+ Information and Technologies

SG Partners has an extensive and successful history with assisting companies within the Information and Technologies Sector. This industry requires highly technical knowledge and skills, this sometimes means suitable candidates for sales roles are few and far between. You may feel pressure to select candidates who have excellent technical knowledge, though lack in sales performance skills and experience. This is where SG Partners have assisted clients greatly in the past.

SG Partners work alongside Information and Technologies organisations to improve their account and business development managers team’s capabilities by way of:

• Sales team training needs analysis
• Bespoked sales training programs
• Key account management strategising
• Improve sales processes
• Improve sales engagement methodologies
• Improve sales leadership capabilities

SG Partners sole aim is to improve the results from your client engaging people and their leaders

SG Partners can support your organization’s overall sales objectives throughout each stage of the process. Starting with assisting with candidate screening and recruitment;

“We recently engaged SG Partners to find us an outstanding BD Manager. Throughout their process they kept us informed not only with CV’s but also data (something that worked exceptionally well for us). After several interviews with key candidates we employed the right person. A couple of months on he is doing very well. I couldn’t be happier. We have a number of proposals out in the market and just this morning we closed our first on-board data sale. In a tough market he is getting people engaged and showing our product is worth spending on. I can highly recommend SG Partners Sales Recruitment Services if you want a great BDM to hit the ground running.”

- Richard Marshall, Relialytics Through to sales impact analysis, workshops and ongoing training;

“We believed our BD and Sales processes were reasonably robust, however we were not getting the returns for effort on the bottom line. After an initial 3 day sales workshop that provided an in depth overview of the SG Partners approach and psychology of sales, the next step was to assess our current BD/sales team and there actual suitability to the role, versus our perception. The results were very interesting, if not a bit alarming and led to some significant changes in our structure and assigned roles.”

- Steve Edwardes, General Manager Eastern Operations We strategically align ourselves with the best-in-class information and technology innovators who are driven to be the leaders in their field. When you engage SG Partners to deliver sales training and supporting services, we place your sales team in the box seat with their sales skills, allowing them to focus their time and attention on maintaining a comprehensive and detailed technical understanding of your product suite, product demonstrations & presentations, installations, troubleshooting and proposal development that understands the customer's business drivers, defining solution options and mapping of technical proposals. Maximising your sales and revenue outcomes.

+ Construction and Building Materials

The Construction industry generates over $360 billion in revenue, producing around 9% of Australia's Gross Domestic Product. It also has a high projected growth rate. The building construction industry in Australia is expected to reach AUD 194.2 billion by 2024.

While this growth brings with it much opportunity for the businesses within this industry, there will also be challenges that individual organisations will need to plan, prepare and provide training to manage effectively.

Challenges present in the industry include ensuring the safety of workers, slow-to-innovate, projects are most likely to go over time and over budget, and it takes effort to stay competitive. This last point is where SG Partners can provide the greatest assistance within the industry.

There is currently high sales competitiveness based on market fragmentation. The market has seen some consolidation with some significant major players in the industry beginning to dominate. The competitiveness is rising as existing businesses strive to be industry leaders as new players also continue to enter the market.

The role of Business Development Managers, Regional Sales Managers and Key Account Managers within the construction industry is a challenging one. SG Partners can help improve your employee’s performance and grow your business by developing their skills and abilities to:

• Segment the market to identify ideal market opportunities to acquire new business which results in repeatable sustainable growth
• Develop strategies and transform these into executable sales plans that deliver tactical wins
• Build a volume bank by increasing the conversion rates of quotes and driving repeat usage
• Engage and influence all stakeholders throughout the sales process. These include developers, architects, commercial builders and engineers
• Drive the execution of all sales operation and related matters including market research, communication, product management, product mix, sales processes, pricing, credit, claims and customer service
• Provide support to customers by clearly understanding and communicating the product use and value propositions

When partnering with SG Partners, your sales team will gain the upper hand in your industry, enabling your organisation to become Australia’s leading manufacturers and distributors of specialty products and systems for permanent and temporary applications in urban, commercial or infrastructure environments and roading projects.

