STAGE 1 SOAR Participant Pre-Work
PARTICIPANT PRE-WORK REQUIREMENTS:
| 1. New Business Accounts: |
Each SOAR participant is required to provide a list of up to 10 Organizations, non-clients that they would like to make contact with. |
| 2. Their Value Statement: |
Each SOAR participant is to provide their Value Statement today. |
| 3. Resistance: |
Each SOAR participant is required to provide us with the most common objections they receive when speaking with a Decision Maker, as well as their current response. |
STAGE 2 Value Statement Development / Overcoming Resistance
| Objective: |
To provide options and answers to the question:
“What do I say once contact is made with a Decision Maker?” As well, to provide additional responses to the most Common Objections and resistance your sales representatives encounter during their initial phone conversation with a Decision Maker. |
| Outcome: |
Together, effective Value Statements are developed that speak to your organization’s Unique Business Value (UBV). Responses to Common Objections are created in an effort to overcome resistance and generate more opportunities for your Sales Representatives. |
| Timeline: |
½ Day of Initial Discussion | 1-2 Weeks of Content Creation (approx.) |
| Participants: |
Your Sales Leadership Team (L&D, VP Sales, Director of Sales, Sales Managers, Marketing) |
STAGE 3 SOAR Facilitation and LIVE DIALS
| Objective: |
To reveal and facilitate the SOAR Methodology to your Sales Representatives. A strong focus is placed on Mindset, Making Initial Contact, the delivery of their Value Statement and Overcoming Resistance – as developed with your Sales Leaders during Stage 2. |
| Outcome: |
Your Sales Representatives will now be equipped with an effective process to follow, which leads to an increase in their confidence, resulting in them making better initial contact with Decision Makers on a consistent basis.As a result of the LIVE DIALS experience, your Sales Representatives will leave with a belief and understanding that SOAR is simply not a concept but rather an effective and successful formula for driving New Business Opportunities. |
| Timeline: |
Live Facilitation: 1 Day | Virtual Facilitation: 3 Days (2-3 Hours per Day) |
| Participants: |
Your Sales Representatives and Sales Leadership Team
(L&D, VP Sales, Director of Sales, Sales Managers, Marketing) |
STAGE 4 SOAR Manager Coaching / Train-the-Trainer
| Objective: |
To coach and train your Sales Leaders to become internal Coaches for your organization |
| Outcome: |
Each Leader will attend and participate in a live delivery of SOAR, subsequent to Stage 3, resulting in each of your leaders being able to coach and reinforce the SOAR methodology. |
| Timeline: |
Manager Coaching: ½ Day to 1 Day | Train-The-Trainer: 6 Step Certification Process |
| Participants: |
Your Sales Managers and Leaders |
STAGE 5 Post SOAR Support & Reinforcement
| Objective: |
To sustain your organization’s investment in SOAR and Everest Performance Group Ltd. We conduct and facilitate follow-up, reinforcement Conference Calls with each group that participates in SOAR on a monthly basis for 12 months subsequent to the live training session. |
| Outcome: |
Measurable ROI is achieved.Your sales representatives and sales leaders now have the opportunity to discuss individual sales processes, production gains, newly acquired clients, ask relevant questions and receive appropriate coaching.Following each Conference Call, we will connect with your Organization’s Senior Sales Leaders to report progress based on each Conference Call discussion. |
| Timeline: |
Weekly, Bi-Weekly or Monthly (1 Hour Conference Call per Sales Team – Approx.) |
| Participants: |
Your Sales Representatives and Sales Leadership Team
(L&D, VP Sales, Director of Sales, Sales Managers, Marketing) |
STAGE 6 SOAR Online
| Objective: |
To further sustain your organization’s investment in SOAR and Everest Performance Group. |
| Outcome: |
SOAR ONLINE is the integrated platform that will provide your sales representatives with the resources necessary to sustain momentum of SOAR within your organization. |
| Timeline: |
12 Month Term per License |
| Participants: |
Your Sales Representatives and Sales Leadership Team
|
