Coaching a managing director

Client:

Sales director

Objective:

Increase sales conversion and improve closing ratio

Challenges:

The managing director was holding frequent meetings with potential customers. However, he felt that his effectiveness in closing deals could be improved.

Approach:

A typical customer meeting was analysed and the goal of the managing director was enunciated. Starting with an association to a typical context situation, the managing director had to remember situations from his past experiences that were characterised by the same attitudes, emotions and behaviour. A pattern in such situations became apparent, and revealed missing resources that would allow different behaviour. By systematically activating these resources and developing new behaviour strategies, the sales director learnt how to steer future meetings more successfully towards closing a deal.

Results:

A few weeks later, the sales director reported that his motivation levels had increased significantly as had his closing ratio.