Our 5-Step Approach ensures that participants receive the specific content they need to affect lasting changes in attitude and sales behavior, and that our clients derive maximum business value from their investment of both money and time out of the field.

Step One:  Establish Goals & Objectives

We use a “begin with the end in mind” approach to align the training workshop with your corporate goals and objectives. The first and most important question is, “What are we trying to accomplish with this workshop?” We consult with management to determine and define their specific goals, objectives, and desired outcomes for the session.

Step Two:  Define Measures & Metrics

Once 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 event?” We work with management on how to measure the effects of the training and the metrics to use to gauge continued success going forward.

Step Three:  Target Attitudes & Behaviors

While focusing on the purpose of the event, and the metrics we will use to gauge success, we must then 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 event?” 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 Content & 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. 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 structure.

We typically conduct interviews with both managers and sales personnel of your staff 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 start putting ideas into practice immediately.

Step Five:  Follow-Through & Provide Reinforcement

The real challenge of sales training is to, “Make it stick.” We work with sales management to reinforce the application of new ideas and approaches. We typically conduct one (or more) conference call(s) at approximately 30 days after the event (or monthly) to review highlights, get feedback from the field, and answer questions from participants.

We offer 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.

Read what clients are saying about Sales Excellence . . .

Call us at 1-800-524-1994 to explore how we can help you reach your revenue and profit objectives.

To request more information, please email us at:  info_request@salesexcellence.com