SG Partners has a heavy focus on identifying the best candidates and developing skills required to see your team communicating closely with installers, contractors and government authorities to establish solutions for their various programs of work maximising the revenue of your technical and manufacturing capability. SG Partners have an excellent track record of success in the construction industry, as displayed in the below testimonial.

A testimonial from an engineering company on utilising SG Partners Sales Recruitment Services

“We engaged SG Partners to utilise their sales candidate screening tool. We had employed a BDM on the east coast with this tool and it was invaluable so when we were recruiting for a west coast BDM we wanted to utilise the same tool. We found the results provided a deeper insight of whether the candidates were hunters and would cold call. We wanted to know what their consultative selling skill sets were not to mention closing skills. Importantly we liked the insight the report provided on their strengths and weaknesses as a BDM and whether they would hit the ground running. I have no hesitation in recommending SG Partners Sales Candidate Screening tool to assist in understanding even more about candidates and providing a higher degree of certainty in their sales abilities.”

- Paul Bodycoat, Engineering Services Manager, Cardno Bec A testimonial from a Building Material company on utilising SG Partners Sales Improvement Services

"Worthwhile would be an understatement. The program definitely challenged my way of thinking and as a result I think it has changed the way I think & behave altogether, not just in the workplace. Retaining all the information in the modules was a little challenging with all the noise of the job surrounding it but I think the part that really imprinted on me was everything about beliefs and in particular which beliefs were holding me back and how I can choose to change it. Countless things for me have changed for the better – one example would be that the thought of reading a book had never previously entered my mind, by the end of this week I would have ready 5 books since January, 3 in the last 2 months – all educational reads. It’s like a light switch has been flicked in my mind which has made me addicted to learning new things and expanding my minds elastic band. I don’t want to pump your tires up too much but I have you to thank for helping me take this sharp turn onto a more positive path."

- Darren Marijanich, LockerWebforge A testimonial from a Building Materials company on utilising SG Partners Sales Improvement Services

"A bit of an update with my sales success from the Sales Clinic: A $120k sale with a margin increase of 14% compared to a normal sale of this product - tools utilised - being more flexible, asking more questions to identify what was important to to them and the most important, eliminated them going to market for any other quote. Additional sales of $100k throughout the month with increased margins and now repeat business - being more people to more people and building rapport and gaining complete trust quicker. Not a bad return on investment!!!!!! I am very excited about becoming an "even better" sales professional as I develop the skills further."

- Simon Wheeler A testimonial from a Construction company on utilising SG Partners Sales Improvement Services

"What I liked about the SG Partners Influential Leadership Workshop that I recently attended was the learning concepts and practical methods of applying them. I had an opportunity to review my leadership identity so I can have a greater impact on my team to improve productivity and get even better results. The workshop introduced me to NLP tools and strategies that have triggered a desire to learn more. I will implement these concepts in both my business and personal lives. SG Partners provided great content, great facilitators and valuable advice for me going forward."

- Steve Henderson A testimonial from a Construction company on utilising SG Partners Sales Improvement Services

"What I liked about the SG Partners Influential Leadership Workshop that I recently attended were the tools and strategies for effective leadership - especially the anchoring tools. I found the facilitators were very engaging and the days flowed beautifully to assist me to build a position of strength and commitment within myself. The workshop assisted me to enhance my level of understanding and skill set so I can be an even more effective and productive leader. It reset my sense of belief about the leader I can be and gave me some very useful strategies to help me lead positively and with impact. SG Partners, thank you for providing an experience to set me on a path of leadership enhancement and improvement - that is truly a gift and could benefit so many others."

- Dominic Obrien

+ Mining Equipment and Technology Services (METS)

SG Partners has had a long history with the mining industry and particularly the Mining Equipment and Technology Services (METS).

