Based on our conversations with Jack Hyland, we have determined that your sales and account management teams within Kaiser have the following challenges and opportunities:

• Sales managers falling into old habits of “telling and doing” instead of coaching their teams effectively
• Sales executives and accounts managers selling with “rates and benefits” instead of telling the Kaiser story and selling with noble purpose
• Creating a cohesive team culture of high performance
• Sales and account managers meeting and exceeding their sales and retention goals for 2016

Your teams need help shifting away from old habits and behaviors. They need to create new success habits to ensure that they exceed their individual and team goals for new sales and retention.  

The goal of the proposed training is to help your sales and account management teams develop the culture of high performance in sales so that they can far exceed their new sales and retention goals for 2016.

Additionally, everything in our training is developed with the goal of giving your organization long-term impact. The training will not only help your teams exceed their individual and team goals for 2016, but it will also give them the skills to continually improve their effectiveness as managers, sales executives, and account managers.

Perspective: The Learn Your Brain Difference

Most training doesn’t create lasting change in an organization because it fails to address the root causes of behavior and behavior change. Our training will address these root causes and give your teams a clear, easy-to-follow roadmap for creating the new success behaviors (rituals) that will lead to increased sales and retention.

Specifically, the proposed training will help your managers more effectively coach their sales executives and account managers by giving them a framework for creating new “success rituals.” Our ritual creation model (PEAK) perfectly complements and enhances the PAUSE coaching model already in use within Kaiser.

High achievement in sales is about creating the right behaviors that fuel success. Our training will give your managers and their sales teams the strategies and tools to far exceed their new sales and retention goals. 

People know more than what they already do. Inside of every organization, there is always a “knowing-doing” gap. This gap is the difference between the head knowledge that your managers and salespeople have about how to be successful in their roles, and their actual behaviors.

In other words, your managers already know that they need to be better coaches, and they probably know some strategies they can use to more effectively develop their people. But the big question is: Are they using what they know? Are they actually doing the best practices for coaching inside of Kaiser Permanente?

[Insert video about conscious & unconscious→ sales training]