Eight Step Process

Eight Step Process - Details

Step 1 - Step 2 - Step 3 - Step 4 - Step 5 - Step 6 - Step 7 - Step 8

Step 1 – “Are we preparing for our future?”

“Consulting/Planning Session #1 - Sales Structure Refocusing and Realignment - Are You Ready for Your 'Next Generation'
Sales Organization?”

Two-Day Consulting/Planning Session Facilitated by Jim Pancero

Program Overview:

How many salespeople will you lose to retirement or health issues over the next five to seven years? Some organizations have identified as high as 30% of their current sales force will need to be replaced within the next seven years. What are you doing to prepare for the “Next Generation” of salespeople you will need to hire and train to replace your seasoned sales pros?

This “Next Generation” will most likely require more training, more sales team support and stronger sales management coaching leadership. But most sales managers only “transactionally” support their salespeople focusing all of their support on special pricing, problem solving, order expediting and customer “thank you” call help. Most sales managers today do little actual sales coaching or account planning leadership with their experienced sales team. What will your organization’s sales leadership and coaching structures need to look like to maximize your future revenues and the success of these “Next Generation” sales professionals?

This two-day senior management level consulting session will help you and your leadership team identify and potentially re-organize your sales team and sales management focus based on your specific requirements as you move into the “Next Generation” of sales professionals.

You will always review and approve any consulting agenda/plan in advance to insure the impact and effectiveness of each day spent with you and your team. All consulting and training days are guaranteed to be productive and effective for your sales team. If you find any day unproductive or ineffective the day will be repeated at no additional charge.

Who Should Attend:

The most senior management and Sales VP’s in charge of defining, and leading your selling process.

You will receive the most value from this consulting time if you include multiple members of your senior leadership team responsible for deciding (and potentially changing) your organization’s sales manager assignments, sales territory assignments and sales compensation programs.

Expected Attendee Outcomes:

Better understanding of how many salespeople and sales managers you will need in
the future.

Clarity of the best way to motivate and compensate your sales team.
Knowledge of how to best align sales territories and compensation.
Ability to establish a low cost entry level sales training program for your newly hired sales team members.
Ability to organize and prepare your leadership team for the “Next Generation” of sales professionals.

Suggested Two-day Consulting Session Outline:

I – How selling as a ‘single enterprise’ can increase your competitive advantage, growth
opportunities and long-term profitability.
II – “Why do I need to realign, reassign, and refocus my sales organization?”
III – “How many salespeople do I really need, (and why)?”
IV – Suggestions to help train a newly hired sales person.
V – “How many sales managers do I really need (and why)?”
VI – “How can I ‘right-size’ my sales territory customer assignments?
VII – Can you strengthen how you motivate and compensate your ‘single enterprise’
sales team?
VIII – How can you financially justify paying for all these ideas and changes?

“We know you’re good...now are you and your sales team good enough to get better?”

An extensive program workbook is provided to all attendees.

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Step 2 - "Are we strengthening our sales tools and processes?"

“Consulting/Planning Session #2 – Defining and Clarifying Your Selling Message, Multiple Stepped Selling Processes, and
Coaching & Tracking Tools”

Two-Day Consulting/Planning Session Facilitated by Jim Pancero

Consulting & Planning Session Overview:

How interested and committed are you to growing your organization’s market share, competitive advantage, and overall profitability? You can increase your desired selling results if you invest in this two-day consulting and planning session to help you and your sales team define and clarify your sales leadership philosophies, sales tools, and tracking systems.

After decades conducting sales and sales management training programs, we have observed that the organizations who have had the most success (and results) from implementing Jim Pancero’s concepts have done much more than just send several of their sales team to our training. You can dramatically increase your long-term success utilizing Jim’s advanced selling ideas if you commit to:

#1 – Selecting a “Strategic Selling Champion” - This senior member of your management team needs to be assigned the responsibility of effectively designing and leading your sales training process, monitoring your team’s implementation progress, and insuring these concepts are pushed and maintained within your entire sales organization.

#2 – Defining your expected sales tools and processes before you train your experienced sales team – The goal of Jim’s training is to help you develop and strengthen a sales team who

sells with a consistent message, stepped selling structure, and complete “customer focused” message of product performance combined with comprehensive support. To achieve this consistency of selling requires you to expand and improve the selling tools and processes you provide. Improving the consistency of your selling efforts has proven to increase the consistency of the results and improvements you are able to achieve.

