According to Charles Koch in his book Good Profit (2015) “Our experience confirms that when a person has the appropriate values, beliefs and intelligence, the needed skills and knowledge can usually be developed”.
Koch Industries, under the steermanship of Charles Koch, grew from a value of $21 million in 1961 to an estimated $100 billion today. A growth rate 27 times greater than the S&P 500 over the same period.
We have examined the sales activities of a typical technology related company and identified the following sales disciplines:
Our sales training content is aligned with these roles and in addition we cater for general business skills including:
Content delivery can take different forms depending on the overall training objective.
Our VP Sales Assist programme consists of many components which complement sales training, including:
The programme is tailored to each client’s requirements and typically spans a 3 to 6 month period with regular interventions. It is widely accepted that multiple training and associated interventions over a prolonged period deliver much higher returns than one-off training courses.
There are always occasions where prolonged training programmes are not suitable, again depending on the overall training objective, and for this reason we cater for one-off training courses, including:
Business Development is the cornerstone of all B2B sales activities. Salespeople slog it out every day, over the phone and face to face, digging up opportunities and moving as many of them as they can through the sales process and ultimately to a ‘closed won’ status.
Most transactions are small to medium in value and sales cycles are short to medium and they can come from new or existing accounts. The accumulation of these transactions go a long way towards reaching the overall company sales target, the balance coming from enterprise sales and repeat business from key accounts.
Solution selling is a sales strategy that places emphasis on the salesperson becoming a problem solver when dealing with his or her clients and to help them address their business critical issues. The process is intended to elevate the position of the salesperson from a mere vendor to a trusted advisor.
The skills required to successfully implement a solution selling approach are not always inherent in salespeople, especially if they are coming from a transactional (product) sales background. New knowledge and skills may need to be established or reinforced.
The role of salespeople is not confined to customer engagement, in order for them to function efficiently and effectively they must be prepared and organised. Issues such as motivation, accountability and time management all combine to complement the sales skills of the individual to allow them to perform to the best of their ability, this is particularly relevant to Business Development.