At SalesForce Training we encourage the concept that “sales training is a process and not an event” and work with our clients towards long-term skills development plans that have a positive impact on their people and the company’s bottom line.
While many sales people 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 – effective training requires more than just learning. It requires a change in behaviors, something that is generally uncomfortable and awkward, and so most sales people try to avoid it.
This is the main reason why sales training workshops, on their own, do little to generate any significant and measurable business results.
The SalesForce Training solution is one that encourages maximum transfer of learning into observable and measurable results. Our pre and post-workshop implementation projects are built to meet the unique needs of each client and to provide support for sales management to ensure in-field application of the program objectives.
To learn more, please click on one of our post-workshop implementation areas:
Sales/Business Process Mapping
Defining the organization’s goals and mapping the most effective sales/business process to achieve them.
Reporting Customization & Implementation
Customization and implementation of the right reporting systems that best capture your organization’s true sales KPIs.
Salesforce Training
Improve activity levels, keep the top of the funnel full and minimize the sales “roller-coaster” with more accurate forecasts.
Interim/Contract Sales Management
When coaching is a priority and existing sales management resources are stretched too thin, or when your sales aren’t where they should be and it’s time to reassess what and how you are doing things.
Sales/Business Process Mapping
Sales success starts with the right sales strategy. When you’re managing a team of people, it’s imperative that everyone is working towards the organization’s stated goals, and consistently following a series of defined and documented best practices, or sales process.
Take away the technology for a second, and ask yourself this question. If you were to equip each member of your team with a blank sheet of paper and a pencil, put them in separate rooms, and ask them to map the existing sales process, would you get the same diagram from everyone?
The Salesforce Training Process Mapping solution will support your planning process, document your decisions and speed up your implementation by helping your organization to:
- Build the team
- Define your vision
- Define and prioritize your goals
- Define key aspects of your processes and diagram the process flow
- Define fields associated with your processes
- Decide which reports you need
- Prepare to import data into your CRM program
This planning session is critical, not just for organizations who want to get serious about applying Salesforce automation, but for any organization that manages a sales effort and wants to maximize that output.
Reporting Customization and Implementation
Ask yourself the following:
- Does our reporting software go beyond merely creating visibility into sales activities and the pipeline and it is truly the competitive weapon we had hoped for when we planned our implementation?
- Is our CRM truly helping the sales force to do what they do best – SELL?
- Have we equipped our team with a clearly defined, well-documented sales process?
- Did we state all the primary goals of the system in clear concise language with specifics, including how many new customers will be gained?
- Did we plan and capture all of our current metrics before we went to implementation?
- Have we defined exactly what costs will be included and what return metric will be utilized, beyond simple CRM pricing?
- Was our reporting CRM implementation started by one or more senior executives?
The SalesForce Reporting solution is designed to help your organization develop and utilize the most effective method to track and manage customer interactions and sales activity.
The objectives of a proper reporting system must consider a company’s specific situation and its customers’ needs and expectations. Our solution will:
- Identify and track the 10-20 most meaningful marketing, sales and service metrics that drive the business
- Equip your team with a clearly defined, well-documented sales process
- Create custom real-time reports, dashboards and alerts that give you one button access to the numbers you need to better forecast and deliver on your targets
- Support the development of marketing strategy by developing the organization’s knowledge in areas such as identifying customer segments, improving customer retention, improving product offerings (by better understanding customer needs), and by identifying the organization’s most profitable customers
The most important thing to remember is that the buy in for the sales force is huge and should not be overlooked when selecting an implementation partner for your business.
Salesforce Training
Improve your Team’s Conversion ratios by understanding the required activity to meet and exceed your organization’s sales targets.
Without a doubt, one of the most poorly understood, and poorly managed aspects of almost all sales teams is the ability to provide an accurate forecast. The SalesForce Forecast Model is designed to accomplish one objective, improve all of your conversion ratios by giving your team a better awareness of each stage of the sales cycle and the probability of moving the opportunity into the next phase.
The SalesForce Forecasting Model ensures that your sales team has a clearly defined set of criteria for:
- Evaluating where a prospect is in the sales process
- Defining an opportunity versus a prospect
- Building an activity plan that starts with dials per day based on their income goals
- Recognizing how many appointments are needed to generate a single prospect
- Avoiding spending too much of their time chasing bad prospects
With the SalesForce Forecasting Model, ingrained into your company’s reporting systems, you’ll know where your reps stand at each step in the sales process, and what they’re likely to close at the end of each reporting period. They will spend more time with worthwhile prospects, while minimizing or eliminating time spent on fringe prospects or low probability opportunities. By maintaining the right set of activities, your team will move more prospects into the “true” 90% closed category, and from there, to the closing stage.
Interim/Contract Sales Management
There are many reasons for contracting a sales management resource – immediately after sales training, when coaching is critical to help instill the new behaviors, or perhaps you have a small sales team and you don’t have a need, or a budget, for a full time sales manager.
Whatever the reason, outsourcing your sales management function to SalesForce will ensure that your team is lead by a group of experienced and qualified sales management professionals. Whether designing elements of sales strategy, comp plans, setting goals and targets, running sales meetings, attending sales calls, or a host of other sales management functions, SalesForce can handle almost any sales management function for either a short-term or long-term assignment.
Elements of Implementation can include:
- Management Consultation
- Time spent with management to design and develop, in conjunction with sales management a post-training implementation program that monitors the effects of the training program by observing newly learned behaviors in meetings, one-on-ones and in the field.
- Sales Meeting Facilitation
- Attendance at sales meetings to review and reinforce the training process through a series of group post-training exercises.
- In-field Observation
- A SalesForce consultant will attend up to three sales calls per day with outside sales people to review process implementation, provide coaching and feedback to both the salesperson and the management. The time is generally budgeted to be 3 hours per call for observation, coaching and feedback to both salesperson and sales manager, and includes a formal written report.
- Observation of Inside Sales People
- A SalesForce consultant will observe inside sales calls for 1 hour, followed by 1 hour of coaching and feedback to both the salesperson and manager along with a formal written report.
