Struggling to get traction in improving sales force performance? Find out how one Big 4 Australian Bank is transforming the performance of its Financial Markets Sales force by applying the principles of Sports Science and the latest research in Neuroscience to a corporate sales environment.
MIND Peak performance can help to supercharge your sales force through our unique approach of applying sports science disciplines to sales management. In the field of sports science, every variable is measured to assist an athlete or team to achieve a lift in their personal best performance. Through highly tailored individual coaching programs, leveraging the latest in scientific research, sports teams and elite athletes’ work with specialist coaches on their strengths to gain a competitive edge.
In Sales however, we often leave many of the variables likely to have the biggest impact on performance to gut feel and chance. Sales in a corporate environment is becoming and increasingly competitive environment, requiring sales professionals to adapt to meet the ever changing demands of clients.
Mind Peak performance applies the latest in neuroscience research and some of the techniques from the world of sports science to improve the performance of Corporate Sales Teams.
Our process involves:
- Building a Blueprint: Profiling the performance of your best sales performers, diagnosing those factors that have the biggest impact on their performance from a psychological, competence and Neurological perspective. This is called the Blueprint.
- Assessing the capabilities of your sales force against this blueprint to understand the levers of high performance in each individual.
- Providing targeted Neuro coaching to sales professionals to support them in performing at their peak and making a swift adjustment to new sales behaviours.
- Coaching the Coach –Training sales coaches to become elite performance coaches and measure and improve their effectiveness through the RAIT coaching effectiveness tool. This builds a sustainable capability in your organisation to continually transform your business.
- Measuring the impact of every initiative to ensure it is having maximum effect.
Why our approach is so successful:
MIND Peak Performance’s sales science program is so effective we expect a minimum 30% uplift in sales performance run rate over a 12 month period in clients we work with. Our approach works because we:
- Apply the latest in Neurological research to improve the resilience of sales people, making them more adaptable to change and improving their ability to thrive under pressure
- Our program measures all of the key elements of human performance and tailors improvement initiatives to each individual’s neurological learning preferences
- Ensure learning translates to performance through our coach the coach program
- Assist sales leaders in holding sales managers accountable for being effective sales coaches through the measurement of the incidence and quality of their coaching interactions
- Leverage positive psychology and emphasise the personal health and wellbeing benefits to participants in managing the impact of stress on their lives
Ben
efits of applying the Sales Science program to your organisation:
- Significant increases in performance
- Increased engagement and retention due to the individual focus on development
- Increased resilience, equipping sales people to over come obstacles faster, thrive under pressure and respond quickly to changing environments
- Greater insight into the opportunity cost of your current sales team and the potential for performance. Answers the question of how much revenue are you leaving on the table as a result of the current capability of your sales force.
- Takes the guesswork out of improving sales force capability and maximizes the ROI from your sales training and coaching initiatives.
The MIND Peak Performance Sales Science Program has been successfully employed at one of Australia’s big 4 commercial banks within its Financial Markets business. Following a highly successful pilot in Australia, the program is in the process of being expanded globally. In the scientific study we conducted throughout the pilot, we demonstrated a 30% improvement in performance in our test group over all others over a 3 month period.
Sounds expensive? Well you’d be amazed at how little this program costs relative to the massive increase in performance that is generated. This is one of the highest Return on Investment decisions you might ever make.
Please enquire about our Sales Risk Assessment Analysis to better understand the potential to lift sales performance in your organisation and to identify the extent of opportunity to super charge your organisations sales performance.
Download our latest article on the challenges of relying on traditional sales improvement methods to achieve an increase in sales performance:
The Four Challenges of Improving Sales Performance