Coaching Finelis n°6

Knowing How to Determine the Sales Cycle Phase and Define the Ideal "Timing" to Prioritize Actions

Optimize your sales actions by precisely determining the phases of the sales cycle and setting strategic priorities.

This coaching guides you in understanding and managing the different phases of the sales cycle. By learning to identify the current phase and defining the right timing for each action, you will be able to effectively prioritize your sales efforts and maximize your chances of closing deals.

L'évaluation de la relation client

Coaching objectives

Understand the different phases of the sales cycle.
Learn to identify the current phase of a prospect.
Define the optimal timing for each sales action.
Prioritize actions based on their impact on the sales process.
Improve the efficiency and results of sales teams.

Coaching Program

List of modules with objectives and expected outcomes.

1

Module 1: Introduction to the Sales Cycle

Objectives

Understand the basic concepts of the sales cycle and its importance.

Expected Outcomes:

Knowledge of the different phases of the sales cycle.

Module 2: Identification of the Sales Cycle Phases

Objectives:

Learn to identify the specific phases of the sales cycle for each prospect.

Expected Outcomes:

Ability to accurately determine the current phase of a prospect.

2
3

Module 3: Specific Actions for Each Phase

Objectives:

Discover the appropriate actions for each phase of the sales cycle.

Expected Outcomes:

A list of specific actions to take for each phase.

Module 4: Defining the Optimal Timing

Objectives:

Learn to determine the ideal timing for each sales action.

Expected Outcomes:

Ability to develop a rigorous and effective schedule.

4
5

Module 5: Prioritization of Actions

Objectives:

Understand the importance of prioritization and learn how to prioritize sales actions.

Expected Outcomes:

Ability to establish clear priorities to maximize the impact of actions.

Module 6: Practice and Planning

Objectives:

Apply the learned concepts to real-life situations and plan sales actions.

Expected Outcomes:

Creation of concrete action plans tailored to the phases of the sales cycle.

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7

Module 7: Continuous Monitoring and Adjustment

Objectives:

Monitor the results of actions and adjust plans based on performance.

Expected Outcomes:

Implementation of a monitoring and adjustment process to optimize sales.

Support by an expert coach in strategic sales.

Each participant in the “Tracking the Strengths and Weaknesses of a File” coaching program will benefit from personalized support from an expert coach in strategic sales. This support is designed to offer continuous and customized assistance throughout the program, ensuring that each participant gains the maximum benefits from the coaching.

Personalized Support:
Each participant will be assigned a dedicated coach who will guide them throughout the program. The coach will be available to answer questions, provide constructive feedback, and help overcome specific challenges faced by the participant.

One-on-One Coaching Sessions:
Regular one-on-one coaching sessions will be organized to discuss progress, goals, and personalized strategies. These sessions will allow the coaching content to be tailored to the specific needs of each participant.

Discussion Groups and Interactive Workshops:
In addition to individual sessions, participants can join discussion groups and interactive workshops to exchange ideas, share experiences, and learn from each other. These group sessions will promote collaborative learning and the practical application of the concepts taught.

Methodology Used During the Coaching

The coaching methodology combines both theoretical and practical approaches to ensure a deep understanding and effective application of strategic sales concepts.

Theoretical Approach:

  • Structured Courses: The training modules are designed to provide a solid theoretical foundation. Each module is structured to present key concepts clearly and concisely.

  • Educational Materials: Detailed course materials, case studies, recommended readings, and explanatory videos will be provided to deepen the understanding of the concepts.

Practical Approach:

  • Practical Workshops: Interactive workshops will be organized to allow participants to practice the concepts learned. These workshops will include exercises, sales simulations, and role-playing.

  • Real Projects: Participants will work on real projects or scenarios based on actual sales situations. This will enable them to apply sales techniques in a practical context and receive constructive feedback from the coaches.

  • Case Studies: Real case studies will be analyzed to illustrate the application of strategic sales concepts in various contexts and industries.

