Ed Jette – Sales Process
Ron Renauro – Business Growth
Richard Lavey – The Hanover Sales Culture
Richard Lavey – Coaching for Continual Improvement at The Hanover
Richard Lavey – Sales Management Training at The Hanover
Thank you for the Sales Leadership Intensive training last week. I appreciate your willingness to lead and flexibility to customize the 3 days to such a small group. Speaking of the group, it was a pleasure to be a part of such a motivated, open, and professional group of people. The sharing among the team helped to drive home the course teachings, plus helped me gain a better understanding of the challenges I now face growing revenues at IPS. Sales Leadership INTENSIVE is a proper title for the course since a lot of valuable information was covered in a short period of time. Despite your challenge Dave, you kept it fun , interactive, and relevant – especially tying the main themes of the course back to movie clips! I truly appreciate your help with my “ramp up” at IPS and your future support as a valued resource to the IPS sales and management teams!
“Chris, things are going incredibly well thanks to your incredible coaching. I know I can get even better with your help. Thanks again for all of your help, and I look forward to talking with you again.”
We are now recruiting and hiring far better sales talent than ever before and closing consistently larger more competitive deals. Most importantly we are doing this with a much higher margin. We have a daily huddle with the regional sales teams which has resulted in a VERY close bond and the sharing of best practices. We have transformed our corporate culture and eliminated excuse making. We are hiring much higher quality reps that have the correct skills sets to take us to the next level. We have learned and implemented very unique interviewing techniques that identify top producing reps. Sales Management has very clear process of managing the sales reps daily, weekly, monthly. We have a 5X Pipeline with much higher quality opportunities. I have so many positive things that I would like to share with you about how this program as it has enabled me to completely rebuild my team and transform my Region.
I have worked with Chris and Kurlan for several years. We have maintained an ongoing relationship on the sales testing front, but we have also worked closely together on sales recruiting techniques, interviewing, and other skills. We have found the philosophy of Kurlan, and the direct approach of Chris, to be extremely helpful in evaluating talent. I have very specific success stories, and decisions we made to go in different directions, that were directly influenced by this relationship in a positive way. Thank you!
Just wanted to drop you a note of appreciation for the Sales Coaching sessions you and Sarah conducted with me.
Your level of expertise was very impressive throughout our conversations and your insights into the interpersonal dynamics of the sales calling process were always right on target. As someone who had never made “cold calls” before and was pretty uncomfortable with the prospect, your help and encouragement was invaluable in building my skills and confidence. I know that several of the CEO’s who attended my Information Events and eventually became members in my Vistage Group were influenced directly by the techniques and methods that you recommended.
I would encourage other Chairs to take advantage of your expertise and would be happy to highly recommend your services to others.
Thank you for all your help.