The founder and Managing Director, Michael Lang, has marketed and sold into the sector worldwide for many years culminating in being the Executive Officer for the Mining Equipment and Services Council of Australia. With the remit to assist METS organisatons in maximizing their ROI from their sales efforts into the mining sector, Michael engaged with CEO/MD/GM/Project Directors of mining companies to speak at regular events around Australia aswell as provide project updates.

Many METS organisations engaged with Michael to understand and change the way they engaged with the sector.

Australia’s, like many other countries, economy is heavily supported by the combined METS-Mining Sector.

It contributes an estimated 15% to our GDP and supports over 1.1 million jobs, representing almost 10% of all full-time employment. This made the sector a natural choice for SG Partners to support providers of products/services to be even more effective in how they engage. As most sales or consulting people are from a technical background it is critical for the continuing success of these organization to invest in their people to be even more effective in how they communicate their message and engage with their clients.

The growth of organisations in this sector will depend on three main areas:

• The abilities of their sales teams to generate revenue commensurate with the growth of the industry.
• The efficiency of key account managers to understand and strategically engage with their major clients to be seen as trusted advisors
• The effectiveness of business’s technologies to be able to reduce the manual handling and errors/delays caused by ineffective and inefficient of sales and account management processes

SG Partners work alongside METS organisations to improve their sales team’s capabilities by way of:

• Sales team training needs analysis
• Online/Virtual bespoked sales training programs
• Sales enablement tools like CRM’s
• Developing account management strategies and techniques.
• Improve sales processes

Whether it's sales engineering, Key Account Managers or Business Development Mangers, understanding how to be more effective when engaging in the mining sector will assist you in growing revenue, improving margins, getting to real decision makers, shortening sales cycles, and increasing closing ratios.

SG Partners sole aim is to improve the results from your client engaging people and their leaders.

A testimonial from a METS company on utilising SG Partners Sales Improvement Services

"My company has had the great fortune of working with SG Partners to increase our revenue and market share. On many levels Michael and his team have engaged with myself and my people to improve the way we engage with the marketplace. Their understanding of how to extract the most out of client meetings, creating more opportunities and close them has assisted us significantly. They have also assisted with our go to market strategy. It is a pleasure to work with SG Partners and highly recommend them if you want your company to grow and your people to be at another level of customer awareness.”

- Gerard Wood, General Manager - Asset Management Services, Bluefield A testimonial from a METS company on utilising SG Partners Sales Recruitment Services

“As a specialist provider to the mining and industrial sector when we decided we needed a sales person we knew it would be a challenge. SG Partners engagement with us was unique and refreshing. They truly understood our needs and with their expertise in sales people assessment we were expecting great things, and we were not disappointed.They provided several candidates who were up to the challenge. The chosen candidate has turned out to be fantastic. He is a self starter, works autonomously and has created and closed opportunities for us within 6 months. We are delighted with SG Partners sales person recruitment services and have no hesitations to recommend them”

- Stephen Gledhill, Manager – Mining/Emissions, Freudenberg Filtration Technologies A testimonial from a METS company on utilising SG Partners Sales Improvement Services

"Michael is a talented professional sales coach and mentor who takes people out of their comfort zones enabling them to become more effective in sales and sales leadership roles. The most important outcome is that the revenue and margins increase in a sustainable way. Michael uses analytical tools, one-on-ones coaching sessions and group workshops to achieve transformations in people. I would recommend Michael and SG Partners to anyone who wants to profitably grow a business through sales excellence."

