Building the necessary skills and behaviors to support the new ways of working.
Sales Front-line Readiness
While sales training is usually about knowledge, about learning or developing skills like questioning and listening, identifying needs, negotiation and objection handling, sales readiness focuses more on making your sales team ready to sell a specific product or service, prepares your reps with an outcome oriented approach and it covers everything they need to be ready for the moment when they’re in front of a prospect or customer.
To maximize the result, our program relies on two successive approaches: Training – an important part, that will offer them ability by improving the skills needed in every stage of the sales process and Enablement – an important part also, that will offer them agility as we will align all the “enablement elements” and orchestrate their delivery into a Sales Toolkit. This toolkit will be designed to get them up to speed and to guide them along their journey, it will contain everything they need to know about the sales process, it will offer the right inflow of information, templates and documents with the right level of simplicity and understanding at the right time of the selling process. It will contain introductions scripts and opening statements, templates for e-mail correspondence and proposals, qualifying questions, buyer personas and unique selling points, common customer objections and ways to handle – all being discussed and explained during the training session.
Our Sales Front-line Readiness program will help you to maximise your sales results as, at the end of the training your sales team will know how to:
- Identify the target customers for your product or service;
- Uncover customer challenges and business drivers that your product or service can positively impact;
- Tailor their message and clearly communicate how your product or service can meet their needs;
- Map appropriate product or service features to customer needs;
- Understand and clearly communicate the value of your product or service;
- Leverage story-telling techniques in pitches and demos;
- Overcome customer objections and concerns;
- Identify the decision-making unit and how to approach each role within business organisations
- Effectively engage customers and sell
- Access and use the sales tools and resources
Sales Management Effectiveness
Our sales front-line training program will improve your sales reps abilities to sell, it will make them more agile and it will increase their motivation, that’s for sure, but to turn those abilities into achievement they need discipline and to get constant achievements they need consistency. And this is where the role of a sales manager and the sales activity management comes in – as driving sales performance means managing sales people’s activities using a repeatable process that generates predictable good business results like revenue.
Our sales management effectiveness training will help your management team to turn around the pyramid, to switch from reactive management to proactive leadership, to use sales metrics and kpis as risk triggers and as support for decision-making, to focus their attention to what matter most and on those activities, that are important to their sales role, to measure and compare performance, to provide quality feedback and to drive the desired behaviour.
Our Sales Management Effectiveness program will help you to build a repeatable process that generates predictable business results as, at the end of the training your management team will know how to:
- Engage people
- Communicate a clear direction
- Influence and collaborate to achieve goals
- Identify talent and recognise achievements
- Develop themselves and others
- Set sales objectives
- Measure and manage performance
- Give & receive feedback
- Coach
At the end of the training, your management team not only that will know how to drive sales performance it will also be empowered with the necessary tools to do it and coached on implementing it.
