What do we do in our sales training practice?
We provide sales and management training focused on the following core competencies:
- Sales Management
- Strategic Selling Skills
- Tactical Selling skills
What is our key differentiator and how does it drive better results?
There are two core things that differentiate us and drive results:
- Situational Coaching - Our key differentiator is our delivery methodology which focuses on short bursts of learning, spread over an extended period of time reinforced through our on-going web-based coaching.
- Hybrid CRM model - The behavior related to those skills is reinforced and measured through CRM while enhancing the user adoption and value of salesforce as a sales productivity tool for each individual user vs. a pure management tool.
How does this impact you?
All the current research tells us that event based sales training has little no long-term impact on behavior change or sales results.
To address this industry wide issue, 6 years ago we decided to implement a new 2-step model that ensured sales results for our clients:
- The sales manager becomes the central focus for transfer of knowledge to drive the on-going development of their team. The sales manager is by far the most important person in the success or failure of a sales training initiative.
- All training is done in short bursts with weeks and months of coaching to apply the competencies to real situations and ensure the behavior change and competencies have both a short and long-term impact on sales results.
What we have learned in these last 6 years is that this approach can’t be an option, it has to be the fiber of everything we do. Only then do we achieve the desired result, which is to help our clients create sustainable behavior change and competency improvement that drives long–term measurable sales results.