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Practice for Game Winning Strategy

Practice for a Game-Winning Strategy What the Best Sellers Do 1st # 1 # 1 The Seller's Challenge Sales professionals today MUST bring their A-game to customer Why conversations. They need to be in Challenger? shape to apply proven ChallengerTM Challenger sales reps are skills and manage skepticism 4x more likely from customers to stand out to be high-performers in complex selling amongst competition and win. environments based on their ability to teach, tailor, and take control of the commercial Without manager coaching conversation. and reinforcement, even the best sellers will miss their target. But old habits can die hard without continuous practice and delivery of newly acquired skills and development of Commercial Insights. The Coaching Impact RETENTION OF SALES TRAINING WITHOUT COACHING Without on-the-job reinforcement, sales professionals Day 1 100% Day 30 13% lose 87% of training insights within one month... PRODUCTIVITY IMPACT OF TRAINING WITH COACHING ..but combining training with coaching Training Alone 22% improves returns fourfold Training & Coaching 88% relative to training alone. Using Video for Coaching and Sales Performance When the right video technology is deployed, teams can share what good Challenger selling looks like to help sellers improve and sustain their results. For For For SALES LEADERS SALES MANAGERS SELLERS Go beyond sales call data Finally see your colleague's best Challenger selling in to observe the quality of Provide virtual feedback to highly distributed teams to better focus precious live seller execution and action and receive course-correct faster if feedback on your own behavior change isn't coaching time. pitch to bring your best to sticking. customers. Benefits of Video For Pitch Prep Why Video? with Challenger at the core, video capabilities can help: SAVE TIME & EFFORT FACILITATE TEAM ACCESS POWERFUL ENSURE A FLAWLESS by launching digital COLLABORATION by ANALYTICS to track EXPERIENCE with micro-learning based conducting multi- progress and evaluate multi-language on the Challenger quality of contributions through participant live video software and live global model. sessions to assist team support 24/7/365 interactions. a dynamic dashboard The Game Plan Managers can easily pull plays from the Challenger Library, a collection of CEB-designed programs to drive Challenger selling in your team. Sellers can practice virtually in real time or their convenience, allowing managers to instantly view their team's performance and provide feedback. Leader launches Manager provides feedback program Improve sales execution Seller completes activity Greater Visibility Greater Results Organizations implement Challenger video technology to: Embed Challenger Improve delivery of disruptive Commercial Insights. Improve sales coaching to skills to drive reinforce behavior loyalty and sales. change. Find out how CEB Challenger Sales Exchange can help your team practice and perfect their game-winning strategy to drive revenue and customer loyalty. Learn more at: www.cebglobal.com/sales-effectiveness m CEB WHAT THE BEST COMPANIES DO

Practice for Game Winning Strategy

shared by LizzyMartin on Nov 13
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Nail your next customer meeting by following this strategy.

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CEB Global

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