Sales Training Consultants

IT Industry Specialists

• Consultancy
  • Training needs analysis
  • Sales force assessment
  • Competency based training
  • Training design
• Sales training
  • The need for training
    • For company executives
    • For customers
    • For sales people
    • For sales managers
  • Types of training
    • Core sales skills
    • Business acumen
    • Individual Effectiveness
    • Sales induction
  • Delivery options
    • elearning
    • Face to face
    • Seminars
    • Power hours
    • DVD/CD
    • On the job
  • Measuring success
    • Level 1 - reaction
    • Level 2 - learning
    • Level 3 - behaviour
    • Level 4 - results
  • Common mistakes
    • No clear objectives
    • Its not sales training
    • What changes
    • No executive sponsorship
    • An isolated course
    • No sales engagement
  • The way forward
    • Tailoring for your needs
    • elearning for the basics
    • Face to face for momentum
    • Power training to re-enforce
• Management training
  • Leadership
  • Driving the team
  • Coaching for results
  • General management
• Case studies
  • Moving from product to services sales
  • Virtual team leadership
  • Selling managed services
  • Developing sales people new to IT
  • Delivering key executive messages
  • Changing management behaviour
• Resources
  • Friends pages
  • Training quotes
  • Training feedback
  • Sales training books
    • Sales books
    • Leadership books
    • Management books
    • Self Help books
  • Sitemap
• Contact

TYPES OF SALES TRAINING

Core Sales Skills

As a company, you need to offer a range and depth of sales training. Many companies forget the depth component and continue to put the same sales people through "Sales 101" year after year. We recommend a tiered approach to sales training, where an individual's competencies in certain areas are measured prior to training, to ensure the training they attend is appropriate to their skill levels and the role they undertake.

Having said that there are a number of core modules that can be used as the basis of a sales training program. These modules would possibly include the following:

• Basic selling skills
  • Planning at the territory, account and call level
  • Introduction or opening, building customer rapport
  • Questioning and listening - in our eyes absolutely key skills for any sales person
  • Presentation or proposal
  • Overcoming objections and negotiating
  • Closing, a natural consequence of the work already done
  • Implementation and follow up
• Sales process implementation
  • Facilitates the customer's progression through the buying process
  • Applies appropriate tactics to guide the process towards a favorable decision.
• Account management
  • Develops objective-driven, actionable plans with the customer
  • Call/Account strategies support business growth at the customer and align with overall customer plan
  • Constructs strong profit, margin, ROI, and cost/benefit analyses to track progress
  • Distils data and information sources into actionable conclusions
• Opportunity planning
  • Develops objective-driven, actionable plans with the customer
  • Call/Account strategies support business growth at the customer and align with overall customer plan
  • Constructs strong profit, margin, ROI, and cost/benefit analyses to track progress
  • Distils data and information sources into actionable conclusions
• Value based selling
  • Able to develop a broad offering for the customer (or channel partner)
  • Creates solutions for the customer drawing from the entire company solution (technology, products and processes)