Top Gun Channel Sales Academy
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The document outlines Greg Haskell's proposal to ShoreTel for a Sales Academy to train their partner sales teams. The Sales Academy would include: 1) A two-week bootcamp for nominated partner salespeople to learn about ShoreTel's products, market landscape, and sales strategies. 2) Ongoing one-week "flight school" training sessions focused on intermediate sales skills. 3) A "master class" for top-performing partner salespeople to share best practices and be recognized by ShoreTel executives. 4) The goals of the Sales Academy are to equip partners to increase sales and unlock more value for customers, leading to increased ROI for all stakeholders.
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Top Gun Channel Sales Academy
- 1. Sales Academy Creating Top Gun Partner Sales Teams Presented to ShoreTel CEO by Greg Haskell
- 3. My Philosophy The great aim of sales training is not knowledge...but enablement to take the most appropriate actions with purpose & forethought.
- 4. Sales Academy Blueprint Mission: Equip Partner salespeople to unlock the value of ShoreTel solutions for their customers resulting in extraordinary ROI for all stakeholders in the value chain. Sales Boot-Camp Nominated by Partner; Invited by Dean of Sales Academy Two-week rigorous experiential/applied learning workshop The Market, business, VOIP, buyer, ROI landscape ShoreTel Growth Strategy Marketing and Sales; Service/Support Products/Solutions Architecture, Director, Phones, PCM Sales Certification (Step One): Demo and Case Sale
- 5. Flight School Purpose: Intermediate one-week sales skill and knowledge training with possible topics Territory, Portfolio, Account Management Planning methods Selling to Senior Executives Politics and Relationship Strategies in the Complex Buy Financial Savvy NLP-Improve sales persuasiveness Qualification of real deals Managing and Accelerating Your Pipeline Competitive Sales Strategies to Win the Deal Demand Creation SPIN Selling: Effective Questioning Sales/Marketing Messaging Extensive role-plays and casework around students pipeline
- 6. Master Class Purpose: Select Top 10 elite Partner salespeople to share insights with and be recognized by ShoreTel Executive Team. Profile the ShoreTel success sales profile Roundtable exchange of best practices Create an Agenda for Continuous Improvement (e.g. Marketing, Sales, Admin, Legal, Service/Support, etc.) Recognition Awards Motivational or Industry Speaker Top Guns become ShoreTel Ambassadors
- 7. Benchmark for Sales Extreme credibility with Partner sales organizations Telephony, Networking, Call Processing, Wireless Sales experience in Enterprise and SMB markets Expert and Master of best-practice sales methodologies, tools, skills and business processes Proven Sales Trainer, Coach, Facilitator, Mentor Strategist, Team Leader, Consultant, Trusted Advisor Convincing communicator Commitment to success of Partner salespeople and extended stakeholders Architect and coach of performance programs Sales SavvyCompetition, Buyers, Solutions, Politics, Deals Continuous learner and process improver Passionate, enthusiastic, energetic and collaborative servant leader
- 8. Success Metrics Exceed ShoreTel Sales Quota by Region Larger deals; faster conversion rate; higher velocity Key Metrics Close more deals (close rate 80%+) More deals proposed; Larger pipeline Shorter sales cycles Larger deal sizes Moving into larger accounts % increase in competitive wins over Cisco and Avaya Sales Resource Utilization reflected in lower cost of sale Sales Certification measures changed behavior/skills
- 9. Gregs Fit as Dean Diversity & Agility: Technology, Product Knowledge, Skills Versatile : Field Sales, Operations, Marketing, Trainer/Coach Credible : Fought the Battles; Knows what it takes to Win Skilled : Sales, management, best-practices, resourceful Valuable : Focuses on getting results Professional : Integrity, passion, humble, creator Explorer : Seek new frontiers Connected : Industry, Thought-Leaders, Consultants/Vendors Team Player : Respect, support, leader/follower Realistic: Pragmatic, street-wise, battle-tested Committed to clients success Continuous growth and learning Work in Progress Passionate, Energetic Team Player committed to others professional growth
- 10. What could you achieve if you were given the key?