Mark recently supported the Sales Enablement team to deliver our Sales Leadership Transformation initiative. Mark led the Sales Leadership Team of our Enterprise and Large Account division through a series of workshops and coaching interactions. We were seeking to recalibrate Sales Leaders focus toward greater prioritization, and success, driving the performance of their sales teams. This initiative and the workshops were designed to:
- Drive better pipeline management to improve deal velocity, deal success, conversion rates, forecasting accuracy and individual sales person development
- Enable Sales Leaders to utilize all available resources to gain better insights into key development areas for individual sales people
- Upskill Sales Leaders in the delivery of feedback, handling push-back and critically, coaching sales people to better sales performance
- Designing and delivering powerful and valuable Sales Team meetings
- And to facilitate this re-orientation, guide Sales Leaders to configure for themselves a new operating rhythm to centralise these critical sales leadership function, whilst managing their other leadership commitments
Mark built strong rapport with the Sales Leadership Team and his personal experiences in sales, and expertise as a sales consultant, quickly earned him strong credibility and respect.
We were impressed with how well Mark gained an understanding of the Tele2 business environment and our need to adapt to market changes. Speaking our business language ensured greater and faster engagement from the Sales managers. Inevitably some of the Sales leaders were faster than others in their willingness to admit to weaknesses and build on their strengths and Mark demonstrated high emotional intelligence in adapting his style to the different personalities.
Mark was able to bring his experience and knowledge of sales to life within the Tele2 world, enabling the delegates to convert learning into practical actions and activities. Post engagement feedback was very positive from everyone including our most senior and seasoned Sales leaders.
Furthermore, mark coached each of our Sales Leaders individually. Feedback was again, very positive.
In both group and one to one consulting, Mark also demonstrated great expertise in the development of the necessary mindset strengths and capabilities for sales and sales leadership. He helped the Sales leaders strengthen the right attitudes and equipped them with practical tools for mastering the mental toughness required for them to do great work.
Overall, Mark has the ability to apply his knowledge successfully in a wide range of scenarios and his enthusiasm reinforces his ability to develop more rounded and more capable Sales leaders.
Michael Kehoe
B2B Sales Transformation
Tele2, Sweden
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