Evaluation and Feedback:

  • Regular Evaluations: Regular assessments will be conducted to measure participants’ progress. These evaluations will include knowledge tests, practical exercises, and performance assessments.

  • Continuous Feedback: Participants will receive ongoing feedback from their coaches to help them identify their strengths and areas for improvement. The feedback will focus on individual performance and progress.

Post-Coaching Follow-Up:

  • Continuous Support: After the coaching program ends, participants will receive ongoing support to help them apply the skills acquired in their work environment. This support may include follow-up sessions, consultations, and additional resources.

  • Peer Network: Participants will become part of a network of peers and coaches, allowing them to continue exchanging ideas, best practices, and professional opportunities.

This integrated and comprehensive approach ensures that participants not only gain a theoretical understanding of strategic sales concepts but also develop the practical skills necessary to apply them effectively in their careers.

Deliverables

What Participants Will Have Created by the End of the Coaching:

At the end of the “Tracking the Strengths and Weaknesses of a File” coaching program, participants will have developed and created several tangible and useful deliverables that demonstrate their understanding and ability to apply strategic sales concepts. These deliverables will be concrete tools they can use in their daily work to improve their sales performance.

Examples of Specific Coaching Deliverables:

  • Customized Evaluation Grid: A personalized grid for analyzing the strengths and weaknesses of files.

  • Detailed Analysis Reports: Comprehensive analysis reports for specific files, showcasing their ability to critically evaluate opportunities.

  • Strategic Action Plans: An action plan designed to optimize business opportunities based on their evaluations, ready for implementation.

These deliverables will enable participants to demonstrate their expertise in strategic sales and have concrete tools to enhance their performance and achieve their sales goals. By working on these deliverables, participants will directly apply theoretical concepts in practical contexts, thereby reinforcing their learning and boosting their confidence in their skills.

Practical Information

Duration of the Coaching

3 weeks, with two (2) 45-minute sessions and one (1) 30-minute feedback and debriefing session.

The complete format of each program (Session 1 – 45 min, Session 2 – 45 min, Session 3 – 30 min for feedback & debriefing) is perfectly suited for executives, sales managers, and marketing managers to accelerate their sales and help them make the best decisions.

We can organize group sessions, but we limit them to 5 people for maximum efficiency and interactivity.

Practical Information

Cost of the Coaching

This program can be initiated during both peak activity periods and quieter times, including summer.

This individual format can therefore be applied to anyone, regardless of their role, including departments outside of Sales and Marketing.

Cost: €800 per participant, with financing options available if needed.

For a single coaching session (first session without a long-term commitment), the price is €300 excluding tax. Reserve your session via this link: [Reserve your session].

 

FAQ on the Coaching Process

Each coaching session consists of a theoretical part where the concepts are explained in detail, followed by a practical part with exercises and simulations. Participants can ask questions and receive real-time feedback.

There are no formal prerequisites for this coaching. However, prior experience in sales or business management is a plus.

All sessions are recorded and made available to participants. If you miss a session, you can watch it later at your convenience.

Yes, each participant will receive detailed course materials, case studies, explanatory videos, and practical tools to use during and after the coaching.

In addition to the coaching sessions, participants have access to online discussion forums, additional resources, and Q&A sessions with the coaches.

You can register online through our website or by contacting our team via email or phone. Once your registration is confirmed, you will receive all the necessary information to start the program.

We offer a 14-day trial period. If, for any reason, you are not satisfied with the coaching, you can cancel your registration and receive a full refund within this period.

Yes, we strive to make our training accessible to everyone. Please contact us to discuss your specific needs so we can adjust the program accordingly.

This coaching will provide you with lasting skills in strategic sales, significantly improving your efficiency and performance. You will also benefit from an extensive professional network and ongoing resources to support your professional development.

These practical details will help you plan and prepare for your participation in the coaching, ensuring you have all the necessary resources and support to succeed.

