Salesforce Training & Consulting

Our Customization Process

An individualized approach to meeting your specific training needs.

For many training organizations, customization simply means putting the client's name on the cover of the workbook and the course diploma. At SalesForce, we believe that customization means more than that! Our customized programs ensure that the course material and content reflect the client's real world needs and selling environment. In addition, the workbook is full of company-specific examples, turning it into the company's sales tactics manual.

The Process

On-Site

Depending on the program, we will spend up to three days at your company doing preprogram research to:

• Gain insights into the corporate culture
• Have detailed discussions to define your needs
• Develop appropriate selling examples for the workbook
• Make actual sales calls with selected salespeople to understand the selling environment
• Arrange for the completion of a detailed planning survey
• Conduct a participant survey to uncover hidden training needs
• Perform detailed assessments on your salespeople - the Sales Skills Index and Sales Temperament Assessment

Off-Site

Once the information is collected, the workbook customization process begins. Up to 30 to 40 percent of the course material will be changed. This includes:

• Removing non-relevant workbook material
• Adding company-specific material
• Customizing up to 80 percent of the examples and exercises
• Developing a typical sales call using your product or service
• Personalizing the workbook cover page with your company name and/or logo

During the workshop, emphasis is placed on the specific areas identified during the preprogram research as requiring special attention.

After the Workshop

Following completion of the training, you receive:

• Framed certificates of achievement for each participant, personalized with your company name or logo
• Participant program evaluations, including a summary prepared by SalesForce
• A free one-year subscription to Targets, a newsletter for professional salespeople that is published by SalesForce
• A set of post-training sales exercises for use at internal sales meetings to reinforce the training (see below)

Post-Training Exercises

Sales training is an excellent way to motivate salespeople while building selling skills. Unfortunately, training is too often a one-shot affair rather than an ongoing process. To help our clients maintain the training momentum even after the actual program is over, SalesForce has designed a series of relevant, easy-to-execute exercises.

Perfectly suited for internal sales meetings, each exercise is 20 to 40 minutes long and relates directly to the training. Because your people will use the same workbook they used in the workshop, they will be building on a foundation that is already in place.

Whether the exercises are used for weekly, bi-weekly, monthly, face-to-face or telephone meetings, they will definitely improve your return on the training investment, and give your salespeople the tools they need in these competitive times.

SalesForce Partners