Program Scope and Content
Authentic Selling Enterprise will address your full sales operation with particular focus on your field sales force.
The following program components are necessary to drive the necessary change:
Our consultants will review your needs and adapt the standard Authentic Selling program accordingly. Specific attention is given to sales process and methodology and your sales playbook. We will agree to these before then adapting the program content.
Sales management must lead the charge. The success of the program will be dependent on them embracing it and leading the team through the change. If there are multiple managers we suggest a workshop to achieve this. The team be briefed on the program and it's desired outcomes and their role.. They will be encouraged to contribute their thoughts and recommendations to ensure its success.
A key management role will be the coaching of their teams through the process. If necessary they will be provided with coaching training.
Key to the success of the program will be the facilitation of ongoing reinforcement activities including reinforcement sessions every few weeks. To this end they will be provided with a Coaching Guide which provides email and meeting templates and access to all the other content they will need.
Prior to training it is important to understand the capabilities of each salesperson in order to tailor the training to their specific needs.
It is also important to have a way to measure the progress of the individuals as we work through the eight month program.
A well structured sales assessment program is a way to identify knowledge gaps, expose a lack of understanding or capability, or highlight an absence of confidence where there could otherwise be great potential.
We will deploy the EDVANCE Sales Assessment program which will assess B2B sales skills and capabilities. It utilises an advance assessment methodology from Cognisco, It is used to identify personal development needs for an individual salesperson in order to plan their training and coaching.
The standard Authentic Selling training program will be adapted to your specific and unique needs.
Training will be conducted online (Zoom) in groups of up to 10 participants per group. Each group will participate in ten 2 hour sessions held about every 3 weeks.
Research has shown us that training on its own does not change behaviour. Therefore it is essential that the training is reinforced. To this end a formal reinforcement program will be conducted where each participant will have a number of documented activities and exercises that they are required to complete in between each training session. These include planned activity with their customers. There will then be a one hour reinforcement session conducted by a sales manager for the group prior to each training session.
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