At the end of the day, RESULTS are what really matter. Sales reps want to be successful, management wants sales goals to be met, and executives want sales projections achieved. The question is how do you create and maintain the sales you want for your company? Good salespeople are a great start, but they are just the beginning. WCW helps you to create a track record that communicates that you consistently meet and exceed your goals.
Customized Sales Rep Training for High Impact
WCW designs sales training specifically for your company that will help you achieve the sales improvements you want. Training is conducted through action learning methods and sales models that have created measurable improvement. Though WCW uses materials and training processes that have been tested over time, we customize your training and materials to achieve sustainable results and maximum impact.
Assessment of Organizational Needs
To create your customized sales rep training, WCW conducts assessments of your sales team through various methods. This is a thorough four-step process:
Interviews with sales management and sale representatives.
Field rides with each sales representative.
Sales capability skill assessments. (electronic)
Customer reviews, if needed.
Sales Training Delivery
Based on the needs assessment, we identify the appropriate delivery of sales training for your team. Effective training is best accomplished when completed over time. The WCW process includes two- to four-day sessions, resources for review with management in sales meetings, and one to two-day follow-up reinforcement sessions. WCW provides customized resources for sales rep training, as well as:
Follow-up support materials
Sales call planning guides
Customer analysis tools
Sales tracking documents
Methodology – Learning by Doing
Most people have a particular mode of learning that works best for them: visual (look), auditory (listen), or kinesthetic (feel). Regardless of an individual’s learning style, everybody learns best by doing. Action-based learning, where participants actually practice what they are learning, delivers the best results. All WCW sales training is done through experiential learning methods:
“Live Action” activities
Customer case studies
Video recording and feedback
Structured group activities
Sales Training Topics:
Strategic sales planning
Sales call planning
Sales cycle development
Identifying customer needs through focused questioning
Learning FABs: features, advantages and benefits of products
Presentation style and approach
Handling objections effectively
Using the LEAD Model to communicate with customers
Closing the sale: trial closes, pre-closing activities, high-impact closes and post-closing strategies