Training

Training is only part of the answer Training should plug skills and behaviors deficiencies Capability requirements should reflect Best Practice sales processes And Sales processes must represent the best way to implement the sales strategy, exploiting the sales drivers which assure a successful outcome Finally the strategy must be based on an allocation of the appropriate type and frequency of resource according to the sales opportunity at stake Following a training intervention, it is vital to track behavioral change with a review system to measure a set of kpis linked to business results, and ultimately ROI Identifying the training gap Structure & processes determine competencies What are the critical macro & micro sales processes? What roles have been created to bring these processes alive? What tasks need to be performed (by individual role)? What competencies are key to performing these tasks?
Where are we now? What is the gap that needs to be closed And what is it worth? (Or what are we losing by not fixing it?)
Our Approach We offer the same “shallow dive” approach in the training area as we do in our Consultancy offering - namely a few days scoping the issue to produce a proposal around these areas: Training Needs Analysis Structure, roles & competencies Sales & management process review Training Return On Investment review Systems and controls audit Projects may then follow this process:
New ways of working need to be carefully & comprehensively bedded in Tools make it easier for people to change their daily actions Controls make opaque activity more transparent Management follow up on levels of compliance assures the change moves from ‘forced mechanical’ to ‘willing automatic’ And we can begin to measure training effectiveness
Aligning behaviors across the organisation We ensure the entire organisation understands and supports the training Our expertise in Sales Management means we can train the Board through to the frontline sales people We help managers develop key skills in the workplace Our training is tailored to meet the needs of the business A selection of our training programme capabilities Management Development Sales Management Field Sales & Key Account Management Leadership Motivation Coaching Personal mentoring Interviewing Appraisals Problem analysis & solution Communication Developing & running development centres Sales for non sales managers Managing sales from the board room Project management Time & self management Sales strategy development Field sales management Field sales coaching Sales process re-engineering Sales director development programme Managing & implementing change Optimising sales investments Understanding sales drivers Managing 3rd party sales resource Key account management Account influence mapping Managing complex sales Solution selling Category management Steps of the call Negotiation Presentation Objection handling Exhibition selling Telesales inbound Telesales outbound Distributor management