Ces informations pratiques vous aideront à planifier et à préparer votre participation au coaching, en vous assurant que vous disposez de toutes les ressources et du soutien nécessaires pour réussir.

Coaches and Instructors

Jean-Charles Spanelis, Expert in Commercial Strategy

Jean-Charles Spanelis

Jean-Charles Spanelis has over 20 years of experience in strategic sales. Having held leadership positions in several renowned companies, he has acquired deep expertise in sales management, business development, and negotiation. Jean-Charles is known for his ability to develop and implement complex sales strategies tailored to B2B and B2C environments.

Education:

  • EDHEC Business School Major in Financial Markets (Alumni Class of 2001)

Experience:

  • Consultant, Entrepreneur, and Coach in Operational Commercial Strategy (2021-Present)
  • Sales Director, Risk and GRC Software (2016-2020)
  • Sales Director, Portfolio Management Software and Fintechs/Regtechs (2007-2015)

Skills:

  • Sales Strategy
  • Financial & Technology Expertise
  • Advanced Negotiation
  • Client Relationship Management
  • Sales Coaching
  • Project Consulting and Support

Profil Linkedin 

Bonuses and Resources

Additional Resources Provided

  1. Access to an Exclusive Resource Library:

    • E-books and Practical Guides: Gain access to a collection of guides and e-books on best sales practices, negotiation techniques, and client relationship management.
    • Real Case Studies: Detailed analyses of successful strategic sales cases, allowing participants to understand and apply proven strategies.
    • Templates and Models: Customizable templates for sales scripts, prospecting plans, presentations, and performance reports for direct application in your work.

    Live Masterclasses with Experts:

    • Masterclass Sessions: Participate in live sessions with renowned industry experts, covering advanced topics in strategic sales and sharing valuable insights.
    • Q&A Sessions: Opportunities to ask questions and receive detailed answers from experts during the masterclass sessions.

    Monthly Webinars:

    • Thematic Webinars: Access monthly webinars on specific topics related to strategic sales, negotiation, and client relationship management.
    • Available Replays: If you miss a session, replays of the webinars are available for viewing at any time.

    Access to an Online Community:

    • Discussion Forum: Join an active community of participants and alumni to exchange ideas, share experiences, and ask questions.
    • Collaborative Work Groups: Participate in workgroups to collaborate on projects and support each other in applying the concepts learned.

    Professional Tools and Software:

    • CRM Tools Access: Use leading CRM software for client relationship management and sales process optimization.
    • Prospecting and Automation Tools: Access prospecting and sales automation tools to enhance efficiency and productivity.

    Personalized Post-Coaching Support:

    • Follow-Up Sessions: Follow-up sessions with coaches to assess post-coaching progress and adjust strategies based on evolving needs.
    • Individual Consultations: Additional consultations with coaches for personalized advice and ongoing support.

**Registration**

Successful Sales Department
  1. Registration Process:

    1. Fill Out the Registration Form: Complete the online form with your personal and professional information.
    2. Registration Confirmation: You will receive a confirmation email with program details and payment instructions.
    3. Payment: Make the payment according to your chosen option (installment payments available).
    4. Orientation Session: Attend the orientation session to meet the coaches and other participants, and get a detailed introduction to the program.
    5. Start of Coaching: Begin your coaching journey with the first online session, followed by workshops and individual coaching sessions.

Next Session and Important Dates

  • Next Session Start Date: July 15, 2024
  • Registration Deadline: July 1, 2024
  • Orientation Session: July 10, 2024
  • Follow-Up Session: August 5, 2024

Additional Upcoming Dates:

  • Second Session Start Date: September 6, 2024
  • Registration Deadline: August 23, 2024
  • Orientation Session: September 2, 2024

References

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Clients of all sizes in France, Europe, and beyond:
from innovative startups needing to develop their sales, to major international groups needing to advance their teams.

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