EXCELLENCE Custom Training
Sales Excellence Curriculum:
is targeted to sales professionals, sales managers, channel managers,
channel partners and other professionals involved in the selling
Excellence Curriculum is structured along several lines:
All modules are based
on the principles of performance excellence:
Process, Competence, Value, and Leadership.
We seek to reinforce the application of these principles in all
aspects of professional development.
programs are designed to develop a consultative, customer-focused
approach to the selling process.
programs focus on creating sustaining and differentiated value
throughout the selling process.
The programs cover six aspects of professional
selling and management:
Strategy Development and Execution.
These modules focus on tactical
planning and execution. The modules develop the sales professional’s
capabilities in developing their sales strategies for each opportunity, and
in executing high impact sales calls to achieve the goals of the sales
plan. Additional modules sharpen the skills of the sales professional in
managing each opportunity. As a result of completing these programs, the
sales professional should have dramatically increased the win rates as well
as reduced the selling cycle.
Planning, Development, and Growth. These modules help the sales
professional develop and grow their accounts. They focus on expanding their
relationships, demonstrating differentiated value, and in becoming a trusted
business partner. As a result of completing these programs, the sale
professional should increase customer satisfaction and retention,
dramatically increase share of the account and lifetime value of the
Development and Management. These modules help the sales
professional better manage their time and activity in the territory. It is
focuses on building skills to manage multiple accounts, forecasting, time
management, prospecting, and other areas. As a result of completing these
programs, the sales professional should increase market share within their
territory, improve forecast integrity, as well as improving effectiveness
The Sales Organization.
These modules focus on developing the
capabilities of the sales management team in maximizing the performance of
the sales organization. The modules focus on developing the sales vision,
strategy and selling process; recruiting, developing and coaching sales
professionals; developing and managing channels; and measuring and tracking
the selling process. After completing these programs, managers should see
dramatically improved productivity in the organization, reduced employee
turnover, reduced selling expense, improved profitability, and improved
Your Sales Channels. These modules focus on the development and
implementation of the sales distribution strategy. They address areas of
determining what your distribution strategy is, recruiting partners, getting
started, managing partners, dealing with problems, globalization and many
other issues important to the effective implementation of channels. They
cover all aspects of channels, including systems integrator, VARs,
resellers, retailers, manufacturers representatives, agents, distributors,
catalog, OEM and others. They address strategic partnering issues as well.
Strategic Partnering: This
workshop focuses broadly on strategic partnering and alliances. It
looks at ranges of partnerships from Mergers, through Joint Development,
Research, Marketing, Manufacturing and other types of partnerships.
The program covers developing the partnering strategy, identifying potential
partners, negotiating the relationship, managing the relationship and other
Proposition Development: This workshop focuses
specifically on the organization's value proposition. It is designed
for product management, product marketing, marketing and sales audiences.
If focuses on understanding what customers value, defining and delivering
and Proprietary Programs. These programs provide deeper skill
development in specialized areas. As example, they may cover financial
selling, negotiation, qualifying, prospecting or other skills at a very deep
level. The proprietary programs are developed under contract to a customer
and are owned by the customer. They may represent proprietary sales
training programs for the customer to provide their resellers or retailers,
product introduction and launch programs, or other special requirements.-
core programs are constructed in a modular fashion, enabling the
organization to implement only the programs that are critical to
producing the desired results.
modules can be taken in any combination (some may have pre-req’s).
This enables the design of an overall program that address the
critical issues, maximizing value to both the individual and the
organization. It also
enables the organization to move from “event driven” training to
the implementation of a curriculum that can be implemented over time.
This enables the organization to constantly develop its
capabilities, reinforcing those developed in earlier sessions.
It also enables the organization to more effectively manage its
investment in sales training.
the core curriculum enables us to implement sales training programs
very quickly, our experience is that “one size does not fit all.”
In order for the programs to have maximum impact, they must be
closely integrated into the management and business processes of the
most programs are customized, assuring sustained impact on the
developing a specific programs, we work with the management team in
understanding the objectives and goals they have for the organization
and assessing current capabilities.
The resulting program design has maximum impact in helping the
organization achieve the results it seeks.
addition to the core program modules, we have a rich library of
addressing specific skills or topics.
These reinforce the core modules and build the competence of
the sales professional.
programs are results oriented.
focus is on immediate implementation of the skills being developed.
Each module requires the participant use a current sales
situation as the case study.
participant applies the principles of the module to a "live
addition to developing the capability of the professional, they can
take immediate action in applying the skills in their territory.
Additionally, in most programs, we schedule 30-60-90 day
checkpoint reviews with management to assure the expected results from
the implementation of the program are being achieved.
menu of programs grows continually. Additionally, many more
customized programs can be developed.