Assessment Instruments:
Custom Content:
Delivery Options:Winning More Sales: A Consultative Approach
Target Audience: Sales Executives
Attain proven techniques for expanding sales in new and existing accounts.
A practical consultative sales workshop providing the key steps, processes, and techniques needed to close more deals. This workshop focuses on how to arouse interest and gain the appointment with senior level executives. Participants will discuss, practice, and review techniques to help them go beyond the Purchasing Agent and raise the level of contact.
Developing New Accounts
Target Audience: Sales Executives
Train Sales Executives to sell solutions and services to "New" Accounts.
"New" accounts are high potential accounts that are challenging to penetrate and rescue from the competition. Participants will learn crucial performance-enhancing skills in this hands-on workshop.
This workshop emphasizes the most effective sales strategies and techniques for penetrating "new" accounts with techniques on how to win deals, shorten the order cycle, and build revenue. Participants will work on "best practices", build a company "capability presentation", and develop a marketing attack plan for your most important accounts through the use of job aids and other tools.
New Hire Sales Training
Target Audience: New Sales Hires
Provide the skills and knowledge to get off to a fast start.
Companies require new sales hires to rapidly become proficient and fully productive. For new hires, selling today requires a blend of technical, business, product/services and sales process knowledge. New Hires will learn Intellective Solutions' five-stage sales process through an actual client sales case study. The workshop focuses on where to go, who to call, what to say, and what to bring in order to arouse interest.
Participants in the New Hire Workshop will create presentations, participate in role plays, write and present proposals. They will also receive an Intellective Solutions Field Coaching Guide to support them when they return to work.
Selling MORE Solutions for Technical Sales Representatives
Target Audience: Technical Sales Analysts & Technical Sales Support Representatives
The Leadership Practices Survey assesses your leadership skills as viewed through the eyes of your direct reports. The survey results provide feedback that will help you determine what is affecting the motivation, career satisfaction, and energy of the people who report to you and enable you to identify actions for increasing your effectiveness as a leader and improving the overall performance of your workgroup(s).
The Management Practices Survey
Target Audience: All Managers & Supervisors
Improve consultative selling skills for technical sales representatives.
Well trained technical sales representatives who can combine technical and sales skills are very difficult to beat. With this workshop you can transform your technical sales team into a powerful selling organization that produces higher sales. This workshop provides comprehensive consultative sales training to build on the technical skills of your technical sales team. Participants will gain the needed sales skills through a proven methodology, exercises, tools and best practices.
Managing Yourself and Your Sales Team to Higher Profits and Revenue: Sales Management Makes the Difference
Target Audience: Business Owners and Sales Managers
Increase the effectiveness of your sales management and leadership.
Building and leading an effective sales team is a key to achieving greater success in business. Sales management skills are the differentiators between mediocre and outstanding sales performance. For many companies, the owner or sales manager can be the most effective sales leader. This session will provide an easy to implement action plan for owners and sales managers to develop, manage and lead their sales team. We'll help you identify the critical steps and knowledge required to ensure you meet your sales goals. You don't want to miss this session where you'll learn how to develop and lead your center to higher sales and increase your profits.
Managing and Maximizing Sales Performance: A Winning Sales Management Process
Target Audience: Business Owners and Sales Managers
Peter Drucker said, "If you cannot describe what you are doing as a process, you do not know what you are doing." Regardless of their background, all owners can develop, manage and maintain a sales management process that consistently delivers revenue and profits results. This session will provide a practical application of the day-to-day sales management activities of a successful owner and sales manager. An account, sales opportunity and pipeline process will be shared that can be implemented in every graphic communications company regardless of size
So Now You're a Sales Manager
Target Audience: New Sales Managers
Provide the skills and knowledge New Sales Managers require.
New sales managers require a critical foundation of skills in order to take on their new role. The workshop is based on proven strategies and techniques used by world class sales organizations. It provides a "fast start" to success. The workshop enables participants to leverage the strengths of their management style and provides the framework for leadership versus management of processes.
Hiring High Performing Sales People
Target Audience: Sales Managers and HR Managers
Build a consistent management process to ensure outstanding new sales hires.
Managers cannot succeed if their organization is staffed by marginal performers. This workshop provides a comprehensive step-by-step approach to hiring quality employees. This workshop includes experiential training in the interviewing and selection process along with the collaterals and tools to enable successful performance.