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Assessments, Customization, and Integration |
How Effective Are Sales Process And Methodology If Your Sales Professionals Lack The Essential Skills To Become Relevant To Customer Executives?
We Make Your Sales Process and Methodology More Effective and Repeatable
We are not a provider of sales process or methodology. Instead, we specialize in skills development to make your sales process more effective and repeatable. We target improvement in executive engagement competencies and outcomes through the development of business and financial acumen skills.
As a starting point for every relationship, we assess your unique needs, customize to fit your situation, and integrate for maximum behavioral impact on your sales and marketing professionals.
| What We ASSESS |
How We Do It |
| Your Sales Execution Strategy |
We independently research your company’s business initiatives and financial performance to ascertain the sales skills required to execute on senior management directives. We corroborate our findings with the views of senior sales leadership regarding the executive selling capabilities of the sales organization and the areas for improvement. |
| Executive Relevance of Your Solution Messaging |
We study your solution messaging and customer communications to gauge “executive stickiness” and financial value content. |
| Financial Acumen Selling Skills |
We offer a proprietary financial acumen assessment tool to determine if your sales professionals have the required business skills to gain relevance and maintain credibility with customer executives. |
| What We CUSTOMIZE |
How We Do It |
| eLearning Course Content |
Our Building Financial Acumen™ eLearning course incorporates a modular design to provide flexibility to deliver customized content based on the role of the learner and individual pre-assessment results. Learners are given the option to select vertical-centric content for optimum relevance. |
| Workshop Content, Deployment and Delivery |
Our application workshops elevate executive engagement skills by leveraging the financial acumen selling skills acquired in the eLearning course. We tailor workshop content, deployment, and delivery to reinforce your sales process, methodology, terminology, and key messaging. The content of every workshop is further customized for individual participants and their customer accounts. We conduct account-level research which is integrated as workshop learning examples. |
| Individual and Group Coaching |
Our customized coaching is delivered to both participants and their managers to support executive engagement actions in the field. In addition, group coaching sessions are hosted to encourage peer-to-peer learning and the exchange of best practices. These sessions can be tailored to incorporate pertinent messaging and reinforcement. |
| What We INTEGRATE |
How We Do It |
| Sales Process |
We study your sales process and methods so we can seamlessly integrate our skills development efforts. We document our impact at each stage of your sales process. |
| Sales Management |
We conduct alignment calls with your sales managers to understand their priorities, gather observations, align interests, and set expectations. We also partner with sales managers following each workshop to coach participants and measure outcomes. |
| Sales Education Strategy |
We strive to leverage your prior sales readiness investments by integrating key terminology, concepts, and tools into our learning framework. We also partner with you to measure participant reaction and skills acquisition, subsequent behavior change, and impact on the business. |
| Revenue Cycle |
We deploy individual and group coaching interventions to reinforce skills adoption in the field and help participants improve executive engagement outcomes and accelerate revenue growth. |
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