In step 1 there will be a 1-on-1 conversation between each participant and myself.
During these conversations, the will of winning is ‘measured’ on the basis of existing and self-designed techniques. The trainee can only participate in the Always New Business training program if the person in question wants to train as hard as Roger Federer or Lionel Messi. Always New Business does not believe in 100% perfection but does believe in 100% commitment.

NB. If sales teams are spread over different locations or if the group is larger than eight trainees, then I have an online solution.

In step 2 there will be a plenary workshop to discuss what the sales and management team think is necessary to ensure that sales targets are met or even better exceeded.
The result of the workshop is a document called the SDD that describes the core values of the sales team and the new business process. All participants are part of the conversation about how best to achieve their goals.

Examples of questions that can be discussed are:

• What is the DNA of the sales team? 
• What regulations do we impose upon ourselves? 
• How do we as a sales team want to come across to customers? 
• Who does what in the team and why? 
• What are our targets and do we think they are feasible? 
• What could a bonus structure look like? 
• What do we expect from our manager? 
• What are we actually selling? 
• What is our message and is it clear enough? 
• Do we have the right ‘sales kit’? 
• Does the website represent our primary message? 
• What marketing materials are needed? 
• What do we know about our target market? What do we not yet know about them?

NB1. It is important that all stakeholders (C-level / marketing / management) who influence the new business process are present during the session in step two. The final sales process must be robust and practicable and not fall apart within a couple of weeks.

NB2. The document can be framed and hung in the room where the sales team works. A sales manager can hand over a SDD to a potential new team member in addition to the terms of employment. Then the potential team member immediately knows whether their values are aligned with those of the team.

Step three starts with the transfer of knowledge on how to generate new business in the most efficient way. The experience and knowledge that I will teach shall be fully based on the outcome of step 2 and the mindset from step 1.

As I am a strong believer in ‘learning by doing’, most of the program is taught through practical examples! And in that context, the trainer will also demonstrate how the knowledge is successfully applied. I don't just talk the talk. I also walk the walk!