CORPORATE SALES
TRAINING & COACHING
by Riaan Pietersen
Develop a sales education system that drives real behavior change and results.
“The meeting of preparation with opportunity generates
the offspring we call luck”
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World-Class Sales
Training & Coaching
INTRODUCTION
SALES TRAINING DESIGNED FOR LEARNING AND CHANGE
Sales training is often approached with a car wash mentality. Pull in
when needed and come out the other side shiny, new, and ready to
be a top seller. This kind of training might be fine for learning basic
tasks.
Selling is not a basic task.
Not only is there a large body of sophisticated skills and knowledge to
master, but sales training is often about changing the behavior of
adults who are set in their ways.
Leading organizations don’t see sales
training as an event, they view it as an
ongoing process.
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World-Class Sales
Training & Coaching
BLUE OCEANS APPROACH TO
COACHING & TRAINING
Quality sales coaching feels less like discrete events and more like a
university education.
The Figure below shows how this looks different than the more
common, but less effective, approach.
Category
Typical
Blue Oceans
Approach
Flavor of the month
Focused, long term
view
Staying power
Forgotten and not
applied
Efficient, repeatable
effective
Delivery method
Limited
Live | Online |
Telephonic
Approach
Aging
Current, Field
orientated
Effectiveness
Not remembered, not
connected to daily work
Internalized,
Integrated,
New Agents
Time consuming,
ineffective
Repeatable, focused,
effective
World-Class Sales
Training & Coaching
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AT BLUE OCEANS WE:
Define goals and objectives for sales training, and how training
should affect sales force results.
Develop custom sales training and improvements to the sales
performance environment in areas such as sales process and
performance support
Deliver blended sales training with strong reinforcement and
immediately applicable to their jobs.
Enable sellers so that sales training translates into the desired
behavioral change
Measure effectiveness of sales training itself and its effect on
sales results, and continuously improve the training and
performance environment
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World-Sales Training
Class & Coaching
GOALS, OBJECTIVES, SUCCESS
METRICS
For most companies, transforming their approach to sales training by
establishing the Blue Oceans coaching is not really a training
initiative. It’s a change-management effort.
Other common goals:
 Creating a path to top performance for each sales role
 Establishing an effective, common approach to your company’s
way of selling
 Raising quota and quota attainment
 Ramping up new sales hires quickly, efficiently, and effectively
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World-Class Sales
Training & Coaching
DEVELOP A SALES PLAYBOOK
During the coaching processes we will generate a Sales Playbook.
This process will be interview based with some of the current
Rainmakers
Sales playbooks are repositories of the best practices for
salespeople at a particular company to create and win sales.
How do the best people:
 Fill the pipeline with qualified leads?
 Conduct thorough needs discoveries?
 Inspire buyers to consider new, important ideas?
 Craft the most compelling solutions?
 Communicate the value of their offerings?
 Win sales against tough competition?
 Penetrate and grow accounts?
The answers to these questions are gold. If you want to make people
successful, help them do what successful people do. Sales playbooks
are these guides.
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World-Class Sales
Training & Coaching
ROLE AS COACH
1. Define: As a coach I help sellers define both their
goals and a path to their own personal New Reality,
the personal state they most desire. Different
salespeople are motivated by different factors.
2. Execute: I help sellers build and execute action plans,
optimizing seller efficiency and focus. After defining
goals and setting a path, I will help coachees develop
habits; automatic behaviors that help increase
seller’s success.
3. Advise: I give direct advice as appropriate to
maximize immediate sales wins.
4. Develop: I help develop a coachee’s knowledge,
skills, and attributes to improve performance
fundamentally. Coaching must include advice to close
particular opportunities and a focus on helping the
salesperson improve his capabilities over time.
5. Motivate: I help motivate sellers to find and sustain
their highest level of energy and action over the long
term.
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World-Class Sales Training
& Coaching
KEY TAKEAWAYS FROM SALES
COACHING
General business coaching is not sufficient for sales situations,
where opportunities are often immediate and coaches lack
sales experience.
 To be successful, coaching must have a specific and regular
rhythm of conversation and a connection between coach
and seller.
 Coaches help salespeople build their goals, take
ownership, and achieve results through motivation.
 Sales coaches are often instrumental in helping their
coachees develop new habits and making sure they stay
the course.
