Sales Effectiveness Programmes

The Counsellor Salesperson (CSP): A 2 or 3 day results-oriented core consultative sales training programme that builds the skills to sell, create and maintain lasting sales relationships in competitive markets. The programme introduces selling as a definable and manageable consultative process in which there is a win-win interaction between the buyer and the seller.

Programme Overview	Classroom Approach	Blended Approach
e-Learning Approach	Applying CSP	Practising CSP
Coaching CSP	Reinforcing the Counsellor Approach	CSP Reinforcement & Resources
CSP Toolkits & Planners

Counsellor Prospecting (CP)- “Find & Access Better Business”: A 1 day instructor-led programme that helps sales people to minimise the expenditure of time, effort and money on unlikely sale s prospects. Participants learn how best to identify prospects worthy of pursuit and gain skills in accessing critical contacts within a prospective account.
Programme Overview

The Versatile Salesperson (VSP): 2 day programme that teaches sales people how to develop long-term relationships and work productively with customers who think and act differently.
Participants learn to understand differences in others' behaviour based on a model of four social styles. In progressive modules they learn how to adapt their behaviour to improve communication and persuade effectively with clients of each style.

Programme Overview	Classroom Approach	Blended Approach
e-learning Approach	Applying VSP	VSP Reinforcement & Resources
VSP Toolkits & Planners

Negotiating To Yes (NTY): The programme derives from the work of Dr. William Ury of the Harvard Negotiation Team. The participants learn how to focus on the interests (as opposed to the positions) of both themselves and their counterparts. The programme builds skills in questioning, listening, problem-solving, persuading, strategizing, and countering the unfair tactics used by others.
Programme Overview

Creating Competitive Business Solutions (CCBS): An advanced programme that develops business consulting skills.It develops the skills needed to communicate credibly with business executives and develop comprehensive solutions that add value to the customer’s business.
Programme Overview

Consulting with Clients (CWC): This programme is especially valuable for sales team members who play a strong consulting role in front of clients in strategic accounts. It teaches a powerful methodology for analysing the customer’s business situation and helping them find (and buy) effective solutions.
Programme Overview

Turning information into Sales (TIS): A one-day instructor-led programme that provides salespeople with tools to effectively discover business needs, identify what matters and apply it in successful sales.
Programme Overview Success Story

Inbound Sales Excellence (ISE): A 2 day abbreviated version of The Counsellor Salesperson for call-centre representatives. The skills are abbreviated to fit the time expectations of a call-centre environment. Representatives learn how to add value in every transaction, how to view selling as a way of adding value, and how to build customer loyalty on every call - however long or brief the conversation.

Programme Overview: Classroom Approach	Blended Approach	e-learning Approach
Applying ISE	Coaching ISE

Managing Sales Performance (MSP): A 1 day programme for sales managers that teaches how to continually reinforce and coach performance to ensure the continuing success and development of the salesperson. The emphasis is on the role of the sales manager as coach. Participants learn the three core skills of (1) setting objectives for the desired behaviours, (2) accurately observing behaviour, and (3) giving helpful feedback.
Programme Overview

Interviewing, Assessment, Measurement & Competency Development for ‘Sales Performance’:

Performance Based Interviewing (PBI): A highly effective ‘selection tool’ that gives your organisation a detailed appreciation of the kind of skills and talents required for a targeted job role. The tool enables you to conduct meaningful evaluations and hire the candidates most likely to achieve performance expectations.
Programme Overview

Strategic Work Profiling (SWP): A process that helps you to link individual capabilities of your workforce with your business strategy.
Programme Overview

Consulting Skills Inventory (CSI): A research-based instrument designed to assess from the customer’s perspective how well sales and service people from your organisation consult with them. It provides comprehensive, skill-based measurement of the five dimensions of the ED-ACT consulting process (found in the Consulting with Clients programme).
Programme Overview

Customer Relationship Inventory (CRI): An insightful assessment tool that measures a sales person’s skill levels in terms of Relating, Discovering, Advocating and Supporting (4 step sales process learned in the Counsellor Salesperson Programme) as perceived by their customers. Participants receive useful feedback and development planning based on their customer’s perspective.
Classroom Approach : Blended Approach

Salesperson / Sales Manager Navigator(SPN / SMN): A 360 degree multi-rater assessment tool that diagnoses a sales force’s knowledge, skills and ability levels based on a set of competencies identified as key drivers of sales performance. The results allow organisation’s to pinpoint strengths and weaknesses at an Individual, Team and Organisation level allowing for targeted investment in performance development initiatives.
Programme Overview : Online Demo