- Paul Avey, Ex Senior Vice President Minerals Australia, South East Asia and China at FLSmidth A testimonial from a METS company on utilising SG Partners Sales Improvement Services

"Coming out of the mining boom we were in a place where work was not falling on our door step anymore, we needed to do something different. Now as mining engineers and geologists, selling was not something we wanted to embrace easily. We engaged SG Partners to take us on a journey of learning how to engage with our clients differently and it worked! We have a new perspective on selling. We are now more comfortable with the idea and using the methodology we were introduced to, our conversations are definitely different to what they had been. We have a great pipeline of opportunities, we have grown over the 12 months and the future looks great. I have no hesitation in referring SG Partners to any organisation looking to shift their mindset in the way they engage with the market and grow their revenue/profit and marketshare accordingly."

- Bruce Gregory, AMC General Manager, Perth / Global Practice Leader - Business Improvement A testimonial from a METS company on utilising SG Partners Sales Improvement Services

"I have been involved in the Mining and Construction business for thirty years and can categorically say that this is the best sales workshop I have attended. SG Partners expert knowledge of the subject matter and the passion he demonstrates is second to none. I will be working closely with SG Partners to conduct further seminars to ensure that all staff members are given the opportunity reap the benefits of this inspiring two days. I would absolutely recommend this workshop to any company that deems increased revenue and higher margins a priority in its business."

- Mick Gamble A testimonial from a METS company on utilising SG Partners Sales Consulting Services

"SG Partners Sales Team Analysis was easy to conduct, very non invasive to our team and only took a short time to complete. The resulting report was very illuminating. The data gave us insights we would not normally have had and has allowed us to plan and implement future growth strategies for our team. Importantly, it has provided an objective perspective of our team and who we want to move forward with and who we should reconsider investing further in. I would recommend SG Partners Sales Team Analysis to any company wanting to know how to get even more from their sales team, what to focus on and what ROI could be obtained from any investment plan."

- Jacques Janse, VP Global Operations, GroundProbe

+ Medical Devices and Pharmeceuticals

The Healthcare sector is delivering one of the strongest returns for investors on the ASX, representing returns of 34.8% over the 2019 year. The Australian medical devices and pharmaceuticals industry is characterised by a large group of small to medium sized enterprises (estimated at 54 per cent) and a smaller but sizable proportion of global multinational companies or their subsidiaries (about 35 per cent of the sector). These companies are delivering improved patient outcomes and efficiencies in healthcare system.

One of the areas remaining for improvement in order to capitalise on the growth and opportunities available lies in training and development of the people at the front-line level. Successful sales of the products and software’s developed are often the most unpredictable component and is where many of the organisations within this sector fall down.

Some of the challenges that face the business development and accounts managers are complex federated models, changing skills and technical knowledge requirements. These add to the already complex and extended buying cycle of the industry. Sales training for these individuals can offer new ways for them to maximise their efficiencies, streamline their productivity and ultimately achieve greater conversion ratios. Do not just take our word for it though, read a review from one of our clients

SG Partners work alongside Healthcare suppliers of products and service providers to improve their account and business development managers team’s capabilities by way of:

• Sales team training needs analysis
• Bespoked sales training programs
• Key account management strategising
• Improve sales processes
• Improve sales engagement methodologies
• Improve sales leadership capabilities

SG Partners sole aim is to improve the results from your client engaging people and their leaders.

A testimonial from a Surgical supply company on utilising SG Partners Sales Improvement Services

“The SG Partners online training and coaching has really benefited me. The content and flow of coaching has kept me engaged. I have implemented the learning and coaching tips and have found a change in not only my engagement, but indeed the response I am getting from my customers. I can highly recommend SG Partners online sales modules and coaching. Thank you for what has been a stimulating course so far."

