Sales Training
Effective sales training is a journey not an event! For lasting behavioral
change to take place, training should be on-going, and skills should be reinforced and rewarded.
We have also learned over the years that the degree of success in a sales training program
is directly related to the degree to which it is customized for the industry, company culture,
and specific sales and growth strategies of the organization. (For
more about how to choose sales training that fits your needs, click here)
You Need Sales Training When:
- Your sales team resists making cold calls
- Your sales team is having difficulty managing large accounts
- Your sales team loses business when the sales cycle is long
- Your turnover rate among new sales people is high
- Year to year sales per sales person is flat or declining
- Your sales team spends more time complaining about difficult customers than finding, selling, and serving those customers
- Your sales team is living off existing customers and your new customer acquisition is low
- Your sales team has stopped making product improvement suggestions
- Your sales meetings are "report" meetings with no energy or enthusiasm
Catalytic Management's education methodology involves three phases:
- Employee / Team Skills Assessment
- Prior to training we believe it is critical to meet with potential students and managers
to assess their needs, concerns and challenges. This up front work forms the basis for the
content customization and serves another very important function: it builds trust between the
students and the instructor which leads to a more successful training experience. When appropriate,
we will also suggest formal testing to determine the selling skills gap and appropriateness
for the role.
- Content Customization
- While certain sales skills are transferable to any industry or sales approach, only training that is customized to the customer's industry and goals will be truly effective. Catalytic Management customizes content, exercises, and sales approaches to meet the client's needs.
- Continuous Focus
- One-time training interventions, regardless of the quality, will not deliver lasting results.
Just as training alone is not likely to be the answer to declining revenue or minimal growth,
training must be followed with continued focus on practicing and mastering the skills presented.
To insure continued focus, Catalytic Management delivers an 8 week email coaching program after
sales training. This program reinforces the skills presented in training, introduces new sales
tips and encourages students to implement what they have learned. This unique value added program
is free and is included with all sales training delivered by Catalytic Management. When appropriate,
we also offer individual sales coaching.
“The expertise of the facilitator was the best part of the course. Shelley is clearly skilled in all aspects of sales. Appreciated the multiple learning opportunities: audiovisual, working dyads, small group brainstorming, they all helped to keep the class interesting and relevant.”
Sales Training Topics
Catalytic Management's sales training is customized and energizing. Skills are reinforced with activities, games and role playing. Our trainers are all experienced sales professionals who have been there and been successful. To learn more about our training topics and training delivery options, click here.
Our Sales Philosophy
Great consulting starts with clear understanding. Learn more about how we sell and how we consult and teach sales.
All of our sales training programs are customized to your needs. Contact
us to discuss how Catalytic Management can help increase your top and bottom line.
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