84%
AV. SALESPERSON ADOPTION
48%
AV. LIFT IN SALES COMPETENCY
29%
AV. ANNUAL SALES GROWTH
60:1
AV. RETURN ON INVESTMENT
The right skills
In the world’s largest study of b2b selling skills and the neuroscience of adult learning, we analysed a million minutes of customer-facing sales calls.
Unique in scope, this revealed which skills really drive revenue, and the best way for adults to learn, retain and master them.
Alias Conseil lifts sales knowledge and skills reflex using a coaching approach that can recode your team’s SalesDNA.
The right delivery
Remember when sales training used a master-apprentice approach of Know-See-Do-Improve? Salespeople were observed in action selling to real customers. Skills were assessed. Coaching was tailored to individual needs. People improved. Revenue grew.
Today it may be more common for training & software firms to offer solutions that give more emphasis to Know-See (seminars & knowledge tests) than on Do-Improve (sharpening the skills reflex).
Our ROCKET Sales Coaching solution rolls back the clock to re-enthrone some time-tested values. It’s based on salespeople spending more time in front of real customers instead of being sent to a classroom. It assesses each salesperson’s current ability before deciding what training they need. Development is given to an audience of one, at their pace, using a personal coach.
We recommend your sales managers run remote observations on their salespeople, score the skills, then give appropriate coaching to each seller. Doing so for three hours per month is proven to improve quota attainment.
Or you can outsource sales coaching to our experienced international team of professionals.
Quiz Texts
Multiple-choice format can yield false positives.Tests memory, not skill. Reps can know what to do, yet still not to do.
Video roleplays
Allow practice in a controlled space, yet don’t reflect performance with real customers.
Classroom training
Big on theory. Sage on a stage. Easily forgotten. Burns sales days, Low ROI.
Competency pathways
Detailed roadmap. Impressive to HR. Ignored by Sales. Too much to coach.
Manage ride-alongs
Lack of time. Inconsistent. Manager takes over. Debrief on revenue, not on skills.
ROCKET is different
Remote Observation of competency, Knowledge, Effectiveness and Tone (ROCKET)
The best way to test a salesperson’s real ability is to hear them selling to real customers. We provide the means to remotely observe your salespeople in action.
Sales conversations are recorded, encrypted and uploaded to our server or yours. In the call center or face-to-face.
Coaches log-in to score the salesperson’s skills. Scorecards are completed by “click-and-speak” : no typing required.
All coaching comments are time-stamped against the original sales call, so feedback is objective and evidence-based.
The coach selects 3 skills as a priority for coaching and saves the scorecard. When the salesperson logs-in, they can see their scorecard, listen to the coach’s comments, and watch videos as a refresher on the 3 skills they will be coached on.
The sales coach & salesperson have a phone call to role-play and practice those 3 skills. This sharpens knowledge and skills.
An executive portal provides heat maps of your entire sales team’s skill levels and training needs. You can see who your best salespeople really are. Coach performance is also tracked and reported.
More than a million minutes of sales call analysis and coaching have been completed on our ROCKET platform. It’s designed for ease of use and adoption to quickly lift sales effectiveness.
Award winning design
NO CLASSROOM DOWNTIME
No need for salespeople to leave their territory. ROCKET keeps people in front of customers, instead of locking them in a classroom.
TAILORED VIDEOS
ROCKET comes with a sales training video library. New videos can be produced on selling your products, starring your top performers.
FULLY CUSTOMISABLE
Tailor scorecards for each unique sales role in your company, or for each different stage of the sales cycle.
MANAGERS AS COACHES
ROCKET advocates sales managers be trained up as sales coaches, for long-term sustainability of a positive coaching culture.
AN AUDIENCE OF ONE
ROCKET targets the individual, not the group. People develop at their own pace, instead of waiting for the slowest person in the room.
EXECUTIVE INSIGHTS
ROCKET collects clear data on the real strengths of your salesforce. View heat maps and historical trends at a global, national or team level.