Get 100 Points for your Team on the Best Performance Day
Feb – Apr 2010

20 Jan 2010

The Best Performance Day is show time, your time to demonstrate as a team in front of the jury your fitness to win this part of the challenge.

Three days in advance you will get exercises and business cases on the following three disciplines

  • Acquisition of new customers. This will be a cold call scenario, where you try and get a meeting with a prospect.
  • Negotiation, Objection Handling and Closing based on one business case you select from three offered (in Manufacturing, Wholesale and Distribution, Professional Services). You will need deliver a compelling value proposition to a CEO in 15 minutes, then an executive team including other CEOs in a further 30 minutes.
  • Upsell (Business User) to an existing customer in a role play of 15 minutes.
  • A Final assessment discussion of 10 minutes with the judging panel.

Your total time will be 90 minutes on one day, but you will of course need to prepare!

More information awaits you in January in terms of content, format and scheduling, with some sample exercises also available then.

Add BONUS SCORING for engaging with others during Best Performance Challenge

  • During Qualification
    • Name your supporters and build your network, encouraging them to join you on LinkedIn and FaceBook groups (1 point per supporter- max 10)
    • Let the group know what you do to improve your fitness (1 point per valid statement – max 10).
  • Best Performance Day
    • Give access to your recorded presentation from the Best Performance Day to other teams (10 points)
    • Invite supporters to attend and participate at the Best Performance Day, supporting the performance and making a statement of what was “best performed”  (1 point per supporter – max 10).
    • Post statements in the BPC LinkedIn group on what techniques and ideas you developed to prepare the Best Performance Day scenarios : Acquisition, Value Proposition, Upselling  Business User  (1 point per valid statement – max 10).
  • Best Performance View
    • Ask your existing customers to endorse your value delivered to them (1 point per customer – max 20).
    • Ask your New customers (acquired in 2010) to endorse your value delivered to them (1 point per customer – max 20).
    • Ask your Channel Development Manager to endorse your improved fitness to win, i.e. Sales and Presales effectiveness in your recent deals (1 point per deal – max 10).
Preparation Material for the Best Performance Day

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