Tailored Sales & Sales Leadership Training Programs that get straight to the heart of sales performance issues, delivering fast high-impact results that support the goals of the business.
We build role specific capability (or competency) models that identify the key activities required to ensure success within each of the different sales roles within your business.
We detail the expected outcomes of a salesperson’s interaction with customers within their role and outline aspirational but realistic benchmark targets for the role. Typically, we recommend four capability levels; Foundation, Intermediate, Advanced and Expert but recognize there could be more.
We build tailored assessment questions to determine how close each sales person is to competently carrying out their role. In addition to identifying the individual’s core capabilities, the skills assessment crucially identifies the areas that need strengthening. The assessment feeds both the Skills Assessment and the Skills Gap Analysis. When combined with SKILLbuild®, our online assessment and learning platform, it can also be used to create tailored learning paths specific to each sales person’s needs. Skills Assessments are also typically delivered via SKILLBuild®.
Skills Gap Analysis
The Strategy to Revenue SKILLbuild® Management Dashboard compiles the results of the individual Skills Assessments to produce a tabular overview of the Skills gaps of the whole sales team as they align to their job role. The report can group results by team, regions or departments. From here a Skills Gap Analysis report can be generated identifying overall Skills Gaps within the group (or groups). As a result, a business can be sure that their sales training investment is directed at tackling the capabilities that most need improving across the organization.
SKILLbuild® is our cloud-based assessment and learning platform. It offers scalable delivery of learning modules, a Management Dashboard to track learner’s progress and a skills assessment capability.
SKILLbuild includes over 70 e-learning modules, with the ability to add legacy learning content if required. It integrates with all mainstream Learning Management Systems (LMS).
Individual Learning Paths
Based on the results from the Skills Assessment, SKILLbuild® our cloud-based learning platform, automates the learning process. Topics where a learner has demonstrated the required capability level during the assessment process are hidden from the overall curriculum. Thus, a tailored individual learning path is created. It means sales people complete only the learning needed, enabling them to spend more time in the field. It also ensures that training time is dedicated only to the areas they genuinely need to strengthen.
We build tailored workshops according to the goals of the business and the specific needs of the sales team. And, we believe in putting attention on the learner and the learning. Our workshops are a space for dynamic, interactive learning where the instructor becomes a consultant-facilitator, that guides learners to apply new concepts and engage creatively with the subject matter through group work, discussion, and peer feedback.
Workshops are facilitated by Strategy-to-Revenue. Alternatively, we provide training content, support materials, a detailed delivery plan, manuals and aids to the business for you to run the workshop yourself. In these instances, a Train-the-Trainer program can be added to the deliverables.
Sales Team Leader & Management Skills
We arm sales Managers with the skills, tools and knowledge they need to build, manage and motivate a profitable, successful sales team. Higher level selling skills including Selling to the C-Suite, and Key Account Manager Skills are also included, with the added option of mentoring sessions to tackle live work scenarios.
The award-winning Strategy to Revenue Excellence in Sales Leader Coaching Programme provides Sales Leaders with the skills and structure to implement effective sales coaching within their teams, to ultimately drive improved sales performance. A lack of ‘coaching culture’ or knowledge on ‘how to’ coach often means that Sales Leaders do not regularly coach their team members.
Ensuring new skills and knowledge become habitually integrated into day-to-day sales activities is crucial. We provide the tools and process aids for Sales Managers and Sales Leaders to ensure the constant reinforcement of learning is maintained.
Senior Sales Leader Development
Based on individual needs, we build bespoke learning and development programs for Senior Sales Leaders. Programs might include live mentoring, 1-to-1 coaching, or training programs. We tackle current sales and leadership challenges and personal growth and development. In short, tailored programs to help Senior Sales Leaders to competently run successful, profitable and efficient teams and simultaneously build their own business credentials. Previous programs have included training in C-Level Negotiations, Sales Management and Coaching Skills and Managing Gross Margins.
We firmly believe that learning must be a journey not a one-time event. Reinforcement is essential for new skills, knowledge and behaviors to become truly ingrained in a person’s day-to-day mindset. Our Train-the-Trainer Programs are for companies who want to fully equip their managers to reinforce and develop the skills learnt via the Training Programme. We provide all required materials including facilitators guide, training plans and manuals and visuals.
We also deliver training programs for companies with an in-house training resource, giving them the tools and guidance they need to run our workshops and learning and development programs.
An often-overlooked area which can have a detrimental impact on new recruits and the existing sales team. We create a clear definition of what the required roles, behaviors and capabilities (or competencies) are for success in each sales position. Is there a recruitment and coaching program in place that supports them? We consider the impact of the existing sales team on new recruits and focus on manager-led capabilities training and ongoing assessment. Finally, we look at how organizations build the right environment for staff to develop the skills, knowledge and capabilities they need to achieve the results the business expects.
Each of our tailored programs includes a combination of one or more of the following elements.
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