Proposal Document: Success Coaching
Proposal Phase: ''Seeing the Oak Tree in the Acorn''
Client: All Filters International plc
Prepared for: Bill Proctor
Contact: Bill Proctor
Address: All Filters International plc
Ramshorn Crescent
Global Trading Estate
Telford, Shropshire TF31 4PN
United Kingdom
Proposal Summary
I will undertake time on-site to understand the systems and processes currently supporting and affecting the sales team. To use that time also, to assess the personalities of the internal people and the general attitude of the office during a normal day.
To work, directly with you and other key personnel to set up the internal measures that are to be employed to check the coaching process. To ensure that these measures are supported by the system, and to ensure that they give clear outcomes for ROI.
To attend and take part in the sale meeting scheduled for October 12, and to use this as the platform for introducing the coaching process to the sales team. Because of this early investigation, I will agree with you and the sales teams, new targets for each individual for this FY. Each member of the team will set targets, and the tools and techniqiues needed to achieve them will be developed through coaching that follows
Background
During our recent meeting, you told me of the UK sales team’s targets for the last financial year, and for this financial year (FY). Previous FY – UK achieved 89% target against new and strong overseas competition Current FY – Proportionately, the team is at 72%
Your sales target this FY is £14.3m in the UK. You highlighted that trading conditions had been difficult with the new competition, and that some of your larger clients have been impacted by the natural misfortunes that have occurred in America recently. You also told me that two of the sales team, Natasha Keep and Barry Chard, have only been with the company two months and six weeks respectively, and that they have not physically met all the team yet. You normally have sales meetings (with all present) at the head office once a month, but that this has been cancelled twice recently, and that you next meeting is due on October 12.
Your opinion is the attitude of the sales team, while mostly positive, is starting to decline in the face of these new pressures. You also told me that because of previous and consistent good results, the head office have high expectations of UK sales income, and you would like to act now invest to increase sales and morale. You also pointed out the rest of the people at the UK office, are directly and indirectly impacted by the morale of the sales team, and that you have heard some quite negative comments around the office recently.
Approach
I propose that I initially take a three-step approach:
1. A two-day visit to the office to meet the internal staff and to understand the systems and processes you have in place for sales.
2. Attendance at the sales meeting on October 12, and provision of a one-hour session, to introduce individual coaching for the sales team.
3. Beginning of individual coaching sessions in October, with one-hour per person – locations to be fixed.
During the initial process, I would also suggest that we arrange a full day's meeting to set up and agree the measurement procedures that we will put in place, to evaluate the return on the investment in this process.
