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Fact: If you want your sales force to improve, sales managers have to be involved in training. Actively involved, not just prodding their team to attend.
That's because only a sales manager can make training matter for their team, and only a sales manager can help to put new ideas and concepts into context for actual accounts and territories.
From a very high level, sales people are really only motivated by two things. First, commissions. If you're sales people aren't motivated by commissions, they're in the wrong profession.
Second, their standing in the organization; how they are viewed by managers and executives. They care about this because it impacts the territory they receive, bonuses, resources, opportunities for advancement etc. |
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Self Administered Sales Training
Training doesn't produce business results.
It's the application of new skills and ideas that drives revenue. Causing a team to apply what they've learned requires a combination of motivation, measurement, culture, and team dynamic.
To achieve this aim, we've created a self administered training program called STEP®: Sales Training for Exceptional Performance. Rather than attending classes that overload sales people with information, STEP "drip feeds" new ideas and sales skills over a 12-month period.
While it might be nice to have a facilitator conduct ongoing classes throughout the year, it is simply cost prohibitive. To get the most from an ongoing instructor led training program, the facilitator would have to become intimately familiar with your company's territory, sales teams, and positioning in the marketplace.
STEP provides an ideal solution to this dilemma STEP relies on your own people to facilitate the program - the only people who know your company, your territory and your challenges - and provides them with all of the intellectual capital, experience and guidance to make this training truly effective.
You can think of STEP as being an expert consultant that you retain to provide knowledge transfer of key sales concepts, skills and techniques.
STEP has the most impact when administered in a team environment. A component of the program is specifically tailored to sales managers, providing tools for driving team development and monthly skills practice.
Please click on the links at right to learn more about STEP and how it can help your organization to improve sales effectiveness, revenues, and bottom line profits. |
Get more information about the STEP self administered training program. Click on a link below.
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Learn about STEP® |
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STEP Testimonials & Client Feedback |
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Download the Overview |
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Download sample sales unit |
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Download sample management unit |
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Partial List of Clients |
"I've found each unit to be well-articulated, concise, and grounded in reality. In fact, you've been able to provide more real-world scenarios / experiences / techniques than any sales training I've ever participated in." |
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