The Ultimate Guide to
Successfully Exceeding Your Personal Selling Goals!
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The Ultimate Guide to
Successfully Exceeding Your Personal Selling Goals! |
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[For Managers Only]
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Customized in-house corporate training is available for larger clients who typically view on-site training as a feasible option due to size, location and overall logistics. Transforming the Sales Process within your Organization Creating a change in any sales force through customized sales training involves implementing a universal and methodical approach to sales throughout your organization. It’s about getting the entire sales and management team on the same page. It’s important to provide customers with a consistent message coupled with a sales process that is focused on the prospect. The most effective sales teams are created when there is a common methodology that everyone is committed to and uses faithfully. Performance Insights, LLC has a successful track record of implementation and results based on understanding your specific training and through on-going communication to ensure we’re on track. We successfully transform sales forces and sales cultures by implementing the following process:
Step 1: Needs Assessment, Clarity
Regarding your Training Objectives & Performance Insights, LLC conducts initial interviews with the senior management team to obtain a complete understanding of the company’s current sales situation and where the company needs to be in order to achieve its business goals and obtain an acceptable ROI on the training investment. Each member of the sales team takes an on-line assessment which identifies strengths and “blind spots” in terms of current sales skills as well as Behavioral Style Analysis which identifies one’s selling and communication “style” and Personal Interests, Attitudes & Values which identifies an individual’s motivational factors. A summary report is presented to management, and the findings are used to identify and confirm areas where training is needed. These three tools form a comprehensive assessment for each salesperson and are a valuable management tool. The final key to success is 100% endorsement by the management team. A successful program requires front line managers be committed, take responsibility, support the program and participate where and when it makes sense. Step 2: Program Customization & Approval Based on the results of the management interviews and the sales force assessments, the training program is customized to meet the criteria and guidelines established for a successful program. The curriculum is presented to management for review and approval. Implementation dates are established. Step 3: Pre-Course Preparation/Homework Participants in training are provided with printed materials and streaming video to review prior to the actual start of training. This provides them with an opportunity to become familiar with the overall concepts behind RELATE Selling™ before the first day of actual training in order to accelerate the learning process. Step 4: Initial Impact Training Initial impact training is delivered via a 2-3 day boot camp at the client’s discretion. Here the fundamentals of the RELATE Selling ™ process are delivered to the group in a highly interactive environment that includes lecture, customized workbook, exercises, role plays and Q & A. The ideal size to maximize learning for these boot camps is 15-25 people. Step 5: Reinforcement Training Reinforcement is a critical element for adult learning and creating long-term change and generate different results. Our goal for your organization is to “own” the RELATE Selling™ process in a way that it becomes the sales team’s common selling methodology. Performance Insights’ Reinforcement Programs offer clients a variety of choices to help the team transform from “knowing” the information to “owning” it. Some of the options include teleclasses, individual coaching, web-based training programs, books, audio CDs and highly focused sales meetings. By modeling and encouraging the expected behaviors, skills and attitudes, management plays a key role in the successful implementation of the program. Step 6: Measurements of Effectiveness A common, and very reasonable, management question is, “How can we measure the effectiveness of the training program?” Certainly measuring the actual sales results is one way, however, because there are so many variables that can affect sales results that are not training-related (competitor’s activity, market conditions, marketing activities, pricing changes, etc.) simply measuring results is often inaccurate. Better methods are to measure activities, such as an increase in the number of cold calls made, a decrease in discounting, more referrals, higher conversion rate on proposals, etc. The initial sales Skills Assessment tool can be used as a benchmark for each participant and the group as a whole before training starts. Progress can be evaluated by taking the assessment again at regular intervals during the training process or at the end of the process. This allows for “tweaking” the program to continue to accommodate the learners and their needs. Other Training Options: Sales Managers can participate in one of our public sales management programs or we can customize a sales management program for the company. New hires can attend one of our public RELATE Selling™ two-day boot camps after joining the company in order to receive initial impact training in the sales process and get on-board with the rest of the team.
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Send mail to
billm@performanceinsightsllc.com with
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Customized Corporate Training