Coaching Finelis n°3

Prioritize the Single Sale Objective (SSO)

Simplify the sales process and achieve your business goals efficiently

This coaching focuses on the importance of defining and maintaining a Single Sale Objective (SSO) to simplify and optimize the sales process. A clear and shared strategy helps avoid the complications of a complex sale and ensures that all stakeholders work towards a common goal.

Le rôle essentiel du directeur commercial

Coaching Objectives

  • Understand the benefits of the Single Sale Objective (SSO).
  • Learn how to define a clear and achievable SSO.
  • Implement a coherent and shared sales strategy.
  • Reduce obstacles and complications in the sales process.
  • Improve the efficiency and outcomes of sales teams.

Coaching Program

List of modules with objectives and expected outcomes.

1

Module 1: Introduction to the SSO Concept

Objectives

Understand the SSO concept and its importance in sales strategy.

Expected Outcomes:

Knowledge of the SSO fundamentals and the ability to explain its role in the sales process.

Module 2: Identification of Single Sale Objectives

Objectives:

Determine the characteristics of a good SSO.

Expected Outcomes:

Ability to define a relevant SSO for your business.

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Module 3: Analysis of Complex Sales Processes

Objectives:

Identify the elements that make a sale complex.

Expected Outcomes:

Understanding of the obstacles and challenges associated with complex sales.

Module 4: Sales Process Simplification Strategy

Objectives:

  • Learn to simplify the sales process by focusing on the SSO.

Expected Outcomes:

  • Implementation of a strategy to streamline complex sales.
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Module 5: Communication and Adoption of the SSO Within the Team

Objectives:

– Ensure that the entire sales team understands and adopts the SSO.

Expected Outcomes:

– Effective communication of the SSO to all stakeholders.

Module 6: Implementing the SSO in Real-World Scenarios

Module 6: Applying the SSO in Real-World Scenarios

Objectives:

  • Ensure the team can effectively apply the SSO in practical sales situations.

Expected Outcomes:

  • Effective application of the SSO in real-world scenarios.
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Module 7: Monitoring and Adjusting the SSO

Objectives:

  • Monitor performance and adjust the SSO based on results.

Expected Outcomes:

  • Ability to continuously evaluate and adjust the SSO for maximum effectiveness.

Support from a Strategic Sales Expert Coach

Each participant in the “Prioritize the Single Sale Objective (SSO)” coaching program will benefit from personalized support provided by a strategic sales expert coach. This support is designed to offer ongoing, tailored assistance throughout the program, ensuring that each participant gains the maximum benefit 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 encountered by the participant.

Individual Coaching Sessions: One-on-one coaching sessions will be held regularly to discuss progress, goals, and personalized strategies. These sessions will allow the coaching content to be tailored to each participant’s specific needs.

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 foster collaborative learning and practical application of the concepts taught.

Methodology Used During the Coaching

The methodology used during this coaching program combines theoretical and practical approaches to ensure a thorough understanding and effective application of strategic sales concepts.

Theoretical Approach:

  • Structured Courses: 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, including case studies, recommended readings, and explanatory videos, will be provided to deepen the understanding of the concepts.

Practical Approach:

  • Interactive Workshops: Practical workshops will be organized to allow participants to apply the learned concepts. These workshops will include exercises, sales simulations, and role-playing activities.
  • Real-World Projects: Participants will work on real projects or scenarios based on actual sales situations. This hands-on experience will enable them to apply sales techniques in practical contexts and receive constructive feedback from 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 Assessments: Regular evaluations will be conducted to measure participants’ progress. These assessments will include knowledge tests, practical exercises, and performance evaluations.
  • Continuous Feedback: Participants will receive ongoing feedback from their coaches to help identify strengths and areas for improvement. Feedback will focus on individual performance and progress made.

Post-Coaching Support:

  • Ongoing Support: After the coaching program ends, participants will receive continued 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 be part of a peer and coach network, 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.

Livrables

What participants will have created by the end of the coaching

At the end of the “Prioritize the Single Sale Objective (SSO)” coaching program, participants will have developed and created several tangible and useful deliverables that will demonstrate their understanding and ability to apply strategic sales concepts. These deliverables will be concrete tools they can use in their daily work to enhance their sales performance.