#3 – Insuring all members of your senior leadership team agree, support, and understand the key drivers that can increase your competitive selling success and profitability – Companies will achieve the most success and customer loyalty when they are able to break down the departmental silos that exist between wholegoods, parts, and service (the major departments in most organizations today). In today’s hyper-competitive markets long-term success will only occur when you have all of your senior management and sales team committed and involved.

Who Should Attend:

You will achieve the best results from this consulting session if you include your senior management and Sales VP’s in this meeting with Jim. It is also positive to invite some of your most senior salespeople and front line managers to help validate the relevance of the tools being developed.

Expected Attendee Outcomes:

Working with Jim, you and your team during this two-day intensive working session will define and organize your:

 Training timelines and expected results.
 Front line sales manager coaching and leadership expectations.
 Strategic message of competitive uniqueness selling message.
 Multiple-stepped selling processes.
 Coaching and tracking tools to be utilized by your sales managers.
 Ability to include parts, service and wholegoods into a single selling philosophy and
support process for your customers.

Ongoing Consulting Support:

By participating in at least one consulting/planning session Jim will commit to talking by telephone with your designated “Sales Champion” at least once a month as long as you and your organization continue in this eight stepped training and consulting process.

There is no additional charge for these telephone conversations. Jim will also be available to answer questions from any member of your sales team.

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Step 3 – “Are we helping our sales managers become stronger sales team leaders?”

“Sales Team Management: ‘They Can Always Sell More – How to Lead Your Sales Team to Increased Selling Success’”

Two-day Program Presented by Jim Pancero

Program Overview:

How effective are you as a sales manager? Are you leading your sales team to consistent competitive wins or are you just managing the "administrivia" of your selling environment?

Specifically developed for the experienced front-line sales manager or leader, this information-intensive program will focus on the unique problems and opportunities inherent in coaching and leading a team of selling professionals. You will learn proven ideas and the sales management “best practices” to equip your experienced sales leaders with the skills necessary to increase your sales volumes, market share, and profitability.

This two-day program will also help you improve your leadership skills, retrain your salespeople, and lead your team to a position of market dominance. You'll learn how to implement a simple, yet effective improvement planning process that benefits even your most successful salespeople, because no matter how much your team is selling, they can always sell more.

Who Should Attend:

Front-line sales managers who have salespeople reporting to them.

Expected Attendee Outcomes:

 Sales managers improve their motivational, coaching and leadership skills.

 Sales managers become stronger coaches of your team’s selling and account planning
efforts.

 Sales managers will implement ongoing in-house (free) sales training for your experienced
sales team.

 Sales managers will learn how to develop and implement an in-house, inexpensive, entry
level sales training program (even if you are only adding and training one new person at
a time).

Two-day Program Agenda:

I - How to make a difference as a sales manager and leader of your sales team.
II - How to build and enhance the motivational environment within your sales team.
III – How to coach, motivate, and lead, an experienced sales team.
IV – Understanding the selling skills required to successfully coach and lead your sales
team.
V – How to conduct successful sales “ride-withs.”
VI – How to conduct effective in-house sale training.
VII – How to successfully lead your sales team’s selling and account planning efforts.
VIII - So what now?

An extensive program workbook is provided to all attendees.

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Step 4 – “Are we helping our sales managers implement our ‘selling best practices?’”

“Consulting/Planning Session #3 – Helping Your Sales Managers Implement and Follow Your 'Sales Leadership Best Practices'”

Two-day Consulting/Planning Session Facilitated
by Jim Pancero

Consulting/Planning Session Overview:

Your third consulting session is best conducted after your front line sales managers have completed their “Sales Team Management” training (outlined in Step 3). This consulting session will begin with Jim meeting with your senior management team (the same team involved in our Step 2 Consulting/Planning Session) to review and discuss their progress as senior leaders of your sales team.

The rest of this two-day session will be spent working with your front line sales managers to answer their questions and to discuss their implementation plans and progress with the leadership ideas presented in “Sales Team Management.” Time will also be spent reviewing and discussing their implementation plans for the sales tools and processes specifically developed for your organization in Step 2.

Who Should Attend:

Once Jim has completed his discussions with your senior management team the rest of your session will be spent working with your designated “Sales Champion,” front line sales managers, and any Aftermarket/Service managers you want actively involved in selling to your customers.

