Competency lab

After working on several sales competencies we end up with 15 key competencies that is valid and critical for all the sales types and many of the industries. All the training titles are designed with real sales scenarios in mind armed with precise action templates and implementation exercises.

Cold calling and appointment-making training

Cold calling can be a real struggle for many sales people. You can not pass to the next step in your sales process without succeeding in cold calling. It is also a very powerful tool in sorting and eliminating the leads to get you close to your target. Cold calling process has a huge impact on your success with a well designed message. Training will end up with a full demonstration and simulation with solid feed-back to trainee.

 

Who should attend?

B2B sales people and lead generation teams who use telephone

Duration: 1 day

Training content:

  • Determining lead status and their requirements
  • Principles for building and management of one and only database for a successful follow-up
  • Planning of lead reach out algorithms (media, message and frequency)
  • Effective script building for every possible scenario
  • Demonstrations and role-plays

Customer portfolio planning training

 

Customers are investment portfolio of a sales person. To get the most of it sales person should allocate his or her time which is the most valuable asset to the right customers. Logic is simple: You cannot manage hundreds of customers but 5 or 6 well defined segments. The goal of this training is to divide the whole customer portfolio into distinctive parts according to sales strategies and how to manage with high quality sales actions specifically designed for these segments.

 

Who should attend?

 

Sales people who has a specific customer portfolio and sales managers who determines portfolio strategies and actions

 

Duration: 1 day

 

Training content:

 

  • Goals and means for effective customer portfolio management
  • Deciding on segmentation criteria like industry, sales potential, profitability, sales effort efficiency, location etc.
  • Practicality tips and tricks for segmentation complexity
  • Generating options for portfolio management strategies and action plans starting from increase wallet share, avoid, win, drop and etc.
  • Preparing contact planning for portfolio segments
  • Taking behavioural and predictive segmentation into account for further success like price/value expectation, cooperation need, strategical importance and etc.

Needs analysis and effective using of questions

 

Needs analysis is the most critical step in sales process. The lock of the sales is the need. All the effort and words said is obsolete without thorough understanding of overt and covert needs of the customer. When a proper needs analysis is done sales people can reveal some critical hidden points such as at which step the customer is of the buying process, his or her understanding of the competition, real priorities, who is the real decision maker. The main goal of this training title is to ensure questioning some vital issues, reaching an understanding of the customer and his motivation before finalizing sales strategy by offering a solid guidance. It is for sure if sales person cannot convey his or her understanding of customer’s needs in any means customer will not be receptive to any message.

 

Who should attend?

 

All sales people from all sales types and industries

 

Duration: 1 day

Training content:

 

  • Thorough sales analysis examples from major industries
  • Sub-parts of the needs analysis
    • Customer profiling
    • Definition of the current need and the whole potential
    • Distinguishing customer’s buying criteria and priorities
    • Qualifying of the chance of closing the sales
    • Evaluation and determining of sales strategy and specific actions
  • Things that can be accomplished by questions
  • Question types, their function and contribution to success in sales process
  • Guidance in preparation of question list in a certain hierarchy

Sales presentation and value communication (selling points)

 

The key of sales is effective use of value propositions. Value propositions are the reasons customers purchase. So they should be scrutinized to target the needs in a tone that can be easily understood and digested by the customer. The more sales person uses value language the more likely he or she can be successful in closing the sales.

 

Who should attend?

 

All sales people from all sales types and industries

 

Duration: 1 day

 

Training content:

 

  • Understanding of needs hierarchy and customer empathy map
  • Criteria to develop effective value propositions/unique sales points
  • Examples of effective and ineffective value propositions
  • Dynamics of human cognition and understanding
  • Presentation taxonomy
  • Presentation components
  • Presentation process and simulations

Persuasion and objection handling

 

In all aspects of life you have to persuade someone to get what you want. One of the key goals of this title is to break the boundaries of win-lose framework and build base for common grounds. Objection handling should feel like a natural process and open dialogue if handled correctly. To decrease friction and increase velocity in persuasion funnel it takes lots of preparation that attendees will get to know.

 

Who should attend?

 

All sales people from all sales types and industries

Duration: 1 day

 

Training content:

 

  • Difference between persuasion and manipulation
  • Dynamics of persuasion
  • Tips and tricks for getting “yes”
  • Objection types and handling strategies
  • Some lessons from conflict management

Sales case analysis and specific sales actions

Whether or not it is closed a sales negotiation is successful if you learn some lessons from it. In sales every customer and every situation is quite different and requires to be analysed individually. This training title will give you valuable insights on how to analyse a particular sales opportunity, detecting barriers and pitfalls, choosing right strategies to cope with in light of several real case studies. Sales person as an attendee will transform his communication skills as core competency into being strategical problem solver. This will shift sales person’s role to proactive mode and exert real power on sales conundrums.

 

Who should attend?

B2B sales people and sales managers

 

Duration: 1 day

 

Training content:

  • Definition of sales person’s area of influence
  • Goals of sales case analysis and areas of its usage
  • Framework to analyse sales case studies
  • The attributes of “quality sales action”
  • Mostly used main groups of sales actions
  • Sales case studies and action planning

Mastering Sales math

 

While dealing with emotions and human math is the tool for sales people to connect with reality. You need math while determining sales price, negotiating a discount request, evaluating sales performance or commenting on sales reports. Even some experienced sales people may lack the fundamental math skills to fully benefit from power of maths. When you bring math into play you will tap into analytics power base which will transform sales into a more predictable and plannable.

