We can help you Transform Your Sales Organization and Get better results from salespeople to show up differently in front of buyers.
That means sourcing prospects, building relationships with them, and providing them with solutions. These efforts often lead to a sale, a satisfied customer, and revenue for the company.
At Houston Executive consulting we understand your need for a partner that knows which sales capabilities matter most, what it takes to get salespeople to learn and change, and a practical plan focused on immediate gains and long-term results.
We have developed a unique package that combines sales and coaching with an approach to learning that ensures your sales teams learn, master, and apply stronger selling behaviors.
Our team of sales experts will prioritize what matters most and provide customized training that drives the outcomes you seek out.
We offer training solutions to both the sales leaders and the sales team covering key Curriculum Areas for Sales Training. These include the following;
Sales Methodology
The training includes basic communication skills and techniques for sales executives. The most commonly taught sales methodologies at Houston Executive Consulting Are Spin Selling and Solution Selling®.
Sales Management Training
This particular training is hinged on Top 10 Benefits which imparts skills for how to manage a sales force:
- Get the best results possible from your sales teams
- Keep sales teams accountable for results
- Choose the right sales management activities to make the greatest difference
- Get stronger, more accurate opportunity assessments, pipelines, and account plans
- Develop confident sales managers who follow a system that helps them succeed
- Make the transition from seller to sales manager with greater success
- Be effective at onboarding new sellers
- Inspire seller action and execution
- Avoid the most common mistakes sales managers make
- Unleash the motivation, energy, and passion of your sales teams through your sales managers
TOPICS COVERED
While program content and agendas are tailored based on your industry, products, and services, and the skills that will make a difference for your
team, the topics covered typically include:
Succeeding as a Sales Manager
- Understanding the SPIN Selling technique
- Succeeding with the five roles of a great sales manager and coach
- Managing the sales pipeline of your team with rigor and accuracy
- Coaching and Developing High-Performing Sellers
- Gaining full adoption of the company selling processes and methods
- Creating common selling approaches across the entire team
Motivating the Sales Team
- Motivating your sales team to perform at the top of their game day-in and day-out
- Leading effective planning and problem-resolution discussions using PATHS to Action
- Knowing when to let the team sell and when to sell with the team
- Holding sellers accountable for results so they not only meet but consistently exceed sales targets
- Onboarding a seller and getting them on the right track from the start
Creating Goals and Action Plans
- Prioritizing and maximizing time spent on high-return activities
- Analyzing the 7 most important metrics for creating seller goals and action plans
- Ensuring sellers develop themselves professionally and take responsibility for their success
- Coaching and Developing High-Performing Sellers
- Gaining full adoption of the company selling processes and methods
- Creating common selling approaches across the entire team
Maximizing Sales Wins with Opportunity Coaching
- Helping sellers maximize their odds at winning the most important sales opportunities
- Using a systematic and rigorous opportunity-review process
- Knowing when to let the team sell and when to sell with the team
Holding Sellers Accountable
- Holding sellers accountable for results so they not only meet but consistently exceed sales targets
- Onboarding a seller and getting them on the right track from the start
Our clients & target participants are…
- Sales Teams & Individual Salespeople
- Sales Managers
- Managers & Business Owners
- Inside Sales & Customer Service
- Professional Service Providers
- Enterprise Organizations
Other Sales Training Programs include:
Product Sales Training
This Training package involves knowledge of the products and/or services the sales executive is selling. The most common approach to product sales training is teaching how to communicate the features plus the benefits of the product to the potential customer.
The New Professional Selling Skills
A tremendously successful foundation program designed to give sales teams of all levels complete coaching in modern consultative-partner selling techniques.
Key Account Management
This highly participative course is designed to give account managers the modern-day strategies required to make major sales to major customers. For experienced salespeople.
The New Rules of Selling
The ultimate sales training course. In-depth sales training is available wherever you are. For anyone responsible for winning new business. Interactive learning for better sales results.
Salesforce Automation
This is where we training sales professionals on how to use online tools to track and report the progress of sales activities. With emerging technology and data processing, salespeople don’t have to be left behind but rather be empowered to process and deliver real-time sales data and statistics. We explore the different types of business intelligence tools like Microsoft Power BI.
Focus on the Key types of Sales a Marketing Professional Should Know
- Inside Sales
- Outside Sales
- B2B Sales
- B2C Sales
- Business Development Sales
- Agency Sales
- Consultative Sales
- eCommerce Sales
- Direct Sales
- Account-Based Sales
Types of Sales Methodologies
A sales process is key to running a successful sales organization. Here are some of the top sales methodologies that we train the salespeople to boost sales performance.
- Solution Selling: Solution selling is when the salesperson leads the conversation with the benefits that a custom solution will give the prospect. This method acknowledges that prospects are informed and have done their research on the product or service before the sales rep reaches out.
- Inbound Selling: With this sales method, salespeople act as a consultant. They meet the prospects where they are and solve for prospects’ pain points.
- SPIN Selling: SPIN is used to describe the four types of questions salespeople should ask their clients: Situation, Problem, Implication, and Need-Payoff. The questions identify the prospect’s pain points and help the salesperson build rapport with the buyer.
- E.A.T. Selling: This is a framework that’s used to qualify leads. N.E.A.T. stands for: core needs, economic impact, access to authority, and compelling event.
- Conceptual Selling: Conceptual selling is a method where salespeople uncover the prospect’s concept of their product and seek to understand the prospect’s decision process.
- SNAP Selling: SNAP selling is an acronym for: Keep it Simple, be iNvaluable, always Align, and raise Priorities.
- The Challenger Sale: The Challenger Sale follows a teach-tailor-take control process. Salespeople teach the prospect, tailor their communications, and take control of the sale.
- The Sandler System:This system prioritizes building mutual trust between the sales rep and prospect. The salesperson acts as an advisor and asks questions to identify the prospect’s challenges.
- CustomerCentric Selling: With this method, the salesperson focuses on communicating with the key decision-makers in the sale, and finding solutions to address their pain points or challenges.
- MEDDIC: MEDDIC stands for: metrics, economic buyer, decision criteria, decision process, identify pain, champion. The salesperson asks questions about these topics to help move the prospect to move forward in the sales process.
The primary goals of sales are to create custom solutions for your prospects and generate revenue for the business. Whether you’re looking for growth opportunities within sales or you’re joining the field for the first time, we are sure that our training will provide a basic understanding of the types of sales you can do and how they work within the entire business.
In Addition To Training Services, Houston Executive Consulting Also Being A Business Management Advisory Firm Provides Other Professional Consultancy Services In Kampala. These Include Among Others:
M&E Consultancy Services in Uganda
Team Building Services in Uganda
Business Planning Services in Uganda
Workplace Registration Services
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