Sales Training Approach
Sales Excellence rarely delivers any training “off-the-shelf” because we build a program specifically for your team, not anyone else’s. We work with you to assess the specific knowledge, attitudes, and skills that represent the greatest opportunity for improvement and develop a complete curriculum using our proven sales methodologies and tools. Every workshop is a truly unique learning experience custom tailored to the needs, goals, and objectives of your sales team.
Our five-step approach to developing sales training programs ensures that participants receive the specific content they need to affect lasting changes in attitude and sales behavior. This results-oriented philosophy delivers maximum business value from your investment of both money and time out of the field.
Step One: Establish Goals and Objectives
We use a “begin with the end in mind” approach to align the sales training with your corporate goals and objectives. The first and most important question is, “What are we trying to accomplish?” We consult with management to define their specific goals, objectives, and desired outcomes.
Step Two: Define Measures and Metrics
After we have defined the objective, we then need to determine, “How can we gauge our success? What metrics can we use to measure the effects of this program?” We work with management on how to measure the effects of the training and what metrics to use to gauge continued success going forward.
Step Three: Target Attitudes and Behaviors
Once we know the purpose of the training and the metrics we’ll use to measure success, we must determine, “What changes in attitudes and behavior must take place in order to see marked improvements in these metrics?” Put simply, “What do we want participants to think differently or do differently as a result of this training?” We feel there is little value in “drive by” training. Therefore, we help our clients to clarify the specific business results they want to achieve and the real changes that must take place to in order to achieve them.
Step Four: Develop Custom Content and Plan Delivery
By first clearly defining the desired changes in participant attitude and behavior, assembling the right content becomes very easy. We never deliver any workshop “off the shelf.” Our materials are custom tailored to fit your business. No two workshops are the same. All training content and exercises will use terminology and nomenclature that rhymes with your world and selling environment.
We can tailor our content to incorporate any and all sales tools and methodology you already have in place so that everything we teach is congruent with and supports your current processes and infrastructure. We typically conduct interviews with both managers and field personnel to get perspective and gain insight into the areas that offer the greatest opportunity for improvement. Using this approach, all of our material is highly relevant and highly actionable so that your team can literally walk out of the workshop and immediately start putting ideas into practice.
Step Five: Follow-Through and Provide Reinforcement
The real challenge of sales training is to enable and empower learners to go out and apply what they have learned. We also work with management to reinforce the application of new ideas and approaches. Our year-long training reinforcement curriculum is designed to provide that ongoing support to maximize the adoption and practical application of everything we teach in our programs.
Sales Excellence offers a highly successful, proprietary process that empowers sales management with the tools they need to support lasting changes in the attitudes and behaviors of their team. And, of course, we also provide ongoing follow-on training, consulting, or one-on-one coaching as needed.