- Marina Hicks, National Sales Manager, Surgery, MedSurg Division A testimonial from a Medical services supply company on utilising SG Partners Sales Improvement Services

"SG Partners workshop challenged my way of thinking and doing. It has taken me out of my comfort zone for growth in sales and as a person. The knowledge and skills gained were invaluable in getting the most out of interaction with others. I thoroughly recommend SG Partners." 4 months on “Everything is going really well. I have become a lot more aware of how I communicate with clients and candidates. I have my list of questions that I keep with me and continually refer to. I am more direct in my communication and now focus on asking the right questions to find out what the client and case mangers want. I have eliminated the word ‘try’ from my vocab and ensure I provide a realistic timeline to the client of when services will commence. I ensure that everything I say I follow up and commit to. I have also started to refer clients on if they don’t meet the criteria of our ‘ideal’ client. Previously, Case Managers would call to tell us what they would like done. Now Case Managers have been calling me and asking for advice on how the situation should be handled.. We have become a trusted advisor. As a result, December and January have been the two biggest months for the Perth branch since I started in last April. We have been inundated with referrals and increased our hours with our current clients. Thanks for all your help Michael- the training was invaluable for me!”

- Kellie Forster, Branch Manager at Drake Medox

+ What do you mean by sales training?

Sales Training should be about assisting people to be even more effective when it comes to engaging with another human being to solve their problems by buying product/services the company can provide for an fair exchange of money.

Throughout the years there has been many concepts/models around how to sell effectively. From features and benefits selling, ABC – Always Be Closing, Spin Selling, Miller Heiman Blue Sheet and Gold Sheet, Value Selling, Challenger Selling and much more. Some models have been found to be too complicated for sales people to remember. Ultimately sales is about being effective at communication and those that can understand this are able to engage and assist their customers to solve their problems in the most effective, timely and valued way. Growth happens when people develop an awareness that they can achieve more with less effort.

Our sales training is so much more than a set of carefully selected skills taught within a carefully constructed framework.

Self-awareness is the key to enabling individuals to make the necessary decision to adopt a growth mindset. Once this leverage is in place, learning becomes easier.

Our training programs invest as much time on why a particular method works as we do on the skill itself.

+ How do you write a sales training program?

We always assess a sales team and take the findings into consideration who will be in the training program.

What are the most important outcomes program sponsor? The CEO or Sales Director believe they want out of a program and then deliver core and custom components to ensure the sales team get what they need to deliver on this.

The program should be crafted from the audiences perspective rather than the trainers. The program should take into consideration people learning styles. It should be a combination of visual, audio, audio digital and kinaesthetic.

It should contain messages that can be easily understood by the audience taking into consideration their IQ and EQ levels.

Over the years we have taken careful steps to ensure our content is adaptable to our audience and really understanding what they sell, whom they sell it to and how they want to engage their marketplace.

There are times when we have said to our prospective client that we are not the trainers to design nor deliver for them. We have to believe in the values of the company and really believe they want to assist their team in growing. It’s all part of our “give a shift’ motto.

+ What is the best sales training program?

The best sales training programs are a blend of trusted advisor mindset and self-awareness, training on best-practice sales skills and methods, consistent and regular sales coaching and mentoring, implementation of CRM and others systems that support the changes and a sales accountability framework that is easy to understand and implemented rigorously by leadership.

The best sales training is not about gimmicks, tricks or manipulative ways. It’s not about old techniques that assumed the buyer was stupid or all they needed to know are the features and benefit. It’s not about ABC – Always Be Closing, Spin Selling, Miller Heiman Blue - Gold Sheet, Value Selling or Challenger Selling. It’s about communication and the ability to be very good at it.

Ultimately sales is about ensuring the person you are communicating with are at ease, open and willing to participate in your conversation centred around assisting them in getting even better outcomes.

+ What are sales training methods?

The best method of sales training is one that supports incremental learning over time.

It's key the sales professional understands why they are learning, clear on the method, practice using real-plays, and are coached on real interactions with their prospect and clients. Accountability for the effective implementation of sales training is a key component of learning to stick

We have found that training alone is short term. It is a great way to tease out concepts, work on processes and methodologies. Sustainable change comes from what happens after the training workshop.

+ What makes a good sales trainer?

A good, not great sales trainer, has experience in the field and always a wide range of human and emotional intelligence skills.

