CRO Assist Program
This program builds on the Account Strategy Workshop and adds pre workshop discovery and post workshop coaching and account reviews. I believe this is critical to overall adoption of the principles of the account strategy. This program is a 6 month project (2-4 days per month) to ensure focus, adoption, and long term learnng.
Why is 3rd Party Coaching a Good Idea
You might be asking yourself, don't I pay my CRO to do this coaching? Or if you are the CRO or sales director, you might wonder how am I going to ask for this service?
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First: I have certainly lived through sales training programs that were not well adopted. After initial excitement, real life comes back and people go back to their previous ways. After the first bump in the road, reps will typically revert to their old habits and practices.
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Second: CROs have a LOT on their plate, and up to 80% of their activity is focused on current quarter activity. Couple this fact with all the other responsibilities, like hiring, firing, closing deals, reporting, forecasting, internal meetings, board meetings, etc, etc,etc,. Trust me, I have been there. Having a 30 year veteran along their side to help with big deals in the future is a huge benefit.
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Third: Coaching in 2024 is hard. No more throwing chairs, but you can't be too nice either. Coaching from an objective, 3rd party consultant can reinforce important concepts without having to sugar coat the feedback.
The Program
After spending the first month learning about your business, current sales practices and personnel, we will dive in and conduct the workshop in month 2. This is an on site workshop across 4 days to cover the content with built in breaks.
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The next 4 months will include:
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refining the account strategies built in the workshop
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adding new accounts to the mix
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monitoring and evaluating the deal cycles and progress
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reviewing sales messaging and executive level
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The scope will include up to 5 reps with their sales consultants and creating account strategies for your top 10 deals. While this is a fixed fee project, the client should expect between 2 and 4 days of work per month, with the early months heavier than the later months.
