Comments from Instructor Led Class Evaluations:

“The class was one of the best I have EVER attended. Thanks for making good use of my time!”

“Fantastic class. Best I've been to in 9 years.”

“Very useful and ‘real world’ ”

“Excellent job! I will send my whole team next time.”

“Wish I took the class before.”

“I really enjoyed the class and I can't wait to use what I learned here. Thank you!”

“Valuable use of time! Will definitely use the tools/skills in call planning to position higher in customer’s organization.”

“Excellent and will help me to be more strategic.”

“Please do this every 6 months.”

“Great class. I would recommend everyone take this class.”

“Excellent material, very relevant and organized.”

“This has been one of the best training classes I have received.”

“Well organized, well thought out. Obviously very applicable examples to our business and industry.”

“Very refreshing to have an instructor who understands the industry. Able to relate to what we deal with day in and day out.”

Training Testimonials

In May 2002, AAA Networks undertook the STEP® remote program. Having completed the 12-month curriculum, their sales manager, Peter K., believes that the program has made their Account Managers more effective. Here’s what Peter has to say about STEP:

“In fact, one of our Account Managers has applied many of the STEP concepts during the sales process for a very large video conferencing deal that’s worth over $250,000 in revenue. Our divisional profits and profit margins have been steadily increasing in 2003. It’s hard to tie broad performance goals to the STEP program, but I would like to think that the training is having an effect on my division’s performance. “

“I think the overall concepts of STEP can be applied to any industry, but the examples and exercises focused on technology sales really made the difference for my group. I can honestly say that STEP was partially responsible for our territory re-alignment; we went to a geographic/vertical assignment. This shift took place in January 2003 and has proven to be very efficient & effective – we may make similar changes in our other divisions.”

“The STEP program gave us a way to participate in a long-term development program for Account Managers at a very reasonable price. STEP builds each month on ideas previously presented; feeding the information repeatedly which greatly aids retention. The STEP Management curriculum was also very good - it’s a definite YES to recommending the STEP program to other sales managers and technology partners if they’re looking for a real-world technology sales training program”.

“COST EFFECTIVE SALES TRAINING - AMIDST MARKET VOLATILITY!”

That’s the strong message that comes through when you talk to Continental Resources Sales Manager – Jeanine Delaney. She says “in today’s economy, there is no way we would have spent the $5K+ per rep to cover the same subject matter through instructor led classes - STEP was much more cost effective. Coupled with the fact that we reduced the cost of employee time, STEP made great sense in my book.”

“I’ve seen lots of other programs, but STEP is really focused on the IT world. It put things into perspective for what my team does day in and day out. It’s more thorough due to its multiple lesson structure, and as it runs over 12-months, it differentiates itself from the typical one or two day sales classes – they could never cover as much material.”

As a result of the STEP program her reps now research accounts more thoroughly and spend more time on account planning. “They are now more in tune with looking for the business needs that are driving technology projects.”

“I also found the management curriculum a valuable part of the STEP methodology – the role-plays fostered team interaction, influenced rep participation and more importantly, it gave reps a chance to share ideas and experiences. One of the management units on the topic of conflict management stood out… it was very helpful in my day-to-day duties. I would highly recommend the STEP program to other sales managers and technology partners.”

Comments from STEP® Clients:

	“I think that it is a great idea and I like the focus on Technology. It is all relevant to the sales activities I have to do daily in this industry. I also like that it is short and sweet. I have purchased sales books in the past thinking I would get all pumped up and read them and be successful but after the first page I never pick up the book again.”
	Chris R. New York

“This is very helpful information that applies to technology selling versus other selling programs that are only partially pertinent in our industry.”
Steve T., Maryland