3. THE BENEFITS OF SALES COACHING
MY PASSION LIES IN GETTING THE BEST OUT OF PEOPLE. I BELIEVE THAT IF PEOPLE ARE HAPPIER AND MORE
MOTIVATED PERSONALLY, THEN PROFESSIONAL PERFORMANCE FOLLOWS. AS A SALES DIRECTOR AND COACH, I
ENJOY WORKING WITH INDIVIDUALS AND TEAMS TO HELP THEM UNLOCK PERSONAL AND PROFESSIONAL
POTENTIAL.
The essence of coaching is to help someone work through a challenge, find a solution and act on it –
coaching is not about prescribing solutions. When someone discovers their own solution, they are more
committed to it, more likely to act on it and more likely to learn from it.
That said, in a live sales situation, a hands-off approach may mean losing an opportunity. Good sales
coaching is a mixture of giving direct advice and allowing the coachee to make their own choices. I work
with people to:
Think: develop their knowledge, skills and attributes, giving direct advice as appropriate to help progress
immediate sales opportunities.
Feel: help them define both their personal and professional goals and what they are motivated by.
Do: help them build and execute action plans, optimising where they spend their time and what they focus
on. Inspire coachees to find and sustain their highest level of energy and action over the long term.
CHANGE DOES NOT HAPPEN IN A DAY AND REQUIRES COMMITMENT. A TYPICAL SALES COACHING JOURNEY WILL LAST THREE MONTHS
AND REQUIRES BETWEEN THREE AND FIVE HOURS OF COACHING A MONTH PER INDIVIDUAL.
4. HOW IT WORKS
KICK OFF TRAINING AND CONTRACTING WITH INDIVIDUALS
WHEN COACHING TEAMS FOR SALES
PERFORMANCE, I KICK THE PROCESS
OFF WITH A GROUP ‘SKILLS AND TOOLS’’
TRAINING SESSION OF TWO HOURS IN
DURATION. THIS COVERS:
SALES PROCESS
INTRODUCTION TO COACHING
SOFTER SKILLS
I NEED TO SPEND TIME WITH SALES
LEADERS BEFOREHAND TO
UNDERSTAND THE CURRENT STATE OF
THE PIPELINE AND TO DISCUSS SOME
LIVE CLIENT OPPORTUNITIES WE CAN
USE TO BRING THE TRAINING TO LIFE.
WE CAN LOOK TO BUILD ON THIS INITIAL
SESSION WITH A MONTHLY REFRESHER
SESSION.
IT IS TYPICAL TO FIRST SIT WITH
BOTH THE INDIVIDUAL AND THEIR
LINE MANAGER OR SALES
MANAGER TO DISCUSS ANY
FEEDBACK AND TO DESIGN THE
PARAMETERS AND GOALS OF THE
COACHING.
IT IS IMPERATIVE THAT ALL
INVOLVED OBSERVE A
CONFIDENTIALITY AGREEMENT. AS
A COACH, I WILL NOT SHARE WITH
MANAGEMENT ANY PERSONAL
DETAILS OF WHAT HAPPENS IN THE
COACHING. THE ONLY INFORMATION
THAT I WILL SHARE WILL BE HIGH
LEVEL THEMES THAT EMERGE.
5. COMPLEMENTARY PROCESS IMPROVEMENTS HELP YOU WORK BETTER, TOGETHER
AN OPTIMISED SALES OPERATION IS DETERMINED BY PEOPLE, PROCESS AND DATA MANAGEMENT. FOR SALES COACHING TO BE REALLY
EFFECTIVE, YOUR TEAMS HAVE TO BE SUPPORTED BY A SIMPLE AND WELL UNDERSTOOD PROCESS – FOR (1) STRATEGIC ACCOUNT
MANAGEMENT, (2) BID AND OPPORTUNITY MANAGEMENT AND (3) INDIVIDUAL PITCH AND PROPOSAL SITUATIONS
(1) STRATEGIC ACCOUNT PROGRAMME DEEP DIVES
Having designed and implemented Strategic
Account Programmes at both a global and local
level in several professional services firms, I have
learnt some lessons along the way.
Critical success factors in my experience are:
Tone from the top leadership
Focus and accountability
Systematic, best practice account management
I would be happy to take your wider sales
leadership team through how I came to these
conclusions and what they could mean for you.
(2) EFFECTIVE PIPELINE GOVERNANCE AND
OPPORTUNITY MANAGEMENT
A thorough pipeline review will help build process
improvements into your opportunity and bid
management process so that you can:
Create more closable deals
Have more effective pipeline meetings
Better qualify opportunities
Improve deal flow
Drive up win rates
Improve forecast ability
Management are given data on which to make
performance decisions. Productivity and motivation
will go up as your sales team spend time on the right
activities, aligned to their strengths.
(3) PITCH AND PROPOSAL COACHING
Winning work in complex environments can be intense and done well, proposals can be the best
test of leadership and teamwork. They are opportunities for you to get to know those that work for
you in a different light and vice versa. For them, the exposure they get to senior staff and strategy
can be career defining. For you, an open mind can lead to innovation and creativity. You may find
yourself approaching things that you were previously stuck on from a different perspective.
6. ABOUT ME
ELLEN PRICE
I am a business development specialist, with over 15 years’ sales
and proposals leadership experience within global professional
services firms and boutique consultancies.
Most recently, as the Head of Business Development and
Marketing for a fast growing Financial Services consulting firm, I
supported annual revenue growth of over 40% and significant
diversification of the client portfolio.
As the former Head of Financial Services proposals at PwC,
amongst other sales leadership roles spanning multiple
industries, I have supported total bid revenue in the multi-
millions and led pitch teams of varying degrees of complexity and
sales experience.
As an accredited coach, my calling is for the professional
development of others, transferring the vital technical and softer
sales skills required to build a fulfilling career and a successful
business.
ELLEN BRINGS HUGE ENERGY AND
ENTHUSIASM TO HELP HER CLIENTS
ACHIEVE THEIR OBJECTIVES. HER DETAILED
KNOWLEDGE OF WINNING BUSINESS
ENABLES HER TO COACH AT A HIGH
STRATEGIC LEVEL, WHILST ENSURING THAT
TEAMS FOCUS ON WHAT NEEDS TO HAPPEN
TO MEET DEADLINES. SHE IS A STRONG
LEADER WHO BUILDS HIGH TRUST WITH
HER TEAMS AND KEY CLIENTS. ELLEN IS
THEREFORE ABLE TO CHALLENGE PEOPLE
'OUT OF THEIR COMFORT ZONES' TO GET
THE BEST RESULTS FOR THEM. - PwC
Current clients
7. CONTACT ME
I LOOK FORWARD TO TALKING TO YOU
e: eprice@thinkfeeldo.london
t: +44 (0)7989 502187
w: www.thinkfeeldo.london
