Sales Training and coaching
Using a combination of business and instructional process expertise, we develop a high-impact training program aimed at delivering measurable improvements. Our process begins with developing a good understanding of your situation and needs. While we draw on our extensive experience in developing each deliverable, every training project is customized to our clients’ needs. With a complete grasp of your situation and the resultant training goals and objectives, we develop a highly customized instructional program based on our core units. This customization process starts with embedding identified goals and objectives and aligning the curricula and assessments. We also include examples, role playing and instructional stories that are familiar and relevant to your team.
After delivering the training in an authentic and interactive way, we offer follow-up services to ensure new principles are applied and desired results are being realized.
We provide highly customized knowledge integration and skill development solutions:
- Strategic Alignment – We meet with leadership to gain a full understanding of business development capabilities and goals.
- Needs Assessment – We collect data through interviews and e-surveys to inform curriculum content and activities development. Then we provide feedback to executive leadership.
- Direct Instruction – Using research-based best practices, we deliver direct instruction and learning materials as foundation to methodologies and activities.
- Authentic Activities – We embed goals and activities to align with the strategic plan and business objectives. Authentic exercises and scenarios for activities, role play practice and practical guides and resources make the learning enjoyable, practical and sustainable.
- Observations Our follow-up recommendations to leadership enable continuous and sustained improvement.
Sales Training Modules
Professional Sales– Foundational module covering role of sales professional in consultative selling process and includes salespersons’ role in helping to optimize overall business performance
Overview:
- Discuss the role of a sales professional in a complex and technical sales process
- Review standard financial metrics and the salespersons’ role in helping to optimize overall business performance
- Discuss the importance of ethics, trust, expertise and continuous learning to a high-performing sales professional
- This is a good foundational module before launching into the more detailed and tactical material later in the program
- Activities include interactive discussions, white boarding, remote-polling and reflection
Objectives:
- Understand role of a sales professional responsible for managing complex sales
- Understand business operations and adapt your activities and decisions based on this insight
- Recognize the critical value of ethics and trust in selling
- Understand that continuous learning and teaching enable maximum value
PR5 Sales Process™ (Sales Process & Tactics)
Covers our 5-step sales process for managing complex sales that includes 5 sessions:
Prepare, Probe, Prove, Procure, Preserve
Overview:
- Typically, two full days. 5-step sales process for managing complex sales that includes: Prepare, Probe, Prove, Procure, Preserve
- Covers a full range of issues include questioning techniques, needs-based solution selling, buying facilitation, proposal research and preparation and post-sale follow-up
- Core module on which all subsequent material will build
- Activities include interactive discussion, role-playing, white boarding, remote-polling and reflection
Objectives:
Prepare
- Understanding the importance of gathering pre-call information to prepare for sales dialogue
- Advance skills in engaging customer/supplier to set appointments
- Integrate sales call planning into your routine and write effective customer/supplier value propositions
- Develop habit of reviewing each call to learn and improve selling skills
Probe
- Understand the difference between explicit and implicit needs and the impact on sales commitment
- Improve two-way communications including active listening and questioning skills
- Use and optimize needs development methodology within your environment to advance sales results
- Understand and practice types of questions to identify explicit and implicit customer needs and advance sales discussions and your value
- Recognize the critical need for thorough and accurate assessment activities to ensure optimal sales proposals and RFP responses
Prove
- Recognize responsibility for leading and managing the proposal team and implement RACI team model
- Write timely, well-organized and effective proposals to strengthen sales position
- Describe the difference between features and benefits and identify them in proposals
- Explain some of the special considerations in making formal sales presentations
Procure
- Recognize and manage requests and situations that require cooperation vs. negotiations
- Incorporate a reflection of the difference between sales advance and continuation in your daily practice
- Know the PR5 sales process minimizes objections and drives client’s commitment decision
Preserve
- Build and sustain strong client relationships to ensure long-term business success
- Explain the concept and importance of customer lifetime value to your company’s financial success
- Make asking for referrals an automatic element of the sales process
Negotiations
Bolts-on to the PR5 process and builds negotiations understanding and capability where ideally agreement is reached mutually and cooperatively
Overview:
- Importance of using solution based sales process in minimizing antagonistic negotiations
- Cover basic negotiating techniques
- Present a framework for conducting negotiations
- Bolts-on to the PR5 process covered earlier where ideally agreement is reached mutually and cooperatively
- Activities include discussion, video and white boarding
Objectives:
- Learn how to close with the best price and terms possible while still building positive long-term relationships
- Understand how PR5, Needs Development and Buying Facilitation ease the negotiation process
- Become a better negotiator to impact your professional effectiveness
- Remember the key elements required for effective negotiations
Account Management
Manage and strategically allocate focus and between all buying influences
Overview:
- Discuss recognizing and manage multiple types of buying influences in each account
- Introduce concepts of key and global account management (KAM and GAM)
- Provide example tools to be used in KAM/GAM
- This is introductory material to KAM and GAM to present the ideas and possible value to pursuing this kind of strategy
- Activities include interactive discussion, white boarding, remote-polling and reflection
Objectives:
- Categorize primary types of account-level buying influences
- Manage and strategically allocate focus between all buying influences
- Recognize that account segmentation enables better resource decision-making
- Understand basic management tools to track organizational performance
Territory Management
Discuss overall territory management including planning, strategy, time management, data collection and metrics
Overview:
- Overall territory management including planning, strategy, time management, data collection and metrics
- A range of hands-on tools including: sales funnel, call reporting, sales bridges, revenue forecast, win-loss-pending, risk and opportunity tracking
- The ‘tie it all together’ module that provides a way to see how the skills presented work together to optimize results for the sales professionals
- Activities include interactive discussion, remote polling and reflection
Objectives:
- Understand the importance of knowing your company’s position in your territory to prioritize selling time and activities
- Employ specific tools to ensure meaningful data-driven decision-making
