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Training

Boost Your Sales Team’s Results with Training They’ll Actually Use

Training is essential to achieving consistently optimal sales results, yet most training programs fail to deliver, for several reasons:

 

  • They focus too much on theory while ignoring beliefs and habits, the drivers of strategy and behavior.
  • They aren’t truly customized to your business, so the training given may not be entirely relevant or applicable for each individual.
  • They are delivered as events and therefore viewed by salespeople as interruptions to work that must be tolerated when required, rather than being activity that’s integrated into daily work habits and ongoing development as a valuable component of their success.

Once the training ends, salespeople continue to rely on old habits and deeply-ingrained instincts, without incorporating the organized systems and best practices they should have now learned. This limits their success and leaves them vulnerable to changing conditions in their company or industry.

 

With this understanding, at Culture of Sales™, we’ve created our training programs to meet the needs and desires of both salespeople and management. Our trainings lead to real change because participants don’t just learn new concepts, they practice them and make them their own. We address core beliefs, not just behavior, and we help salespeople make professional development an ongoing process.

 

And whereas most trainers provide the info and move on, we get hands-on with interactive discussion and coaching, role playing, and practical application for real situations, combining the science of best practices with the art of masterful application.

Optimize Your Sales Toolkit

A great sales toolkit is one of the keys to predictable sales results. Examining your existing tools and identifying additions and improvements that apply to your industry and market strategy ensures we have a great foundation to train from. Then, throughout the training, we include workshops that help each individual turn the concepts into their own personalized playbook that not only fits the organization’s strategies, but also matches their own thought processes and vernacular. This reinforces and smoothes the way for their actual usage of the best practices they’re learning.

Customize the Curriculum

Based on our comprehensive assessment process, we create individualized training programs for your team members. This is not just a matter of tweaking a pre-existing outline or inserting your company or industry jargon—we craft truly unique plans that don’t waste time on already mastered topics and that instill new best practices individually and effectively.

Ensure Mastery

Knowing that theory alone doesn’t have much impact, we focus on applied learning to nurture deep comprehension. “Real-Play” sessions allow trainees to interactively practice new approaches in a safe environment. Workshops incorporate current customer-specific challenges and conditions to map out functional best practices. And, reviewing recordings/notes of salespeople’s actual sales sessions helps us troubleshoot and fine-tune performance.

Optimize Your Sales Toolkit

A great sales toolkit is one of the keys to predictable sales results. Examining your existing tools and identifying additions and improvements that apply to your industry and market strategy ensures we have a great foundation to train from. Then, throughout the training, we include workshops that help each individual turn the concepts into their own personalized playbook that not only fits the organization’s strategies, but also matches their own thought processes and vernacular. This reinforces and smoothes the way for their actual usage of the best practices they’re learning.

Customize the Curriculum

Based on our comprehensive assessment process, we create individualized training programs for your team members. This is not just a matter of tweaking a pre-existing outline or inserting your company or industry jargon—we craft truly unique plans that don’t waste time on already mastered topics and that instill new best practices individually and effectively.

Ensure Mastery

Knowing that theory alone doesn’t have much impact, we focus on applied learning to nurture deep comprehension. “Real-Play” sessions allow trainees to interactively practice new approaches in a safe environment. Workshops incorporate current customer-specific challenges and conditions to map out functional best practices. And, reviewing recordings/notes of salespeople’s actual sales sessions helps us troubleshoot and fine-tune performance.

Training Offerings

A complete 7-step system of best practices that maps out the logical steps and phases salespeople should be taking clients through in each deal. Provides the systematic approach to selling that salespeople need for consistent performance and that managers need in order to be able to provide solid leadership and guidance. Includes modules on Prospecting, Qualifying, Needs Analysis, Presentation, Objection Handling, Proposing, and Closing, with a foundation in core principles that foster positive client relationships and predictable sales results.

Mastery system for the inner game of sales that enables successful application of a systematic sales process. We train for overall beliefs and mindset around relating to and working with people and understanding how to perfect communication in order to accomplish the desired ends. We also address how to maintain appropriate frame of mind when selling, so that one’s own problems, objections, fears, and concerns aren’t brought into the sales process. This is essential personal development training for sales success.

Everything a sales manager needs to effectively lead their team in utilizing a best-practice sales process, emphasizing both teamwide and individualized approaches. Sales ability does not equate to sales management ability, yet successful people are often thrust into management roles with no tools, systems, or training. Our sales management training is designed to fill that knowledge gap, with systems for accountability, coaching and mentoring, toolkit development, forecasting, and more. The goal is maximum fluidity and minimal friction in the management process.

A complete 7-step system of best practices that maps out the logical steps and phases salespeople should be taking clients through in each deal. Provides the systematic approach to selling that salespeople need for consistent performance and that managers need in order to be able to provide solid leadership and guidance. Includes modules on Prospecting, Qualifying, Needs Analysis, Presentation, Objection Handling, Proposing, and Closing, with a foundation in core principles that foster positive client relationships and predictable sales results.