 

Who should attend?

 

All sales people from all sales types and industries

Duration: 1 day

 

Training content:

 

  • Numerical analytic tools
  • Gross margin, mark-up and discount calculation
  • Merchandising calculations
  • Key parameters effecting sales performance
  • Deducting daily sales operational goals from sales quotas

Key account management training (KAM)

 

Your key customer accounts have huge importance in leveraging your sales performance in either positive or negative way. This is the main reason why we manage them separately to be able to focus on them. Main goal is to establish and maintain multi-connections between two companies which will diminish competition with strategical indispensable relation. If you have to take just one action to increase your sales KAM may be your best bet with a high leverage.

 

Who should attend?

 

B2B sales people who has key account candidates in their customer portfolio

 

  • Definition of key account concept
  • Requirements and benefits of key account management
  • Criteria in choosing key accounts to manage
  • Key account management process
  • Key account performance review
  • Outline of key account evaluation meeting
  • Relationship management in key account
  • Developing strategy for key accounts
  • Skill set of a successful key account manager
  • Key account case studies

Building Rapport and Confidence

 

Customers will approach sales people in biased manner and defensive attitude. It is sales people’s role to close the distance and build a trustable relation incrementally. This training title will give handful insights and real life tips to this in fast and reliable way.

 

Who should attend?

 

All sales people from all sales types and industries

 

Duration: 1 day

 

Training content:

 

  • Understanding of customer’s worries, expectations and vulnerabilities
  • Some solid principles to move the barriers between customer and sales person
  • Different customer profiles and ways to cope with
  • Strategies and real cases to embrace customer interest

Effective Salesperson’s Working Systematic

Sales people easily get distracted while extinguishing urgent mini fires. They have difficulty in focusing on real priorities which is a must for sustainable long-term success. This is the main reason they need well balanced personal working framework which will enable them to cope with unexpected urgencies while focusing them on efficiency.

 

Who should attend?

 

B2B sales people and sales managers

 

Duration: 1 day

 

Training content:

 

  • Main areas of interest for a sales person (customer, quotas, managing of manager, sales effort efficiency etc)
  • Ideal and actual time usage frameworks for a sales person
  • Definition and management of sales projects
  • Note taking and attributes of quality sales action
  • Focus zone area
  • Designing office work space and travel for optimum efficiency

Using Market and Competition Information

Connecting customer need with the product benefits is not enough you have to screen the competition too. To accomplish this sales person should do his or her homework like accumulating market and competition info, analyse these and deduct preventive strategies to utilize in sales approach.

 

Who should attend?

 

All sales people from all sales types and industries

 

Duration: 1 day

 

Training content:

 

  • Competition profiling and categorization
  • Deciding on which data to collect
  • Data collection templates and practice
  • Competition analysis and counter strategies

Better Networking

Building and developing lasting relations is one of the prerequisites of sales success. Attendees will have the insights and methods to make new connections, develop and nourishing them.

 

Who should attend?

 

B2B sales people and sales managers

 

Duration: 1 day

 

Training content:

 

  • Difference between purposeful and casual relations
  • Personal traits and mental capabilities to connect and maintain relations
  • Tips and tricks to make new connections
  • Finding ways to tap into Industrial networking sources
  • Rating and classification of relations
  • General actions to develop relations and follow-up process
  • Social selling principles

Collection Efficiency

B2B sales process begins with collection risk assessment and ends with collection. Risk management aims to eliminate or diminish risks before they turn into real problems. This training will give you insights and tools to make collection risks predictable and manageable plus speeding up the average due dates.

 

Here below you can find what the requirements for a successful collection system.

 

  • A highly aware and dedicated sales team in terms of collection and risk assessment
  • An aligned collection performance with overall sales performance
  • Clear of definition of high risk customer and risk threshold
  • Risk and credit limit assessment criteria
  • An automated stopper for limit excess
  • A detailed written procedure for collection and risk monitoring
  • Legal action process for bad debt

 

Who should attend?

 

B2B sales people and sales managers

 

Duration: 1 day

 

Training content:

 

  • Risk taxonomy and risk approach
  • Peculiarity of collection risk among other risks
  • Risk assessment during initial sales talks
  • Risk monitoring and essential reporting for sales people
  • Classification of customers according to payment behaviours
  • Early reminders of collection problems
  • Measurement of collection performance
  • How sales people can support law enforcement for bad debt

Resilience in Sales

Hard working, ambition, training, experience are among the traits for successful sales people. But all these may be obsolete without resilience which is key to maintain the momentum when things get tough. Fear of rejection and failure is not friend of a sales person. This training title is specially tailored for sales people who have sought success from failures.

 

Who should attend?

 

All sales people from all sales types and industries

 

Duration: 1 day

 

Training content:

 

  • Mind map of a sales person
  • Creation of new identities while preserving one’s personality
  • The correlation and interaction between emotion, thought and behaviour
    • Regulation of emotions
    • Response control
    • Problem analysis
    • Self sufficiency
  • Negative emotion triggers
  • Creating positive results: realist optimism
  • Resilience formula: flexibility x adaptation speed x balancing speed
  • Relation between stress and creativity
  • Self-balancing exercises (meditation for sales people and visualization)