Expected Attendee Outcomes:

Working with Jim, you and your team during this two-day intensive working session will organize and plan how your front line leadership team will:

 Increase their front line sales manager coaching and leadership skills.
 Agreement and commitment from your sales managers to shift from “Transactional”
sales managers to “Coaching sales leaders.”
 Commitment from your sales managers to utilize your leadership tracking tools developed
during earlier consulting sessions.
 The implementation of ongoing in-house (free) sales training sessions with your
experienced sales team.

Ongoing Consulting Support To Your Dealership:

By participating in at least one consulting/planning session Jim will commit to talking by telephone with your designated “Sales Champion” at least once a month as long as you continue in this eight stepped training and consulting series. There is no additional charge for these telephone conversations. Jim will also be available to answer questions from any member of your sales team.

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Step 5 – “Are we increasing our competitive selling advantage?”

“Strategic Selling Skills: ‘Strategic Sales Training for the Sales Professional – Are You Good Enough to Get better?'”

Two-day Program Presented by Jim Pancero

Program Overview:

How have you, as an experienced sales professional, enhanced your selling skills over the last few years? Most salespeople have changed little. Just being good as a salesperson is no longer enough. The most critical issue today is “Are You Good Enough To Get Better?”

The marketplace has changed. Customers are less loyal, more demanding, and are more price sensitive. Your competitors are effective selling professionals, with a solid set of existing customers, offering proven products at a very competitive price. Your ability to competitively win in this intensive market will be based on your capability to consistently implement all areas of your selling expertise. Are you consistently maximizing all of the selling skillpowers necessary for success in this aggressive, intense selling environment?

This information-intensive sales presentation will help you take a personal inventory of your selling skills and learn new ways to maximize your selling success. You will also learn how you can implement a more competitive style and approach to successfully sell your most important customers.

This is not beginning or entry level sales training! We promise you this will be the most advanced and impactful sales training experience you have ever experienced. You will leave your two-days of interactive training and discussions with the latest selling tools,

processes, and strategies that have been proven to be successful.

Who Should Attend:

Experienced sales professionals and their sales managers. This is also a positive advanced training experience for any senior Aftermarket manager involved in your organization’s selling efforts.

Expected Attendee Outcomes:

 Sales professionals thinking, planning and selling with a proactive multiple-stepped plan.
 Sales professionals better maintaining and growing their important customers through
structured account planning and coaching from their sales manager.
 All sales team members communicating a consistent and stronger message of
competitive uniqueness when any customer asks “Why do I want to buy from you?”
 All sales team members understanding and following a consistent set of “Selling Best
Practices.”
 All sales team members gaining an understanding of how to sell, as a team, a single
solution of customer-focused value through all departments.
 All sales team members gaining an appreciation and confidence that they are “good
enough to get better.”

Two-day Program Agenda:

 I – An overview of advanced selling - are you good enough to get better?
 II – Increasing your competitive advantage by communicating a stronger
philosophy/positioning within your markets.
 III – How to maintain and grow important existing customers.
 IV – How to develop and implement an ongoing account management new business
prospecting process.
 V – Strengthening your tactical selling skills by thinking, planning, and selling with a
proactive multiple-stepped plan.
 VI – So what now?

An extensive program workbook is provided to all attendees.

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Step 6 – “Are we successfully selling as a Single Enterprise?”

“Parts and Service Manager Sales Training – Expanding Your Role in Your Organization's Selling Process”

Two-day Program Presented by Jim Pancero

Program Overview:

Are you, as an experienced parts, service, or aftermarket manager, becoming more involved in your organization’s selling efforts? Are you needing to make more “sales calls” on your current and potential parts and service customers?

Most parts and service managers have never been formally trained in personal selling skills or the understanding of how all departments benefit when everyone helps sell a single total solution to a customer.

The definition of “selling” has dramatically changed. You, as a manager directly communicating with customers, have a leadership responsibility to help strengthen all selling and communicating with customers.

This program will help you understand the new selling philosophies and structures that can most increase your company’s success. You’ll learn in an interactive team seating environment how you can contribute both as a manager and a technical expert to all selling efforts. You’ll also learn some simple persuasive techniques that can help improve your ability to deal with pushy, agitated, or angry customers.

This is not beginning or entry level “Parts and Service Manager” training! This class has been specifically researched and developed for the experienced parts, service and aftermarket managers who are becoming more involved in

their organization’s customer selling experience. You will leave your two-days of interactive training and discussions with the latest tools, processes, and strategies that can help you directly impact the sales and profitability of all departments.

