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Sales Management & Training

  • Sales Training (seven developmental workshops)
    • Pre-Call Planning
    • Relationship Building with Prospects
    • Probing Techniques and Skills
    • Handling Objections
    • Reaching Agreements & Finalizing
    • Conducting the Sales Call
    • Telephone Prospecting 
  • Telephone usage auditing
  • One on one coaching on live sales calls
  • Sales skill assessment
  • Real world video role play sessions conducted in a group setting with immediate feedback & coaching
  • Goal setting sessions
  • Sales action plan development and monitoring
  • Pre-Call planning strategy sessions
  • Prospect tracking (Pipeline Inventory)
  • Sales activity tracking
    • Weekly, Monthly and YTD
    • X-Date ratio
    • Appointment setting ratio
    • Hit ratio
    • Average commission per sale
    • Variance measurement from established targets
    • Sales activity trend analysis
  • Management feedback sessions to provide up to date sales activity progress conducted frequently

Sales Candidate Recruiting

  • Focused sales candidate interviewing process
  • Caliper profile testing and analysis
  • Call reluctance testing and analysis
  • Compensation and validation model development
  • Vesting program development

Caliper Testing

An in-depth testing process to prequalify a sales candidates match for the position.  All testing is automated on line and profiles are developed and reviewed with each candidate and then with the firm's owners.


Call Reluctance Testing

A testing process to evaluate the enhibitors contributing to the call reluctance problem. The testing process is automated on line and assessments are quickly prepared for review with each tested individual. Issues and possible solutions are then discussed relating to the individual's prospecting performance. 

Business Planning

                                            Planning is an expression of faith:  Planning shows faith in the power of positive thinking;  
                                            Faith in your ability to determine the outcome of your business;  Faith in the statement "If 
                                            I can dream it, I can do it! "
                                                                                           Richard C. Shaw

On-site or off-site facilitation for the development of a formal five year strategic plan and a one year business plan.  All plans are prepared utilizing an action plan outline with assigned participants for each of the developed action steps. This will assist with a higher level of accountibility for the action plan to be finalized.

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