Engagement Model
Our focus is not just to deliver superior training for you, but to assist you in driving behavioral change and achieving your business results. Our programmes are arguably the most tailored programmes available in the market today by any other leading sales training provider.
With two decades of experience in delivering often unprecedented results, we understand the key contributors in achieving the required outcomes.
Our engagement process is built on solid foundations of success and the ability to deliver tailored content and flexible deployment solutions to meet each individual clients needs. We recognize that every client has a unique set of needs, goals, time requirements and appetite for change. Our process allows us to tailor the implementation process to the demands of each engagement while always ensuring a focus on mastering skill, behavior change and business results. We establish milestones throughout the process to allow the balance between adoptable change and business results to be achieved.
Our engagement process is designed around:
- Diagnosis and Understanding
- Programme Development
- Implementation
- Reinforcement
- Measurement
- Achievement of Results
1. Diagnosis and Understanding
We work with you to gain a full understanding of your required outcomes for your team and organization. We gain an understanding of the business, its background and the challenges you face in the market, competitors, internally and other contributing elements. We consider the impacts of these points from both a managerial and sales individual perspective.
We assess individual's skills through objective assessment and fully understand the needs of the individuals within the team. We diagnose their desire to participate in change and adopt new behaviors and their preferred learning methods. This allows us to develop a skills improvement programme that is focused on the areas that will be the catalyst to your results being achieved.
We clarify for the client, the requirements of their organization and the bridge to achieve the desired outcomes.
2. Programme Development
We approach each client engagement with three objectives:
- To develop a superior training programme based on our understanding of your business, diagnosis of individuals and business objectives. Our programmes are arguably the most tailored programmes available in thOur programmes are arguably the most tailored programmes available in the market today by any other leading sales training provider. market today by any other leading sales training provider.
- Establish milestones to ensure measurable ROI for the training investment and time invested in training.
- To develop a process that will support both immediate and long-term behavior change that delivers expected business results.
3. Implementation
The method of deployment of training will define the success of any engagement with participants. People are individuals and they have different methods of learning, absorption of information and preferences on how they like to learn. Sales people are reported to be the most difficult to train due to their high level of activity on a day to day basis often creating a lower level of concentration as they keep a keen eye on their customer base. Being in training rooms for a day or days, often frustrating time poor participants. Unlike most training organizations that are focused on intensive classroom training over a few days, we are recognized for being leaders in both flexible classroom and 360 degree e-learning deployment.
Mastering SalesTM has the most versatile selections of training deployment options
in the world today - all with individual coaching.
To ensure the success of your engagement, we design a deployment programme based on each individual organizations requirements, often combining a number of different deployment methods to meet everyone's learning requirements. We specialize in delivery of training to decentralized teams.
As part of the implementation process we work with your first-line supervisors to manage and coach their direct sales reports post-training. This being a critical element of any training to ensure the training's success and achievement of behavioral change in participants.
4. Reinforcement
Training without reinforcement is like a motor vehicle without fuel. It will go nowhere!
We design an organizational specific reinforcement programme where we work with your first-line supervisors and training participants to ensure the successful application of the knowledge and understanding in the market. We provide you with tools to assess their learning and degree of learning on incremental elements within the training content. We work with you to develop those tools and assess the outcomes.
We have extensive and innovative solutions to reinforcement to keep the behavioral change process positive, interesting and foremost of mind with your team.
5. Measurement
Unmeasured training can be a contributor to not realizing your team's full potential. But regrettably it happens all too often.
The measurement of training is not however just about the financial outcomes. The financial outcome is the result of behavioral change. Mastering SalesTM Measurement provides you with a fully tailored behavioral measurement tool that provides on-demand feedback to management of changes in each team member. This unique tool assists in keeping teams focused on desired outcomes and performance improvement. An important element of the reinforcement phase of any training.
People focus on what you focus on and measurement provides that focus.
6. Achievement of Results
With each of the steps in place, your organization will experience achievement of your planned results.
For further information please contact us through the office nearest you or fill in the enquiry form.