The Sales Champions Framework is a set of principles, processes, and tools that a sales organisation can Adopt, Adapt and Apply to their unique selling environment.
It’s true that every organisation is different, if they weren’t, they would be in the commodities market and competing only on price. Therefore, their sales training needs are unique and that is why a Framework, such as Sales Champions, is a suitable platform to deliver sales training.
By applying the Accelerated Learning approach of facilitation, we guide participants through the Framework as it applies to them. This creates a truly unique experience that learners can identify with. The result of sitting the Framework is an excellent sales training experience. Participants are free to apply the learning as they deem fit, without complying to a Methodology. If you would prefer to install a Methodology, please visit the SOPAC Methodology page.
The Hard Slog is the part that most salespeople dread and central to this is Prospecting. There’s no doubt that it is a hard slog but if planned and structured correctly, it becomes successful and rewarding and less of a slog! On the flip side, if left unplanned and unstructured, Prospecting is avoided and the consequences are dire, a poor sales pipeline, missed targets, revenue peaks and troughs, tension and frustration, even stress and illness.
On the back of successful Prospecting, salespeople earn the right to discuss opportunities with their prospects. Without these Discovery conversations, deals will never happen. Salespeople Dive Deep to gain a thorough understanding of a prospect’s needs. Needs is a broad term and goes well beyond the boundaries of problem solving. The Deep Dive takes us into areas such as the buying circle, budget and finance, impact, personal value, perceived risk, preferences and reciprocation.
There is always competition and the Showdown does not necessarily refer to direct competitors. Competition can come in the form of doing nothing or doing it themselves. The Showdown prepares us for each of these eventualities. Presentation and Closing are central to The Showdown but also includes Objection Handling, Negotiating, and securing Referrals. Depending on your unique sales process, it could also include implementation and follow up.
It's a difficult task to win accounts, a Hard Slog you might say! Retaining and growing accounts is equally difficult. The Embrace is a Framework designed for Account Management, to enable Account Managers to structure their activities to maximise the return on named accounts. The core of this module is Relationship Management as exercised through the use of DISC Assessments. From a methodology perspective, the Framework equips Account Managers with the knowledge skill and tools to plan and execute a winning approach.
The format of delivery can be whatever you would like it to be. Framework or Methodology, all in one session or spread over a longer period, in your premises or at a remote venue, stand-alone or combined with other services.
For individuals or small groups, we deliver the Framework as 3 individual modules, on consecutive months in Dublin. You can visit the schedule here.