Our Process:

We help our clients increase sales, shorten selling cycles, forecast accurately, and generally upgrade their sales forces. Both management and sales people know where they are in the selling process with each prospect, all the time, and communicate in a common language. Our clients are professional sales teams ranging from regional to international. Companies continue to work with us for one reason: we help them improve sales. Our clients' success is the result of their commitment and our process:

Definition

We jointly define the differences between the outcomes you desire and the results you are achieving. We determine the impact of those differences on you and your company. If the issues are something we can fix, and if you are committed to fixing them and have the conviction that we can help you do it, we go the next step.

Diagnosis

We determine why you and your team are not achieving the sales results you want and show you the organizational and individual strengths and weaknesses.  You will know specifically what training each person needs as well as the growth potential of each person. We review these reports with you in detail and continue to work with you.

Impact Training

We kick off training with a one or two-day boot camp and introduce our strategies and tactics in a way that sales people can immediately go out and use them in their selling world. In addition to the sales team, most of our clients include people from marketing, upper level customer service, and senior management (not directly involved in sales) so they will understand and support the sales processes. Usually only the sales force continues in the reinforcement training and coaching that follows.

Ongoing Reinforcement and Coaching

Your salesforce attends the President's Club, which includes two-hour reinforcement meetings each week. This is where we reinforce the strategies and concepts and apply them to their real world sales situations through discussion and role-plays. Attendees learn and reinforce advanced sales techniques and strategies and receive peer and trainer input on sales they have in progress.  Coaching on sales-specific situations and managerial coaching is also available to each person individually via the telephone or email. All clients are eligible to meet on a private one-hour conference call once or twice a month.  Members of the President's Club have the option of meeting with a coach face to face or on the phone each month to review their behaviors.

Sales Management Training

Managing Your People -Your ability to find and hire the best salespeople, then accurately evaluate their performances and motivate them, affects your team's ability to succeed. Avoid expensive hiring mistakes by learning to ask the right questions the right way.

Managing Your Business -Outstanding sales performance requires a realistic sales plan, including goals and the strategies for accomplishing them. Learn to effectively and supportively debrief your sales people, grow your sales through networking, and manage territory, while developing the best practices vital to managing, maintaining, and maximizing business with existing customers.