Faster Training Doesn’t Equal Faster Results
A one- or-two day sales training may sound like it’ll get you sales performance improvements right away. It will not.
Instead, your sales rep leaves that training with their head bursting. 10–15% sticks, typically the last things they learned at the end of day two. Even with practice and assignments, there was no opportunity to cement their learning. Sales results won’t improve the way you expected.
Our Sales Training Process allows the time and hands-on practice your sales team needs to change their behavior so you realize sales performance improvements.
A Sales Training Process Tailored for You
Improve Sales Productivity
Sales productivity can be a roller coaster. Our sales training process identifies where your sales team is struggling, then tailors the delivery to make them more productive. It anticipates challenges and holds reps accountable.
Increase Accountability
Sales process metrics frequently are overlooked. Your expert sales instructor will establish metrics with you, then monitor them throughout the training with participants and you.
Accelerate the Sell Cycle
When you combine sales process development with training, you create a business sales process that allows you to effectively manage and develop your salespeople. Involving other members of the team is easy. Your sell cycle moves faster.
Develop Continuity
Upon initially hiring salespeople, you look for people with experience to sell using their own approach. Our sales training process gives your team the time to adapt and adjust their sales process. You emerge with common sales language and tools.
A Proven Sales Training Process
How your salesperson is trained determines if and when you see sales improvement. For over two decades, we have trained salespeople on how to get more customers. We have trained salespeople in over 47 countries worldwide.
Working with salespeople in teams and individually – people who had never sold before and reps with years of experience – we developed a process centered around doing the sales job while learning, so they learn to do the job better.
Our sales training process allows salespeople time to practice what they’re learning, voice their concerns, then pivot their approach to improve their sales performance. It integrates the sales leader, so we are working together to accomplish the training objectives and, ultimately, increase sales results.
Your 4-Step Sales Training Process
Evaluate
Before the first training, everyone completes a comprehensive sales evaluation to pinpoint competency strengths and gaps to focus on in the training. The sales leader meets with your expert sales instructor to share team background. Using these inputs, your expert trainer plans a tailored delivery.
Train & Coach
You learn new skills and establish new processes based on your objectives. We give you resources and tools, prepare you to practice what you’ve learned as part of your job, and guide you through any roadblocks you encounter.
Sell
Every session ends with a sales assignment to do what you learned before the next call. The assignment directly relates to your job. No time is wasted with busywork – and you’re selling. Each week you make progress in sales, process, systems, and people, and we measure it.
Advise
Success of your revenue generating system starts at the top. Throughout training and coaching, your expert sales instructor meets with the key executive to advise on your progress and how they can support success.
Sales Rep Sessions
The sales rep sessions include a combination of weekly virtual training, facilitated by your expert sales instructor and pre-session learning videos. The virtual training sessions are tailored to your sales team’s specific needs and focus.
They integrate discussion, activities, role play, practice assignment review and best practice sharing to facilitate sustained learning.
As sales leaders, you are encouraged to attend. Listening to your sales team is enlightening, and your participation provides valuable input.
Manager Briefings
Through your sales team training, we conduct regular manager briefings. We know you, as the sales leader, are an integral part of your team’s success. You need to know how your team is progressing in their skill development.
We share our observations from our work with your sales staff and recommend strategies for you to propel your sales staff’s results forward.
Reinforcement
Once training is complete, reinforcement cements the new strategies and process your sales team learned. This is a continuation of the training, concentrating on areas where your reps may need more practice.
Typically, reinforcement is conducted one or two times a month. It is led by your expert sales instructor and uses all the tools and resources from the training.
Your sales reps continue to practice in the field what they’re learning and mastering the new skills. As they progress through reinforcement, their sales results are noticeable.
Here’s what our clients are saying
IT Value Added Reseller
Our team needed extra role play to learn the consultative selling approach. They were practicing in class and in sales calls, but I could see they weren’t quite getting it. Our KLA trainer worked with us to add even more. It worked so well that we have continued the training as monthly role play sessions with a special focus. Even our system engineers are closing sales now!
IT Managed Service Provider
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