1.
Research
and Gap Analysis
The
first step is to fully understand your environment. In order to
do so, we interview key people within your organization as well
as go out on customer calls with your people to see what's working
well and what needs to improve. This first-hand experience allows
us to understand your customers' mindset and what they're looking
for from your organization. We strive to integrate our process into the SFA you are using as well as understand
any major marketing initiatives and competitive differentiators
that need to be integrated into your program. We also experience
what your people are doing well and where they need to improve.
Finally, we begin to get management's commitment to reinforcing,
developing and measuring the program.
2.
Review
After
this research is completed, we summarize the information we've
gathered and provide a report that highlights our findings, observations,
and recommendations for your sales training or management training
program. Upon your approval, we then apply our research and "clientize"
program modules needed to meet your goals and objectives.
3.
Creation
We
begin to create the program with review and feedback from you
to make sure we are on track. The programs we create will be appropriate
for the audience by applying the skills we want them to execute
according to their specific job. We often do "trial runs" to make
final changes before we roll it out to the larger audience. Decisions
on which components are delivered live or via technology are made
in this stage.
4.
Delivery
Notably
successful sales, management, and service professionals, with
in-depth knowledge and background in your industry will deliver
the program. This builds credibility and buy-in, which are essential
to a successful program. It also deepens the learning by sharing
anecdotal examples to emphasize a certain point or answer specific
account questions from the participants. Additional resources
to insure that people get the individual attention needed will
match the number of attendees.
5.
Follow Up and Measurement
We
will work with your management team on the most effective ways
to coach, counsel, measure, and develop the program. We will also
support all formats of your current forms and databases to ensure
that the key measurements and elements are in these tools, and
that qualitative and quantitative aspects of your program are
being addressed. Technologies such as the Internet and audio or
video conferencing will be used to increase the frequency of follow
up and reduce costs. If possible, we will integrate into your
SFA. We also provide unlimited e-mail support.
6.
On-Going Development
As
your needs evolve, so do your sales training or management training
programs. We will work with you to constantly adapt the program
to meet your changing environment, and/or most pressing needs.
We can also add to the initial programs with additional modules
or elements. Technology will be used in a similar manner as described
above.
