Coco Training & Coaching, a premier sales driven training organization dedicated to the imaging industry, is pleased to expand its services to include well-crafted and cutting edge programs that make a difference. These programs have been approved by a number of OEM’s and are available to small, mid, and large size companies.
Services Include:
A Higher Sale Playbook- A turnkey sales driven program for top management that provides sales organizations with the right tools, processes, and skill sets that develop elite, high performance teams leading to stronger revenue and profits. It includes determining the health of the territory, pre-planning (analyzing the business), one full day of on-site training coaching, and timely follow up.
* Best Practices methodology for managing The Sales Funnel.
Sales Management Leadership Training– A continuous improvement system that reminds leaders of things we used to do and forgot as well as new methodologies, new tools that will develop managers, their teams into elite, more consistent performers. A common thread of the strongest sales teams…solid fundamentals and we help participants build these with written plans in place.
Sales Professional Training– This program is sales centric and has won an International Best Practices Award for Sales Development. Participants will learn to move through a well-defined sales process and align it to the buyer’s decision process in a collaborative way. It’s all about building Trust and Credibility…acting as a true problem solver leading to competitive differentiation. Key focus is New Business Development, Activity, and Time Management (Rule #94). Proven system for prospecting…The 7-7-1 Program leading to 7 more face to face meetings each week per rep.
Executive/Sales Coaching- What do top athletes and business leaders have in common? A coach.
Sales leaders and teams need the right resources and tools that promote growth. This requires analyzing and challenging how things are done by improving process and structure. Once these building blocks are in place it is all about effective implementation and execution. Coco Training works side by side with sales leaders and teams to create clearer vision (strategic and tactical), manage more proactively through effective implementation.
Recruiting- Coco Training has established a true recruiting process inspiring high quality men and women to want your job. This process includes sourcing, pre-screens, formal interviews, tools, and behavioral style interviewing technique. The results are better decisions, better territory coverage, and improved sales revenues.
“Coco Training & Coaching is poised to develop sales organizations utilizing the right tools, processes, and skills to build elite performance teams “says Larry Coco, President. “We are proud to drive the growth of sales organizations delivering the right programs with a highly tenured and talented team that asks compelling questions, listens, understands the needs of the client, providing customized solutions leading to a strong ROI”.
Larry Coco, President and Founder
Larry Coco is an accomplished senior level executive with a strong track record of success in Sales, Management, Marketing, and Training. For the past 33 years he has focused his career in the imaging industry.
Larry’s ability to develop people and companies has been the hallmark of his career. He is highly experienced in the formation of strategic plans, skilled in the areas of creating and driving key processes in order to achieve improved results, and understands the value of people when building high performance elite teams.
Prior to opening his company, Larry held a wide range of positions as a dealer in the New York marketplace over a 14-year period and then at Ricoh Corporation which included leadership of various committees and special projects. Examples include the Malcolm Baldridge Committee for Excellence, The Sales Development Training Program, The Sales Manager Development Program, The Ricoh Six Step Sales Process, New Hire Orientation Programs, and presenting Balanced Scorecard Objectives to the Senior Executive Team.
Larry was most proud when he presented and won the International Ricoh Company Ltd. Best Practice Award representing Ricoh US for the Sales Development Training Program geared to maintaining high productivity and substantially reducing sales turnover. It was the first time the US has ever won this prestigious award.
Today Larry works with corporations, both large and small, growing sales operations.
Douglas R. Stewart – Director of Training and Development
Doug was the co-founder of a sales training, management training and executive coaching firm that focuses on proven processes that achieve high level results and consistent growth.
Doug has earned an impeccable reputation in the imaging industry – IKON Office Products, Danka Office Imaging and Ricoh Corporation – in senior level executive positions. He has authored and co-authored several industry leading processes and practices designed to improve sales and sales management effectiveness. Doug has significant experience in change management and retaining the human talent and maintaining top performance.
Matt Drake- Director of Sales Team Development
M
att Drake has joined Coco Training and brings 34 years of strong experience from the independent MFP dealer channel. Matt held many roles prior to becoming a dealer principle… sales consultant, sales manager, and executive leader. As a dealer principle Matt met many challenges head on and succeeded in growing and changing his dealership, transforming his company into the new hybrid business model. The I.T. division of his company was recently awarded with the INC Magazine’s Top 5000 Fastest Growing Businesses of the year.
As past president of the Pro Dealer Group, a subset of BTA, Matt was able to lead and share many Best Practices with select dealers across the country allowing them to better manage their businesses through improved efficiencies and productivity. A key constant is always hiring and inspiring quality people, then drawing them together as a solid team. Strong dedication and persistence to a written business plan with proven processes are key. Matt brings a keen understanding of the challenges that face today’s independent dealers in both metropolitan and secondary markets, and is eager to assist in their success.
About Coco Training & Coaching
- Over 100 years of experience in the Imaging Industry.
- High level of Integrity-Trusted Advisor to many corporations and top executives across the US.
- Have run organizations over $200M in annual revenues.
- Maintain strong affiliation with training organizations providing access to curriculum developers, industry experts, trainers.
FORGET ALL OF THE STANDARD RULES: Salesmanship is not tired gimmicks, clichés, and manipulation. First and foremost, it is a matter of inspiration.
To be truly successful, the sales professional must be inspired to achieve a higher calling. The key is working in a collaborative way with the client and providing added value. To believe what they are selling is not easy or cool or convenient. It’s about moving others to take action that will benefit them.
The Inspired Sales Approach guides our clients in identifying and acting on the power of inspiration to grow sales through repeatable processes developing leaders and dynamic sales professionals.
www.cocotraining.com
For more information, please contact…
Louise Stix … Cerulean Communications … 203.616.5080