A great sales trainer must be a great storyteller, be able to build deep rapport fast, challenge outdated thinking patterns and communicate in all learning platforms in multiple ways to ensure learning occurs.

Many sales trainers out there have sales weaknesses which means they will not be able to congruently answer and train sales people whom have the same weaknesses.

I learnt today of a new competitor in the sales training world. Turned out I knew the chap. He was a sales person who could not get a role so he decided to put himself out there as sales trainer – fair enough. He thinks highly of himself, confident, great at talking and yet…

You see we are always looking for sales trainers. Our preference – preferably ex sales leaders and have done sales and can engage with an audience. Not hard I suppose, probably as hard as finding a great sales person haha.

These are results from evaluating a sales trainer – scary – very low consultative selling skills and from the DNA Supportive Buy Cycle findings this person would accept put offs from clients and therefore not train the same weaknesses from sales people. The sales trainer also struggles to recover from rejection. They must be able to stand in front of their audience and believe in everything they are sharing.

I have seen sales trainers share the secrets of cold calling and yet they are terrified of doing it themselves.

I have seen sales trainers talk about selling value and yet they got the training gig by discounting their services. You as a sales trainer must believe in what you are training.

Great sales trainers know not to make it about themselves – full stop.

Great sales trainers care about the people in the room, taking the time to understand them so they can assist in their transformation

+ What skills do you need in sales?

While most salespeople don't have formal sales qualifications, it is one of the most challenging roles in any business. A professional salesperson must firstly have the desire and commitment to sell.

They need to wake up every day wanting to be in a sales role and ready to do what it takes to grow themselves and the business.

They need to be open to new ideas, coaching, accountable and be internally motivated.

Salespeople with inbuilt sales DNA have a distinct advantage over others. When they have support beliefs around sales, a supportive buy cycle, are comfortable discussing money, are resilient against rejection, need to be respected over being liked and control their emotions in difficult circumstances they will be much more likely to succeed.

Depending on their roles, a professional salesperson must also have the skills and ability to hunt/prospect for new business, develop relationships fast and effectively, sell consultative using question and active listening, sell value over price, qualify thoroughly, identify who they are selling to and tailor their approach, close business effectively, use social selling and CRM tools effectively.

+ What are the techniques of selling?

There are many books written about this topic, and at a high level caring about the human being in front of you and following an effective psychology on buying conversation process would be the key starting points. All other sales techniques fall into these two key practices.

There are many other labels for techniques:

ABC – always be closing
Value Selling
Strategic Selling
Spin Selling,
Miller Heiman Blue - Gold Sheet,
Challenger Selling and many more

We prefer to focus on techniques such as:

• profiling and understand how you need to change your communication
• build rapport
• asking questions,
• listening and demonstrate you did by asking great follow up questions
• being able to challenge the current paradigms
• pre framing
• perceptual positioning
• understanding motivational drivers
• creating valued co solutions
• negating objections coming up at all

+ What are the most important skills in sales?

• profiling and understand how you need to change your communication
• build rapport
• asking questions
• listening and demonstrate you did by asking great follow up questions
• being able to challenge the current paradigms
• pre framing
• perceptual positioning
• understanding motivational drivers
• creating valued co solutions
• negating objections coming up at all

+ What are the highest paid sales jobs?

BDM people in the complex sales are the highest paid because the need for them to be strategic, consultative and emotional adapt to their client’s problems and decision making environment.

+ What if I invest in sales training and after a month the sales people go back to doing what they have always done?

It is so common for sales training to occur and there be no sustainable change.

The various reasons are:

Lack of leadership support (leader are not in the workshop)
Lack of sales leadership coaching after the workshop
The company not implementing the agreed changes
The sales people not being accountable to the agreed changes
The sales people not buying into the trainer or the concepts
The trainer not bring new ideas to the sales people
The trainer not being able to challenge the sales people’s limiting mindsets.