 Motivation is different for every person. Good sales
coaches recognize this and are able to key in on what will
drive each toward his New Reality.
 With a successful coaching program, clients report
between a 25% to 40% increase in sales activity, leads
generated, average deal size, and close ratio.
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World-Class Sales
Training & Coaching
WHY MANAGERS AREN’T GOOD
COACHES
 Don’t have the time to coach
 Aren’t comfortable coaching
 Aren’t sure what a sales coach is supposed to do
 Don’t have strong coaching conversation skills
 Don’t establish a consistent rhythm of coaching
conversations
 Don’t have the tools and resources to help them make
coaching a success
 Try to apply general business coaching to sales and it doesn’t
work
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World-Class Sales
Training & Coaching
COACHING AREAS
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World-Class Sales
Training & Coaching
COACHED FIRM
STATISTICS
 Coached firms have a 17% higher hit rate on targets
 Coached firms have a 24% higher success rate on reaching
forecast
 Coached firm are 2x more likely to become a preferred
vendor and trusted partner
 Coached firms amplify behaviors and deliver 26% higher
pipeline results
 Coached firms drives performance and 30% more sales
people reach targets
 Coached firms are more motivated, positive, have
confidence in their ability and more target orientated
Statistic provided by Sales Force and over 400,000 sales people.
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World-Class Sales
Training & Coaching
AREAS OF COACHING & TRAINING
The Sales Mind
NEW TRENDS
Digital platforms
| Blogs | Sales
growth |
Prospecting
VALUE
Coaching
& Training
SKILLS & NLP
Rapport | Value
proposition |
Buying patterns
World-Class Sales Training & Coaching
Needs | Goals |
Motivation | Beliefs |
Habits
Sales Tools
Language | Sales
Cycles |Eye
patterns
Objections
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TYPICAL INITIAL COACHING
PROGRAM
Time
Frame
Program
DEFINE & MOTIVATE | Sales Minds
Week 1
The Sales Mind | Mind Movie
Week 2
Understand and align your “State and Story” | How external
events affect us | Self-Limiting beliefs | THE RAS and how it
affects us
Week 3
Principals that drive success | Keys to an Achievable Outcome |
Swish pattern of NLP | 3 R’s of Changing old or bad habits
DEVELOP | Skills & NLP
Week 4
Finding rapport with more clients |Sales Communication |
Language patterns | Building a professional Value Proposition | 4
Decision roles in every sale
Week 5
Customer Buying patterns | Visual, Auditory, Kineastehic | Eye
patterns | The state of now | Strategy in sales – training and
practices | Handeling objections
ENABLE | Sales Tools
Week 6
Week 7
Shorten your sales cycle | Negotiating for a sale| Training
methodology | Ring of power
The art of Insight Selling
World-Class Sales
Training & Coaching
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Time
frame
Program
TRENDS | New markets and customers
Week 8
New Markets | Digital Trends and new age of selling
Best SM platforms | Blogs | Video | Webinars |Events
Week 9
Sales Growth Avenues | New age Prospecting | Compelling reason
why clients must speak to you | The “So What Test”
Week 10
Mind Matters | Paradigms | Self Sabotage
Week 11
Goals and Setting them
After the
program
you will
have a very
and equipped
Week
12 initial
Breaking
into Frazzled
Customers
Partrounded
1
sales team and I suggest we continue coaching but then I do one on
one to13workBreaking
individually
with members.
Week
into Frazzled
Customers Part 2
Some Other modules:
 Rules for building value proposition
 19 insight-selling mistakes
 How to lead masterful sales negotiations
 7 price objections and what’s behind them
 Ideas to building trust in sales
 How consultative sales methods need to change
 Top factors separating sales winners from the rest
 Conflict situations and how to deal with them
 6 steps to ensuring sales team hits goals
 Get your head out of your assumptions
 Cold calling
 Kill the 80/20 rule
World-Class Sales
Training & Coaching
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Different ways of Coaching &
Training
Initial program
Weekly - 1 hour personal sessions with team
Follow up sessions
Bi-weekly personal sessions with team on follow up sessions
Ongoing
One on one sessions when required but we recommend at least
bi-weekly to keep momentum.
