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Sales Behaviors & Skills Program

Module 1

Building an Effective Sales Management System

  • Day 1

    Organizational Dynamics & Base Processes

    Organization Structure/Territory Management/Role Definition
    Reporting Cadence & Routine
    Defined Sales Process Milestones
    Opportunity Tracking/Sales Funnel/Forecasting

  • Day 2

    Aligning with Marketing

    Defining Marketing Strategy
    Crafting a Marketing Plan
    Review/Scrub/Create Marketing Collateral
    Positioning Statement

  • Day 3

    Commercial Insight Generation

    What Do Our Customers Fail to Fully Understand About Their Business, But Should?
    Re-Framing the Customer Conversation
    Building Effective Mental Models
    Creating Commercial Insight

  • Day 4

    Sales Strategy & Planning

    Defining the Sales Strategy
    Create Sales Plans (Company/Region/Business Unit/Rep)
    Sales Metrics/KPIs
    Sales Compensation System

  • Day 5

    Report-Out Presentations

    The Week’s Achievements & Follow-Up Actions
    Practice Communication Skills for the Real Thing
    Accepting & Giving Constructive Feedback
    Senior Leader Opportunity to Observe Changes, Achievement & Success

Module 2

Developing Sales Talent

  • Day 1

    Acquiring Sales Talent

    Holistic Screening Process Definition
    Develop Selection & Hiring Criteria
    Behavioral Approach to Talent Selection
    Properly Onboarding Sales Talent

  • Day 2

    Sales Skill Fundamentals

    Lead Generation & Prospecting
    Handling Objections
    Negotiation
    The Agreed Solution & Documenting the Deal

  • Day 3

    Financial Statements & Pricing/Terms

    Playing on a Winning Team: SIOP Model
    Understanding Profit & Loss/Cash Flow/Balance Sheet
    Financial Statement Inter-Relationships & Pricing Models
    Negotiating P.O. Terms/Conditions

  • Day 4

    Sales Resource Development

    Measuring Personnel Development
    Team Selling & Sales Contributor Expectations
    Collaboration with Internal Functional Disciplines
    Individual Development Plans

  • Day 5

    Report-Out Presentations

    The Week’s Achievements & Follow-Up Actions
    Practice Communication Skills for the Real Thing
    Accepting & Giving Constructive Feedback
    Senior Leader Opportunity to Observe Changes, Achievement & Success

Module 3

Challenger (TM) Sales Model & Sales Leader Impact

  • Day 1

    The Challenger(TM) Rep

    Teaching for Differentiation
    Tailoring for Resonance
    Taking Control of the Sale
    The Leader & The Challenger(TM) Selling Model

  • Day 2

    The Challenger(TM) Customer

    The Dark Side of Customer Consensus
    The Mobilizer
    The Art of Unteaching
    Making Collective Learning Happen

  • Day 3

    Sales Organization Benchmarking

    Effectiveness of the Sales Management System
    Effectiveness Developing Sales Talent
    The Three (3) Critical Challenger(TM) Behaviors
    Aggregating & Summarizing Benchmarking Findings

  • Day 4

    Sales Leader Performance

    Sales Leader Behavioral Model
    Sales Leader Time Allocation
    Evaluating the Sales Leader
    360 Degree Feedback for the Sales Leader

  • Day 5

    Report-Out & Next Step Improvements

    The Week’s Achievements & Follow-Up Actions
    Practice Communication Skills for the Real Thing
    Accepting & Giving Constructive Feedback
    Senior Leader Opportunity to Observe Changes, Achievement & Success

How the Sales Behaviors & Skills Program Works