Coaching and Development
5 to 8 times the initial investment. That’s the typical ROI for executive and sales coaching — far exceeding the return on nearly any other sort of development effort.
Black Canyon’s coaching program goes well beyond that offered by most of our competitors, differing in several key ways:
• Our client is the organization — rather than the individual — and we’re accountable to executive management.
• We work in the context of customers and opportunities that are being actively pursued by your sales team.
• Rather than following a canned, predetermined sequence for developing disciplines, skill sets and market expertise, we’re driven solely by what will increase effectiveness and productivity now.
• We help develop tough poise — the sort of presence that attracts attention and adds credibility to your message.
• We’re relentlessly results-oriented, focused on measurable outcomes.
Of course, you can’t improve the effectiveness of the sales organization without also building the effectiveness of sales management. With direct sales managers, we provide a dynamic blend of consultation and coaching, tailored to individual needs. Focus areas include recruiting and selection, coaching strategies, metrics, systems and processes, integration of deal tactics with company strategy, and value creation.
Direct, intense coaching of individual salespeople and others within the sales organization typically goes on throughout an engagement. In coaching sales managers, we focus on developing their own coaching abilities so they’ll be equipped to continue as our engagement ends.