Examples of Specific Coaching Deliverables:

  • A clear and actionable SSO.
  • A simplified sales strategy aligned with the SSO.
  • Tools and methods to maintain the single objective within the team.
  • SSO definition document.
  • Strategic sales plan based on the SSO.
  • Presentations and reports on the effectiveness of the SSO.

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

 

Practical Information

Duration of the Coaching

  • Total Length: 3 weeks
  • Session Structure:
    • Two (2) sessions of 45 minutes each
    • One (1) session of 30 minutes for feedback and debrief

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

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

Practical Information

Cost of Coaching

  • Program Cost: €800 per participant, with financing options available if needed.
  • Individual Session Cost: €300 excluding tax for a single initial session with no commitment to a longer duration.

This program can be launched during peak periods as well as during quieter times, including summer.

Reserve your session via this link: [Reserve Your Session]

 

FAQ on the Coaching Process

Each coaching session consists of a theoretical part where concepts are explained in detail, followed by a practical part with exercises and simulations. Participants have the opportunity to 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.

If you miss a session, don’t worry. All sessions are recorded and made available to participants. You can watch the recording at your convenience to catch up on what you missed.

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 via 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 coaching accessible to everyone. Please contact us to discuss your specific needs so that we can tailor the program accordingly.

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

This practical information will help you plan and prepare for your participation in the coaching, ensuring you have all the resources and support needed to succeed.

Coaches and Speakers

Jean-Charles Spanelis, Expert in Business 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 developed deep expertise in sales management, business development, and negotiation. Jean-Charles is known for his ability to craft and implement complex sales strategies tailored to both B2B and B2C environments.

Education:

  • EDHEC Business School, Major in Market Finance (Alumni Class of 2001)

Experience:

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

Skills:

  • Sales Strategy, Finance & Technology Expertise, Advanced Negotiation, Customer Relationship Management, Sales Coaching, Consulting and Project Support.

LinkedIn Profile

 

Bonuses and Resources

Additional Resources Provided

  1. Access to Exclusive Resource Library:

    • E-books and Practical Guides: Access a collection of guides and e-books on best sales practices, negotiation techniques, and customer relationship management.
    • Real-World Case Studies: Detailed analyses of successful strategic sales cases, allowing participants to understand and apply proven strategies.
    • Templates and Models: Customizable 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 to monthly webinars on specific topics related to strategic sales, negotiation, and customer relationship management.
    • Available Replays: Replays of the webinars are available for viewing at any time if you are unable to attend live.

    Access to an Online Community:

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

    Professional Tools and Software:

    • CRM Tools: Use leading CRM software for managing customer relationships and optimizing sales processes.
    • Prospecting and Automation Tools: Access to 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. Fill Out the Registration Form:

    • Complete the online form with your personal and professional information.
  2. Confirmation of Registration:

    • You will receive a confirmation email with program details and payment instructions.
  3. Payment:

    • Make the payment using your chosen option (installment payments available).
  4. Orientation Session:

    • Participate in the orientation session to meet the coaches and other participants, and get a detailed introduction to the program.
  5. Start Coaching:

    • Begin your coaching journey with the first online session, followed by workshops and individual coaching sessions.

Upcoming Session and Important Dates

Upcoming Session:

  • Start Date: July 15, 2024
  • End Date: September 6, 2024

Important Dates:

  • Registration Deadline: July 8, 2024
  • Orientation Session: July 10, 2024
  • First Live Webinar: July 17, 2024

Future Sessions:

  • Fall Session:

    • Start Date: October 1, 2024
    • End Date: November 22, 2024
    • Registration Deadline: September 24, 2024
  • Winter Session:

    • Start Date: January 5, 2025
    • End Date: February 27, 2025
    • Registration Deadline: December 29, 2024

References

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Clients of all sizes in France, Europe, and beyond:

Innovative startups needing to develop their sales

Large international groups needing to advance their teams

Do you want to boost your business?

Creating and nurturing a steady stream of prospects remains a major challenge for any business, regardless of its size, from its inception to its growth phase.

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