How we identify the skills to target in your JODO workshops

1. Identify the key sales situations that most impact business outcomes
2. Identify the key knowledge and skill areas that need to be focused upon
3. Agree a delivery model that works best for the client
4. Target the priority knowledge and skills areas that are to be the key focus
5. Provide tailored training materials and sales tools to support the training as we go
6. Set post training measures with you to monitor and drive post training execution
7. Provide additional training support by email or phone - as required - as a key element of our service at no extra cost

Service & sales process, systems and skill integration model

Typical sales performance indicators that we work with you to positively impact

• Prospecting activity
• Face to face meetings
• Key Decision Makers met
• Meetings resulting in an Advancement
• Number of opportunities
• Opportunity quality
• Opportunity coverage
• Pipeline volume
• Account coverage
• Past client communication
• Customer / client retention
• Territory coverage
• Sales productivity
• CRM contacts
• Wins and losses
• Conversion rates

TITIRO

Before we engage we want to know more about your business, your market, your sales operation, sales method, team and sales skill level. 

The sales exercise routine that we design for your team should not only deliver a base level of overall sales fitness; it should also focus in on priority sales challenges and opportunities.      

We think it is critically important that we focus our joint efforts on the specific and priority things that are going to deliver measurable sales improvement to your sales organisation and your business.

Our TITIRO process is fast and effective and enables us to design the JODO workshops that reinforce or introduce the specific sales knowledge, sales skills and techniques that work the sales muscles we have designed to be worked. 

How we work does not mean we need to re-engineer your sales operstion. We are big fans of not fixing what is not broken and whilst we have specific sales IP that we can introduce, we take the position of being sales methodology “agnostic”; and in that way we can assist you to adjust and improve whilst leveraging your previous sales system, process and methodology initiatives and investments.

Sales methodologies that we are familiar and have worked with include but are not limited to:

JODO

Our sales training workshops are unlikely to be anything like those you and your team have attended before. If they are, we will be disappointed with ourselves. Your JODO will be a high energy, upbeat, challenging and fun experience. At the end of your JODO sessions your salespeople should be metaphorically “huffing and puffing”, feeling challenged and at the same time exhilarated.

Our JODO workouts are curated with a specific sales muscle focus. We are creating new sales exercises on a weekly basis. Your sales exercise routine can be designed for a range of sales capability levels or for salespeople at “Shodan” (Beginner), “Yodan” (Intermediate) or “Hachidan” (Advanced) level, or any level in between.

JODO sessions typically run for 60 to 150 minutes to avoid learning overload and include repetition of key exercises to build fitness across the desired sales muscles the session is focused on. To quote Rob Deutsch the Founder of the F45 physical fitness juggernaut……”If you keep doing a spin class on the bike, day in, day out, your results will plateau. You know exactly where the hills are coming and when you need to go hard and when you need to rest. You need to be tested mentally to be able to achieve results. You always want to be attacking different muscle groups at different times and different speeds. Putting muscles under tensions for different amounts of time, at different speeds and different angles.” Our JODO sessions are designed and delivered with these very principles in mind.

Your JODO sessions can be very easily designed to focus on, for example, early, middle or late in the sales process techniques or you can nominate the specific sales muscles you want to work on and we will design your program accordingly. Importantly, we can work with your sales process and methodology and simply plug in the exercises your sales team requires.

We have developed the JODO model out of the knowledge that the majority of salespeople attend training only once per year, often in one long 1, 2 or 3 day workshop. Research on the effectiveness of sales training over the past 30 years has consistently determined that the longer the duration of the training session, the less the amount of knowledge and skill retained. It is with this knowledge that we have quite deliberately developed a model of sales fitness delivery that involves multiple, shorter, more focused workshops. It is the repetition and consistency factor that delivers sales skill and technique improvement. It is a lot like engaging in a weight loss and physical fitness regime that is working. As you see yourself toning up and increasing your strength and fitness, that self-reinforcement motivates you to continue and the program can truly change your life.

HONO

What we know is that more than 80% of your sales training investment will be lost within 30 days if those sales skills and techniques are not embedded with supportive reinforcement and sales coaching activity.

It is for this reason that every JODO program is packaged together with a flexible variety of Level Five TITIRO, HONO and EVIDO elements. These include but are not limited to the following:

• The provision of sales tools, templates and cheat sheets
• Short, sharp and effective training reinforcement workshops
• Post program sales improvement measurement to track and prove positive progress
• Sales Manager guidance and implementation support
• 24/7 telephone / SMS / whatspp group / email support
• One on one coaching sessions
• 15 / 30 / 45 / 60 day review process
• Sales accountability programs that operate to a weekly, fortnightly or monthly regime with associate reporting down to an individual salesperson level

To provide our unique KARE (Keep, Attain, Recapture, Expand) focused mobile accountability app, we have partnered with the Sandler Corporation. Sandler are the largest training organisation in the world. The sales accountability app enables sales activity and outcome accountability to be easily configured to the individual needs of a salesperson, to specific sales roles or to the needs and focus of any sales team. Our app can be deployed to a sales team of one, many hundreds or thousands on a global basis.

The HONO elements of your Level Five package are one of the things that make us truly different from others operating in the sales performance sector. We have not designed our solution however to be different, we have designed it to deliver improved sales performance through individual workshop and exercise tailoring, repetition, continuity and by generating a level of engagement that creates a genuine want in the salesperson to come back and continue to get better at what they do. Our experience is that as salespeople grow and develop from an average level, to good ..to better, their increased day to day selling success and the career and income progression that this delivers them, motivtes them to want to go all the way to elite.

Our world's first sales "Dan" proficiency tiering program taps into the inner want of competitive salespeople to be recognised for their of sales knowledge, skill and technique excellence.

EVIDO

Our EVIDO solution is all about understanding how you team is really implementing and executing sales activities in the marketplace today.

Our EVIDO solution is an exercise in behavioural observation. Our strongly held view is that sales success is much more about skill and technique than anything else, hence our credo more science, less art. Our observation activity (across both face to face and telephone sales teams) identifies the extent to which your team is executing the techniques and behaviours you require to win, retain and grow your customer and revenue base.

What questiions does our Mystery Shopping observation answer:

• To what extent is your team preparing and planning their sales calls?
• To what extent are sales calls being executed with an agreed and clear purpose?
• What kind of questions are being asked by your sales team?
• Is your sales technique more akin to a Push or Pull style?
• What % of sales calls are resulting in an agreed outcome that will move a specific sales opportunity forward?
• To what extent do your salespeople evidence the selling practices and techniques in which they have been trained?
• How would a customer respond to how they are being sold to by your team?
• How consistently are best practices being executed in the market?
• What is the gap between best and worst execution?

We are very hesitant to call our work in the automotive, real estate and retail sectors “Mystery Shopping”. We simply recognise that, at this stage, from an online search and marketing perspective, we have to.

To be clear, what we are looking for are the specific behaviours and techniques that move a customer or prospect through the G.R.E.A.T. process that wins you business…. Great - Relate - Explore - Assist - Thank.

Our reporting can score every interaction and rank your team across 20-30 specific behaviour and skill criteria; and we can provide individual and team reports that include what is executed well; and identify the key opportunities for improvement.

Our Mystery Shopping operatives are not people who have simply signed up online and been sent out on a casual basis to earn pocket money; they are recruited based on a combination of criteria focusing on their professional experience, observation skills, attention to detail and their capability to engage with people.