Sales Training

Senior managers, sales and account managers have a limited number of levers they can pull to drive profitable sales growth. This is especially true if growth is needed quickly. There is a wide variety of sales training courses on offer today, complicating the selection of a sales training partner that is able to deliver measurable impact within aggressive time frames.

If you are seeking a strategic, process driven, methodological approach that leads to lasting and profitable deals; where relationships, referrals and repeat business are important, then we should talk. We start by asking clients the following fundamental questions before deciding which modules of our proven sales negotiations methodology are most relevant:

• How well does your sales team really understand your companies products or services? (Your "what")
• How skilled and consistent is your sales team in successfully executing your sales process? (Your "how")
• Does your sales team have a fundamental grasp and detailed knowledge of your clients needs being satisfied by your products or services? (Your "why")
• Do your sales team members correctly identify all interested and affected parties in client organisations? Are they communicating the right messages to the right people at the right time? (Your "Who")
• Is your sales team closing profitable enough deals? Do your salespeople discount to get the business, or grab the first deal they are offered?
• Do you know what your top sales performers do that is different? Would you like to have the rest of the team performing at your high performers level?

The body of knowledge supporting sales skills development has evolved a great deal over the past 50 years. Most of the progress made has been manifested in the development and automation of the sales process. These best practice sales processes have found their way into use by most organizations out there today, in effect only providing the benefits of a level playing field and delivering limited impact. There now exists a significant opportunity for organizations to gain competitive advantage by pursuing a more holistic approach where sales and negotiation strategies and processes are integrated.

Research conducted by Harvard University has found that 95% of organizations possess a sales strategy and 85% of organisations possess a sales process. In view of the fact that most organisations have employed best practice in the sales domain already, how can you gain competitive advantage? The answer lies in refining and translating your sales process into a sales negotiation process. The most effective way to gain competitive advantage from your sales efforts is to pursue a strategic and holistic approach based on a 360 degree view of all the components that constitute sales success.

We rely upon the Academy's holistic sales negotiation training program. Sales professionals can take advantage of best practice in sales strategy & process, whilst at the same time learning an integrated best practice sales negotiation methodology, including strategies & processes. Call us now to discuss how we can push your sales revenue and margins upwards.

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