Performative - Sales training and Sales Management training

Specialists in accelerating your revenue growth

Call us on
01494 582 084

Email us at
enquiries@performative.net

Sales training and Sales Management training

Skills for growth, building on a supportive foundation

Are you frequently disappointed that the time and money you invest in sales training doesn't have the impact on your revenues that you'd been looking to achieve?

Don’t just take it from us, Kevin Young, General Manager EMEA, Skillsoft (April 2011 article “Optimising Staff Training” on www.bcs.org) suggests that for many organisations their training programme delivers little long-term value to the business - simply because employees fail to apply what they’ve learnt in a classroom environment to their daily role, whereas the potential is there for “an individual’s productivity levels to increase by eight per cent if they can apply their training to their role. That equates to 160 hours of additional output, or roughly 20 days per year”.

Why then do organisations still consider training as the solution to performance issues and yet do little to change the environment the trainee returns to; an environment which at best ignores and may even hamper rather than support their newly acquired skills.

Sales training and selling skills courses typically provide generic solutions while the problems needing to be addressed are unique and individual to each business. Most such training focuses on the skills required at the point of sale; once an opportunity has been identified, completely missing the critical stage of customer creation and relationship building.

Performative recognises all of this and takes the holistic approach, diagnosing the root causes of under-performance and addressing them in the most appropriate sequence to assure sustainable improvement.

Our Sales Training and Sales Management Training, is typically delivered in the context of the environment into which the delegates will return, and which will support and reinforce their changed behaviours. Focusing on the people, we provide education and training programmes covering both processes and selling skills for the full sales cycle. Such programmes are designed and delivered to match the needs of the individual sales people within the context of their company, its proposition and the marketplace being addressed.

In addition to the traditional skills, typical topics which are adapted to fit the context of your organisation may include:

Building a Business Case - increasingly, customers need your support in building better business cases that clarify when and how their company will realise a return on investment (ROI). More and more companies are looking for a financial return within months. Educating your team to sell with ROI in mind, and supporting them with appropriate tools, helps them compete more effectively.

Negotiation Skills - with an increase in the numbers of professional buyers, ensuring that your team employ the appropriate techniques and tactics from the very start of the sales cycle, can make the difference between winning or losing.

Land & Expand - educating your technical and field staff to be more sales aware and to support your company's selling activity in all accounts, will help you to leverage more business from existing and new customers.

Our training will deliver the skills and understanding required to leverage a lean, agile selling engine.

Whether you use fully dedicated sales people or your delivery consultants to sell get in touch now * for a focused bespoke solution to your sales training issues that will have an enduring effect.

A Group CEO ...
“The well prepared case studies made the negotiation skills training really come to life and made people stop and think about what they are actually doing.
The key to any successful training is; Did they use it and did they gain benefit from it?
We certainly did.
I am convinced that we successfully negotiated our way through some very tricky issues since and the way we approached them was heavily influenced by the Performative training.”

www.performative.net 01494 582 084 enquiries@performative.net