Who Should Attend:

Experienced parts, service and aftermarket managers.

Expected Attendee Outcomes:

 Improved Aftermarket selling efforts impacting all departmental revenues.
 Aftermarket managers becoming active members of your sales team.
 Aftermarket managers becoming more aware of their importance and ability to contribute
to their team’s wholegoods sales.
 Aftermarket managers improving their skills making customer sales calls.
 Aftermarket managers having improved skills handling pushy, hassled or angry
customers.

Two-day Program Agenda:

I – “Why selling to customers as a ‘single enterprise’ is so critical.”

II – “How you can contribute to your organization’s ‘strategic selling’ efforts as a
single enterprise.”

III – Increasing your personal persuasive skills in front of any customer.

IV – How to persuasively handle dissatisfied and angry customers.

V – How to communicate a stronger message of value and uniqueness.

VI – How to increase your organization’s team selling skills.

VII – Supporting, contributing, and mastering “enterprise selling.”

VIII – So now what?

An extensive program workbook is provided to all attendees.

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Step 7 – “Are we helping our sales team utilize our new ‘Selling Best Practices?’”

“Consulting/Planning Session #3 – Helping Your Sales Team Implement and Follow Your ‘Selling Best Practices’”

Two-day Consulting/Planning Session Facilitated by Jim Pancero

Consulting/Planning Session Overview:

Your fourth consulting session is best conducted after all relevant members of your sales team have completed “Sales Team Management” (Step 3 - For front line Sales Managers), “Strategic Selling Skills” (Step 5 - For Experienced Sales Professionals and Sales Managers), and “Aftermarket Strategic Selling” (Step 6 - For Parts and Service Managers).

Who Should Attend:

Building on our past consulting days and telephone discussions, the suggested meeting order for this two-day consulting session includes Jim:

- 1st meeting with your senior management and “Sales Champion” to review and discuss
your sales team’s progress
- 2nd meeting with your front line sales managers to review and discuss their progress
implementing the “Selling Best Practices” and structures covered in their training.
- 3rd spending the rest of this two-day session working with your sales professionals
   (and sales managers) to answer their questions and to discuss their implementation
   plans and progress with the selling structures and philosophies presented in “Strategic
   Selling Skills.”

Time will also be spent reviewing and discussing their progress utilizing the sales tools and processes specifically developed in Step 2.

Expected Attendee Outcomes:

By this “Step 7” you and your leadership team should be seeing definitive and specific examples of these selling concepts starting to work within your sales team. You can expect them to be bringing you specific customer examples where the new “Strategic Selling” concepts either significantly contributed to, and in some cases even directly resulted in, a higher margin sale being closed.

Working with Jim, your sales team during this two-day intensive working session will review, improve and expand their implementation of the “Strategic Selling” ideas, skills, tools and philosophies that have been presented.

This coaching time with your sales team is also an effective way for Jim to evaluate and provide positive suggestions of how your team can better utilize and benefit from these selling concepts.

Ongoing Consulting Support:

By participating in at least one consulting/planning session Jim will commit to talking by telephone with your designated “Sales Champion” at least once a month as long as you continue in this eight stepped training and consulting series. There is no additional charge for these telephone conversations. Jim will also be available (by telephone or e-mail) to answer questions from any member of your sales team.

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Step 8 – “Are we good enough to keep getting better?”

“In-house Sales Training”

In-house Sales Training Overview:

The final step in your eight stepped “Strategic Competitive Advantage” process is to maintain and improve the skills you have invested in your people.

At your monthly sales team meetings you would share a newsletter article or YouTube video clip produced by Jim Pancero. Each article or video would review and build on a specific “Selling Best Practice” of value to your team.

Once an article is shared or a video is shown the sales manager hosting the meeting would then lead the room in a discussion. By asking a series of simple questions, your meeting leader can generate productive team conversations of challenges and opportunities your people are facing. Sharing an article or sharing a video at every sales meeting is also a great way to remind and reinforce your organization’s commitment and expectations to these “Selling Best Practices.”

These articles and videos can be effectively utilized whether you conduct large formal group sales meetings or just have a few sales professionals sitting around their manager’s desk.

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Contact Jim Pancero at 800-526-0074 or jim@pancero.com for any questions or concerns.