Sales and Sales Management

Selling is more than a technique, or set of techniques. It is a process.

But more importantly, it is a process executed from the buyer’s perspective. The exceptional salesperson understands that people want you to help them buy, not to be sold. They are consultative, understanding their buyers well enough to provide value and a competitive advantage. They are also strategic, winning business that is good for their company. They keep a good balance between meeting the needs of their clients and advancing the business of their own organization.

Since 1984, we have worked with some of the best sales organizations in the world to build their competitive advantage and bring exceptional value to their clients. Our Performance Enhancement Process can include any or all of these components:


We are experts in:

Focus

Planning for today and the future

  • In the context of your vision, goals and strategies, focus on the right elements that will make the vision a reality
  • Develop sales-specific strategic plans

Identify

Identifying the skills required for present and future success based on your strategic goals

  • Strategic Job Focusing Sessions

Assess and Select

Assessing the levels of proficiency in the right skills and acquiring the right people

  • 360 Assessment
  • Pre-post course skill specific surveys
  • Hiring/selection process

Develop

Enhancing skills for today and the future

  • Pre-course executive overview and communication strategy
  • Time and territory management
  • Prospecting
  • Presentation Skills
  • Consultative Selling
  • Versatility
  • Negotiating
  • Strategic opportunity selling
  • Inside sales/ Call Center Sales
  • Customer service effectiveness
  • Increase business accumen
  • Using email efficiently and effectively
  • Using smart phones efficiently and effectively
  • Custom programs

Reinforcement

Providing support, feedback and follow up to get a strong ROI for your training investment

  • Coaching skills for managers
  • Coaching Tools
  • Feedback and review
  • On the job activities
  • Refresher programs

Measure

Taking stock of success from your investment in training and development, we can help you measure at four levels

  1. Course Evaluations
  2. Attitude Change
  3. Behavior Change
  4. Business Impact

Strategic Enhancement helped us align our organizational development initiatives with our values. As a result, the importance of these values has been strengthened.


Beth DiPaolo

Lancaster Laboratories

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