Mastery system for the inner game of sales that enables successful application of a systematic sales process. We train for overall beliefs and mindset around relating to and working with people and understanding how to perfect communication in order to accomplish the desired ends. We also address how to maintain appropriate frame of mind when selling, so that one’s own problems, objections, fears, and concerns aren’t brought into the sales process. This is essential personal development training for sales success.

Everything a sales manager needs to effectively lead their team in utilizing a best-practice sales process, emphasizing both teamwide and individualized approaches. Sales ability does not equate to sales management ability, yet successful people are often thrust into management roles with no tools, systems, or training. Our sales management training is designed to fill that knowledge gap, with systems for accountability, coaching and mentoring, toolkit development, forecasting, and more. The goal is maximum fluidity and minimal friction in the management process.

Training Sales Managers = Greater Revenue Growth

Training salespeople is important – most people won’t debate that point. Research conducted by Sales Management Association revealed compelling evidence for just how much priority should be placed on training. Their study found that greater revenue growth is realized when companies actually spend a greater proportion of their sales training budget on the sales managers rather than on the salespeople.

More specifically:

 

  • Group A: Companies that spent <25% of a their sales training budget on sales management training. These companies only slightly exceeded their revenue targets for the year;
  • Group B: Companies that spent 26%-50% of their sales training budgets on managers. This group outperformed Group A’s revenue attainment by 6%.
  • Group C: Companies that spent >50% of their sales training budget on managers. Group C companies realized the strongest results, outperforming Group A companies by 15%.

“When you train a salesperson, you improve a single salesperson. When you train a sales manager, you improve an entire team of salespeople.”

The Culture of Sales™ Difference

Practice Builds Better Habits

Anyone can stand in front of a classroom and teach concepts. For real results, it takes someone who both understands the business deeply and cares enough to work with students directly on applying the material and developing their capabilities. Using a “flipped classroom” approach, we let trainees absorb the material on their own, focusing our valuable class time on application, integration, and troubleshooting, giving a hands-on experience to change habits and behaviors.

Focus on Beliefs and Mindset

People don’t do things they don’t believe in, so we help trainees in understanding the “why” behind the concepts we teach. We also seek to understand their current beliefs and any impediments they may have. Through genuine, interactive dialogue, we illuminate mindset challenges and instill more positive and productive beliefs.

Training that Fits Your Schedule

“I don’t make any money sitting in a classroom,” is a common complaint about training among salespeople, so it tends to be given low priority and relegated to downtime. While we do use in-person training events in a measured and purposeful way, by offering the majority of the experience virtually, we meet trainees when and where they want, so that training integrates into their daily activities and they can always be growing.

Practice Builds Better Habits

Anyone can stand in front of a classroom and teach concepts. For real results, it takes someone who both understands the business deeply and cares enough to work with students directly on applying the material and developing their capabilities. Using a “flipped classroom” approach, we let trainees absorb the material on their own, focusing our valuable class time on application, integration, and troubleshooting, giving a hands-on experience to change habits and behaviors.

Focus on Beliefs and Mindset

People don’t do things they don’t believe in, so we help trainees in understanding the “why” behind the concepts we teach. We also seek to understand their current beliefs and any impediments they may have. Through genuine, interactive dialogue, we illuminate mindset challenges and instill more positive and productive beliefs.

Training that Fits Your Schedule

“I don’t make any money sitting in a classroom,” is a common complaint about training among salespeople, so it tends to be given low priority and relegated to downtime. While we do use in-person training events in a measured and purposeful way, by offering the majority of the experience virtually, we meet trainees when and where they want, so that training integrates into their daily activities and they can always be growing.

Michael Andersen’s new book, A Culture of Predictable Sales: One Sales Manager’s Journey, offers an entertaining and insightful overview of key concepts from our Intentional Sales Management™ training system. Written in novel form with easy-to-digest takeaway sections for each chapter, the book illuminates sales management best practices by showing them at play within relatable contexts.

 

Additionally, we offer a collection of courses and tools, as well as a growing, curated library of free resources all designed to help sales professionals grow and succeed, with practical insights, methods, and best practices they can use immediately to improve their results.

Michael Andersen’s new book, A Culture of Predictable Sales: One Sales Manager’s Journey, offers an entertaining and insightful overview of key concepts from our Intentional Sales Management training system. Written in novel form with easy-to-digest takeaway sections for each chapter, the book illuminates sales management best practices by showing them at play within relatable contexts.

 

Additionally, we offer a collection of courses and tools, as well as a growing, curated library of free resources all designed to help sales professionals grow and succeed, with practical insights, methods, and best practices they can use immediately to improve their results.

Sales Assessments

Identify strengths and key opportunities of your sales team and organization.

Sales Coaching

Systematic support to make sure your sales team masters best practices.

Sales Consulting

Infuse your sales organization with strategy, alignment, and consistency.

Sales Assessments

Identify strengths and key opportunities of your sales team and organization.

Sales Coaching

Systematic support to make sure your sales team masters best practices.

Sales Consulting

Infuse your sales organization with strategy, alignment, and consistency.

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