Customized Training

Four reasons why most sales people fail to sell as well as they should:

• Lack of skills and/or experience
• Fears about the selling process or initiating contacts
• Lack of the correct successful behaviors
• Lack of, or misguided, expectations of what is really expected of them.

If #1 is the only reason sales people in an organization are failing, then almost any sales training program can help - even those off-the-shelf events - providing it addresses the deficient skills. If the reason is any one of the others, then a more cautious, customized approach is necessary. Sales managers should be wary of 'quick fix' solutions offered to them.

It may be time to overhaul the entire selling philosophy of the company or it may be necessary to simply repair a few minor fender benders. Time and work spent up front can provide the difference between another off-the-shelf event and a durable, long-term sales development process.

How Sales Academy Approaches Customized Sales Training

An expert spends time in the field with the sales people, observing them and their customers in action. We also interview other sales people.

• We interview sales managers to further identify the most urgent needs.
• We interview senior management including, where necessary, the president of the company.
• We test a representative sample of the sales force and sales managers.
• We analyze all data to identify:
  • which skills are deficient
  • which fears exist
  • which successful behaviors should be in place
  • what and how much help the sales managers need
  • what types of sales training is needed and the most effective order of delivery.

We then develop the sales training programs specifically for the company. Finally, either an expert from Sales Academy will deliver the programs or we will train and certify people from the company to deliver the training.

The Result

The company will have an on-going sales training process that will:

• Get everyone on the same page
• Bring everyone up to a minimum standard
• Raise the level of ALL existing sales people
• Be a standard training program for all new hires
• Provide the base for further systematic development of their sales people
• Enable sales managers to better develop individual sales people.

Not all sales people are at the same levels. They never will be. Assessment-based, customized sales training takes this into account.

Event-style sales training has very limited uses. Sales development processes with proper follow up are long-term and far more effective.

No Obligation First Meeting

Call us or send us an email today to set up a first exploratory meeting without cost or obligation. This meeting will help us see if we are right for each other.