Ongoing
Telephonic sessions for quick insight and coaching
before a big sale | presentations | ad-hoc advice
Ongoing
Webinars for specific training modules
Members have opt in if they want to join
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World-Class Sales
Training & Coaching
ABOUT
Corporate Sales and Intervention Coach
USM-C (USA) PDc (AUS) NLP Certified Coach
Blue Oceans Consulting specializes in sales training, assessment, and performance
improvement that helps organizations improve sales results. I’ve helped
salespeople, managers, and professionals in many countries increase their sales
significantly with this methodology.
I have also been involved in transformation coaching for the past 20 years, with
professionals in international Organizations such as Capgemini Germany, Siemens,
Red Dot communications award winning firm Morgan Digital, Brand Worlds
Innovators in Hong Kong, listed Telecommunication companies and various other
South African firms.
As Entrepreneur and NLP coach with a vast knowledge in Property Matters,
Telecoms, 20 years of actual Sales & Marketing expertize, the Financial Industry,
International Mentorship and Internship programs, Digital Sales and Blue Oceans
Business Strategies, I guide Executives and teams achieve and maintain higher
goals.
I’m a family man with great passion for sports; traveling and helping people
“Believe They Can”. When people believe they can achieve anything, it drives them
to astounding pinnacles and gives business a mechanism that’s unrelenting.
World-Class Sales
Training & Coaching
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TESTIMONIALS
Riaan is a dynamic and energetic leader who is never short on innovation. He continues to
challenge the norm and deliver new and efficient ways to extend my business and career. He
has a great deal of international experience and truly understands how to adapt, modify and
implement plans to succeed. In the end, Riaan brings an element of spirit and excitement to
his consulting and he has helped me tremendously insofar as understanding what we, as
individuals are capable off in the world of business and sales.
Florian Ploner (Sales director discreet manufacturing - Munich)
Riaan has been one of my most inspiring mentors. He has a high positive intelligence and
has the gift to empower others. Riaan acts based on trust paired with humanity. He
approaches his visions with determination & fun both in a highly professional way. His
general business acumen and sales experience helps to understand the processes much
easier and implementation is then effective.
Vera Galambos | Director
Siemens Coms Strat Munich
Riaan embodies all the excellent traits of the self-man man. He is visionary, industrious
and has an enormous sense of commitment. He is driven and tenacious and has a very
high level of energy. What makes him stand out from his peers are his abilities to see
opportunity and follow through on those possibilities.
Riaan has an uncanny ability to translate his experience into mentorship. He unstintingly
shares his wisdom. He questions, probes, discusses, debates and counter-argues a large
ariety of subjects and business types. This makes him a very valuable partner in that he is
both careful and comprehensive in his asessment but courageous in seeing the upsides of
ventures. I can thoroughly recommend Riaan as someone that can channel knowledge
into practical experience, solve daunting challenges and energize those around him.
Mario Pretorius (CEO)
TeleMasters Holdings Telecoms
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Training & Coaching
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Riaan has an inspiring and admiral attitude to mentoring; guiding and advising fellow
professional business associates. He has an extensive scope of business expertise across the
corporate board allowing for complete peace of mind. He has immense business experience
that he has tailored and fine tuned, allowing his expertise to keep him ahead of future
trends thus allowing you to benefit from his skills. I have learnt so many valuable lessons and
skills from Riaan over the years and I cannot thank him enough for his continuous and
selfless dedication to all that I seek from him at any given time. I learnt to keep my corporate
temperament as well as managing my competencies and negotiation skills. I thank you for
your years of support and fellowship towards my business partners, associates and me alike.
Damon Giannoccaro (Sales Director) Hong Kong
Riaan has consulted me on various occasions and for both personal and business reasons. He
has shown me how to utilize my mind to achieve goals at the highest level. He deals with
aspects we take for granted but truly delves deep into the sub conscious and unlocks potential
you don’t think you had. It has made me achieve things I didn’t think was possible before.
Simple strategies but very effective…
Kay Heldsdorfer (EU Sales)
I am amazed how efficient and how focused Riaan is on helping businesses achieve higher
goals. He is organized, highly knowledgeable in many industries and a great mentor in business.
Every time work together, he inspires me with his way of doing business, advising others and I
always take some of that home with me and improve my way.
Michael Ruhe (Founder and Sales Director)
www.blue-oceans-consulting.co.za
riaan@blue-oceans-consulting.co.za
World-Class Sales
Training & Coaching
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