The Approach
Strategy & Analysis - Sales Training - Sales Coaching
A Three-Phase Solution
Our recommended solutions are generally comprised of three distinct elements required for a successful training solution (i) the Strategy and Analysis phase prior to any workshops; (ii) the Training, or Delivery Phase; and (iii) the critical Post-Training, or Implementation phase, each with multiple steps.
Strategy & Analysis
Step 1: Meet with senior management to insure support for the program throughout the initiative, to align the program with the overall business objectives and determine the desired behaviours required to meet those objectives.
Step 2: Determine existing levels of ability and motivation (skill and will) among the members of sales team to establish the performance gap between actual behaviours exhibited and desired behaviours as outline in Step 1.
Step 3: Prepare and deliver final report on the findings and outline the "gap" between the desired and the current state, and provide learning and development recommendations, time frames and expected costs of providing a learning solution.
Sales Training
Step 4: Develop highly focused and customized classroom education for your sales professionals.
Step 5: Deliver a sales management training program to insure that your sales manager/s (training champion) manage(s) to the program initiatives.
Step 6: Prepare each participant for the workshop with the assistance of their manager through assessments, a learning objective survey and homework.
Step 7: Deliver workshop(s) with attendance and complete participation of sales manager/s.
Post-Training Implementation
Step 8: Develop follow-up practice and application opportunities, with proper sales coaching, to insure program implementation and accountability.
THIS IS TYPICALLY WHERE THE ROI OCCURS; AS AN OUTGROWTH OF THE POST TRAINING COACHING AND SUPPORT.
Step 9: Meet with sales effectiveness leader(s), on an ongoing basis, to provide coaching support, review individual learning progress of the sales team and make adjustments.
Step 10: Meet with senior management to evaluate overall program outcomes and make adjustments, as well as develop recommendations for further team development.
