CLASS DESCRIPTION

ProSell was designed exclusively for organizations that currently use Salesforce, and want to expose their sales teams to the finest in blended Selling Skills Training and Salesforce Training with ongoing reinforcement.

This customized training program ensures that your sales team is proficient in the three key areas required for generating new sales revenue, namely

  • finding new prospects;
  • managing the consultative sales process, and;
  • strategically managing accounts and opportunities.

The training is supported with a heavily weighted focus on in-field coaching from your sales management team, or designated coaches.

The skills training modules are reinforced with additional training on Salesforce, ensuring that the team is using the latest in CRM technology while modelling the new behaviors.

PROSELL EXPANDED DESCRIPTION

ProSell was designed exclusively for organizations that currently use Salesforce.com, and want to expose their sales teams to the finest in blended Selling Skills Training and Salesforce.com Training with ongoing reinforcement.

This customized training program ensures that your sales team is proficient in the three key areas required for generating new sales revenue, namely (1) finding new prospects, (2) managing the consultative sales process, and (3) strategically managing accounts and opportunities.

The training is supported with a heavily weighted focus on in-field coaching from your sales management team, or designated coaches.

The skills training modules are reinforced with additional training on Salesforce.com, ensuring that the team is using the latest in CRM technology while modelling the new behaviors.

PHASE I – Course Customization

To be clear, ProSell is not simply a training event with some workbooks and PowerPoint slides.

This is an extended engagement in which spend time prior to training, within your organization to determine where your performance gaps lie, and get a crystal clear understanding of how together, we are going to define and deliver a successful outcome.

We then focus our efforts on building a roadmap, including the proposed, customized training workshops that we share with key stakeholders for their approval prior to delivering to your team/s – working alongside your executive team as true partners every step of the way.

PHASE II – Live Training

Module 1- Finding New Clients with Salesforce
For the majority of ‘sellers’, proactive prospecting, whether it is for new accounts or new business within an existing account, is not fun. As a result, it is often avoided if there are other activity options and distractions available. The reason is that the challenge in prospecting is to achieve the Attention, Interest and Need of a potential client who isn’t asking for help. This leads to a high rate of non-interest and the rejection most of us dislike.

Two key elements are required for effective prospecting. The first is a shift in your attitude to ‘maintain a positive attitude by assuming a negative result’. The second is to have proven process skills, methodologies and tools such that you can:

  • Find ‘warm’ prospects and avoid ‘cold’ prospecting,
  • Conduct prospect and person research before making contact,
  • Define the product or service to be promoted, get attention and develop the approach,
  • Make telephone contact following the initial approach,
  • Deal with the client ‘screen’,
  • Conduct first call research and preparation,
  • Keep track of the success of the campaign.
  • Integrate Salesforce into the training by showing you how to track Leads, proactively manage all of your prospecting activities and create new Opportunities as they are uncovered.

The benefit of this one-day workshop is that it addresses these key elements in a format that allows you to develop a ‘Product or Service Definition’ for your campaign, your true ‘Unique Value Proposition’, a ‘Prospecting Approach’, a ‘Telephone Script’ and contact strategy, and how to use Salesforce to track the success of your campaign.

Module 2 – Making Consultative Client Calls with Salesforce

Most successful sellers, consultants and / or influencers believe the key to their success is the ability to communicate effectively with clients, and to develop and grow strong relationships with them. Very few of us are born with these skills and therefore, in order to be successful, we must learn and practice them.

In our Consultative Client Relationship Skills Workshop, we specifically focus on the processes, skills and tools necessary to improve your ability to effectively communicate and build relationships with your clients. We do this through a combination of interactive lecture and ‘doing-it’ clinics and role-plays.

The Consultative Client Relationship Skills Workshop typically consists of the following key areas:

  • Consultative and Added Value Relationships
  • Sales Call Structure and Planning
  • Diagnosing Client Needs
  • Qualifying Opportunities
  • Presenting the Benefits of Your Solution
  • Handling Objections
  • Getting Commitment and Closing
  • Use Salesforce to proactively manage Opportunities through the sales cycle, track all prospect/client interactions (calls, emails) with Activities, and keep up to date forecasts and reports for management.

The benefit of this two-day workshop and the proven methodologies, skills and tools that you will learn and practice is preparing a road map for the ultimate consultative sales call, all monitored in Salesforce, leading to increased confidence and success with your territory management.

Module 3 – Managing Your Accounts and Opportunities Strategically with Salesforce

If you are responsible for selling into and managing large accounts, it’s critical to your success to have a detailed, documented strategic understanding of everything that’s going on in each account. In addition, it’s equally important to have a detailed, documented strategic understanding of each of the opportunities you may have within each account.

In our one-day Account and Opportunity Management Workshop, you will learn a proven process to help you manage both accounts and the opportunities within these accounts, and with the assistance of Salesforce, in a highly strategic manner. This workshop typically consists of two key frameworks:

  • Account Management
  • Opportunity Management

The benefit of this workshop is it provides you with a proven methodology and framework for developing and maintaining strategic account plan, as well as a single page / screen tool for managing the complexities of a single opportunity within an account. In the workshop, you will use one of more of your current accounts and opportunities to understand and develop strategic account plans and opportunity MAPS within Salesforce.

PHASE III – SalesHood

While many salespeople and sales managers enjoy attending training events because they feel that they are getting new knowledge (and they usually are), far too few of them take that knowledge and turn it into improved sales performance.

The reason for this – effective training requires more than just learning. It requires a change in behaviors, something that is generally uncomfortable and awkward, and so most salespeople try to avoid it.

This is the main reason why sales training programs, on their own, do little to generate any significant and measurable business results.

ProSell includes a revolutionary, and technology driven sales effectiveness program called SalesHood. SalesHood empowers sales managers to inspire sales people to share real life sales best practices, to learn from each other, and to succeed as a team.

SalesHood’s allows the team to take the best practices introduced in the training sessions, and reinforces them in an environment that encourages;

  • The state of sharing sales best practices;
  • A community where sales people mentor each other;
  • Engagement to improve pipeline quality & close deals faster.