed a combination of behavioral and other skill sets. Now that we know each associate’s strengths and weaknesses, we can tailor their training in Module 3 to those skills that are most needed for improved sales performance. And, we don’t waste your associates’ time or your money training them on things they already know and do well!
 

More than ever before, your customers expect your sales associates to provide a consultative sales approach. To do that, your sales associates need to learn new skills in finance, technology, engineering, marketing etc. They need to understand how they impact other internal operating groups – and how those groups effect their ability to sell successfully. SalesEdgeTM will give them those critical skills.

   The Maverick SalesEdge

SalesEdge Mod3

Consultative Skills Training
 

The status quo won’t cut it anymore. A day or two of sales training isn’t going to do it; adding a skill or two to your sales associates isn’t going to do it: what will do it? SalesEdgeTM will do it.
 

We’ve created the most extensive and relevant consultative skills training that will enable, empower, and incentivize your sales associates. They will come away from Module 3 with a new appreciation for other operating groups within the company; and take that knowledge to the customer by assuming a more consultative role. In doing so, they’ll be creating a stronger customer relationship that will yield improved results moving forward.

Module 4

Module 4

You probably won’t be surprised to learn that research has determined that 70% of sales training is forgotten or goes unutilized within a couple of months after the training takes place.
 

Buyers are savvier then ever; the internet provides a wealth of resources that enable them to negotiate better pricing, terms and conditions. So how do you keep your sales associates up to the challenge? How do you provide them with more skills than the buyer?


Those questions are answered with SalesEdgeTM Module 4, which includes a broad array of strategies, tactics and soft skills training; along with our uniquely designed interactive role playing and assessment. Taken together, this training will power your sales effort not only well ahead of where it stands today-but will give you sales superiority over your competitors well into the future!

   The Maverick SalesEdge

SalesEdge Mod3

Negotiating Skills Training

Dave Bucci is a former SVP of sales for a multi-billion dollar global technology services company. In that capacity, he's had the opportunity to review and execute a myriad of sales training programs. Some of them had good ideas, but none of them brought together a cohesive blend of skills training that integrated the behavioral strengths necessary to enable a sales person to rise significantly above his or her present level of performance-and continually improve upon it.
 

SalesEdgeTM will bring to your sales associates' training insights and tactics you won't learn anywhere else. Including: how and when to bring in another resource to negotiate with you; knowing when to lose (that's right, there's a time to lose in order to win) a negotiation; improving your EQ, and many more winning strategies and tactics are all included in Module 4.

Module 5

Module 5 

After successfully completing the sales training elements in Modules 3 and 4 that were based on each associate’s assessment in Module 2, your sales associates are now ready to participate in a  unique and proprietary set of real-world sales simulations that have been carefully designed and customized for your industry, your company and each sales associate.
 

Our simulations are designed by a collaboration of the firm’s  Practice Leaders from Sales and Service, Behavioral Integration Management, Leadership & Coaching and Operations. Our multi-pronged and holistic approach are among the elements that make SalesEdgeTM   different-and better than any other sales training program.
 

Creating the Simulations is complex work for Maverick: implementing them and utilizing the results is easy for you.

   The Maverick SalesEdge

SalesEdge Mod3

Simulations & Assessment

Maverick 's SalesEdgeTM  simulations are like nothing you’ve seen before. Each one is designed exclusively for your sales force in general, and for each sales associate in particular.
 

The assessment results for each sales associate are expressed numerically and take into account external factors such as his region, product lines, customer loyalty levels and many other factors.


At this stage, the sales associate’s metrics and behavioral evaluations are combined and moved to the final module (6), to determine if he or she is qualified for Certification as a SalesEdgeTM  graduate! Certification criteria is based on a collaborative understanding between the top sales executive at the client and Maverick.

Module 6

Module 6 

Certification is the last step in your customized SalesEdgeTM  process.
 

It will provide each sales associate with a ranking in specific skills and behavioral tendencies, and allow you to track their progress moving forward.
 

Among other things, the certification process is intended to provide your sales managers with the ability to create better retention and recruiting strategies, and to determine which associates are simply not contributing to the value of your organization.

   The Maverick SalesEdge

SalesEdge Mod3

      Certification

After completing the simulations and assessment process, your SalesEdgeTM  practice leader will provide an internal grade for him/her. This grade will be based on the weighting of the assessment performance data which is then blended with the associate’s behavioral data.
 

If an associate’s score does not exceed the minimum internal grade forSalesEdgeTM  Certification, there will be several options available, including: remedial training in specific modules and then reassessment; a probationary period, or possibly dismissal. Keep in mind that once completed, your sales management will have a keen understanding of the true value each associate brings to the sales force.