Offerings > Delivery Approach > Sales Development

Sales Development Process

JDA has developed a six-step approach to working with you and your sales professionals:

Step 1: Conduct an introductory site-visit

JDA will hold an introductory conversation with your sales management team and conduct an on-site visit to:

• Determine the needs of the sales force
• Assess the objectives and scope of project
• Understand the current sales practices
• Examine the current best practices of the top performers
• Assess the commitment of senior management

Step 2: Assess the level of your sales force

1. Conduct assessment interviews with:
   • Managers
   • Customers or clients
   • Internal Associates
2. 360° Survey

   Utilizing our on-line 360° survey, sales professionals will be assessed by external customers and/or clients on the key skills and competencies critical for sales success. The end result of the process will yield a comprehensive feedback report that highlights areas of strength and needed development for each person. Each professional will then receive a personalized report and have an opportunity to review their feedback results with a JDA coach.

Step 3: Shadow your sales people during client/customer meetings

The JDA Coach will meet with your sales person in the field, where they will:

• Shadow and observe sales calls with customers or clients
• Debrief and review the call with the sales person
• Provide coaching, feedback and instruction

What do we assess when we shadow?

• Use of the consultative sales process
• Use of communication skills—asking questions and active listening, clarifying, summarizing, checking-in, interactive speaking
• Use of strong body language factors
• Use of strong verbal skills
• Ability to build rapport, trust and credibility
• Ability to recognizing the client's communication and behavioral style
• Adjusting ones content and delivery based on customer's style
• Articulating a strong value proposition
• Informing and educating the customer (versus selling)
• Exploring and discovering the customer or client's issues and needs
• Presenting solutions
• Offering features and benefits
• Using presentation materials
• Summarizing and gaining agreement throughout the presentation
• Handling customer concerns, questions, issues and/or objections
• Closing the sale
• Gaining agreements on next steps
• Providing follow-up

Following the shadowing, a written report of findings for each sales person will be provided.

Step 4: Customize and design the training program

Based on our assessment of all the data we have gathered in the first three steps, we develop a customized program that will address the individual and shared needs of your sales team. We design our programs to promote behavioral change—change that is seen by participants during the seminar. All programs are based on actual sales experiences and combine lectures, skill demonstrations, interactive activities, realplay practices, feedback, and discussions to ensure that new behaviors are learned.

Step 5: Deliver instructor led skills training

JDA will deliver the skill-based training program that has been developed.

Our training methodology has achieved lasting behavior change in participants because our programs are designed to be:

• Practice-Driven—Participants complete several skill practices in each module and receive personalized feedback by a highly skilled trainer.
• Model-Driven—Participants learn the skills within the context of practical models that help make personal application easier and more consistent.

At the completion of the program, participants develop concrete action plans that integrate the workshop's learning outcomes and further insure practical application.

Step 6: Train managers to reinforce skills and provide on-going
             coaching

To further reinforce this development process, JDA believes it is critical that each sales person continues to receive feedback, instruction and on-going coaching to support their developmental action plans and that these responsibilities rest with the sales manager. Therefore, JDA will train managers on how to provide coaching for their sales people. This both reinforces the best practices taught in the training program and motivates their sales people to perform at a higher level.