Sales Improvement Programme

Sales Training should not be an event, events are short term experiences where people may or may not get small nuggets of information or ideas from. The Sales Improvement Programme is designed to implement change and to achieve this, the learning must be blended and delivered over a period of time. The time scale is debatable but should be undertaken as a 3-month programme at a minimum and up to 6 months.

The Programme consists of the following components:

  • Requirement Analysis
  • Instructor-Led Sales Training Workshops
  • eLearning Sales Training Micro-Modules
  • Ongoing One-to-One Support

Requirements Analysis

We recognise that every industry, organisation, and person is different and therefore it only makes sense to conduct a requirements analysis before undertaking a sales improvement programme.

The analysis included in the Programme involves a half-day consultancy session with all stakeholders. We discuss sales strategies and processes and how they are currently executed and probe the following:

  • What gaps exist in the current model that can be bridged?
  • What product/service categories exist?
  • What routes to market exist and are they the correct ones?
  • Who is responsible for what and how are they measured?

The purpose of the exercise is to understand the client’s requirements so that the facilitator can deliver a relevant and meaningful Programme. In addition to this service, we also offer individual Sales Skills Assessments as a premium service.

Instructor-Led Sales Training Workshops

Workshops are modular based with a typical duration of one half-day. However, depending on the size of the group and the relevance of the topic, they can be delivered in a shorter or longer period. The important thing is, each module is delivered to its fullest, no matter how long it takes. When the Programme span is agreed, the spacing of the modules can be scheduled, typically delivered with 2 to 4 week gaps. The modules included in the Programme are as follows:

  • Lead Generation from a Salesperson’s Perspective
  • Engaging with Prospects
  • Opportunity Qualification
  • Solution Presentation
  • Closing

Instructor-led modules are highly interactive and follow the Accelerated Learning model. In addition to these, we offer further off the shelf Modules such as Time Management or Problem Solving. These can be added to the Programme or we can develop bespoke Modules to suit your specific needs at a premium.

eLearning Sales Training Micro-Modules

eLearning micro-modules are designed to reinforce instructor-led modules and on-the-job training, in line with our blended learning approach. On average each module comprises 5 micro-modules, each about 10 minutes in duration along with downloadable supporting material. Participants have access to the full suite of micro-modules for the duration of the programme and for 6 months following the completion of the Programme.

Ongoing One-to-One Support

From the start of the Programme, each participant has one-to-one access to their facilitator through our secure Coaching Platform. Participants can reach out to their facilitator with questions or comments regarding the Programme content and replies are guaranteed within 72 hours through the platform.

Although we use our Coaching Platform to deliver this service, it is not a true coaching service. We do offer to coach, usually to sales managers, at a premium.