SKILLS DEVELOPMENT

Are your sales training investments really resulting in lasting performance improvement?

Sales training is a journey, not an event
 
It's hard to argue with the idea that sales training is a good thing. But here's the problem: there's masses of compelling evidence to prove that without continuous reinforcement, between 80-90% of the knowledge imparted in traditional sales training is forgotten, ignored or abandoned within a month.
 
But that's not all: it's also clear that first-line sales managers must be fully and regularly engaged in delivering this reinforcement through field-based coaching initiatives. Any sales skills development programme that fails to take these factors into account is, in our experience, doomed to fail.

 
There's a further implication for organisations that - like many of our clients - are determined to embrace a challenger selling mindset: The Challenger Sale involves a team effort between sales and marketing, and the marketers are going to need training and reinforcement as well.
 
We take an integrated approach to sales skills development: we ensure that training materials are tailored to your organisation's environment, involve marketing, include regular reinforcement, and are supported by coaching guides for your front-line managers.
We often co-exist with already-established sales training methodologies and competency frameworks: our role is typically to provide the "fuel in the tank" that sustains your skills development initiative and boosts field level acceptance and retention. 
  
To explore whether we might be able to help you achieve something similar...
 
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