I have a team of 30 sales people with differing levels of ability. What do you actually deliver to me?
What’s the difference between Cohesion and Cohesion Plus?
How long does it take to see results?
How will my customers feel about this?
What makes this different from a standard sales training course?
Is this right for my team?
Why should I engage with North Bay?

I have a team of 30 sales people with differing levels of ability. What do you actually deliver to me?
We deliver a tailored programme based on the core Cohesion modules to meet the goals and objectives we agree at the pre-contract scoping phase.

This means each team member will significantly improve their competence compared to their starting point. The more capable and talented members of your team will achieve much more — the only constraint will be how much they’re prepared to put into it. We deliver a mixture of classroom learning with role-plays and practical exercises. The practical exercises are based upon your company’s real issues, deals and challenges. Your team applies the new material and behavior to the challenges in a safe environment before engaging with customers. These sessions are quick-moving, fun, interactive and challenging. There are gems from day one to be put into immediate use.

At the end of the programme each attendee leaves with a summary of their progress and an agreed action and coaching plan to maintain the improvement. The coaching can be done in-house by suitably qualified colleagues or as part of a continuous support and improvement plan delivered by North Bay. This is great stuff and you want it to stick!

What’s the difference between Cohesion and Cohesion Plus?
Cohesion Plus builds upon the core programme by adding the use of Ericksonian language patterns and metaphor to the behavior and communication skills learned in Cohesion. These are powerful language techniques reinforced through role-plays and worked practical examples using case studies and customer profiles. These are not parrot-like routines. They require thought and preparation and only committed practitioners will reap the exceptional rewards on offer. This is why Cohesion Plus is aimed at a company’s top five to ten per cent of sales people. The skills learned in Cohesion Plus require responsible and ethical behaviour, as demonstrated by the most successful and trusted of sales professionals.

These language patterns are extremely effective and give the person using them enormous confidence.

How long does it take to see results?
You will realize performance improvements as soon as the new skills are put into use. The key to improved performance is repetition and well executed practice. Because we insist on one-to-one mentoring using your teams’ real sales challenges, progress is delivered immediately.

How will my customers feel about this?
How do you feel when someone listens to what you say and then feeds it back in a manner that shows they understand? You feel great! So will your customers. And because they are being listened to they will contribute more. And because they contribute more you gain a deeper understanding of their wants, needs and how they will make decisions.

What makes this different from a standard sales training course?
Cohesion assumes you already know how to sell. You know how to prospect, qualify, establish value, quantify it, prove it, present it and close it. There are many excellent courses from fine established companies to provide this training. Cohesion takes your people to a new level of personal and professional performance. Cohesion skills are life skills. These must be taught. They don’t come from a book.

Is this right for my team?
Your sales team members are suitable candidates for Cohesion if they have more than three years quota-carrying experience with on-target or near-to-target performance and you believe they are worth developing. This is not a programme for your tail-enders or those about to exit. This is an investment in your people, your company and your clients. Cohesion grows your talent to its potential and pays for itself again and again and again.

Why should I engage with rossmackenzie.net?
Our Cohesion programme is unique in its content and the passion with which it is delivered. It is not a franchised programme, but a programme we developed through study and decades of personal experience. We love selling and the people who make their careers out of this wonderful craft. We want to see the best become better and be rewarded for it — professionally, financially and personally.