Sales and Sales Management Seminars, Workshops, Webinars and Teleconferences
When your company invests in sales and sales management training, what is your desired outcome?
Do you simply want to expose your salespeople and sales managers to new skills and concepts? Or, do you want to change how your salespeople and sales managers perform their day-to-day activities? In other words, do you want to change their behavior?
Sitting in a class for a couple of hours or days is a good way to expose salespeople and sales managers to new skills and concepts. However, new skills often feel strange and uncomfortable. Many salespeople and sales managers worry that attempting to use the new skills with real, live prospects or customers will cost them sales and hard-won credibility. So, they abandon the new skills and continue to rely on "old" behaviors that are more comfortable for them.
What is required to accomplish behavioral change?
Here is the process we recommend, teach, and help our clients implement:
- The desired changes must become part of management's daily dialogue with salespeople and sales support personnel. This shows that management is serious about implementing the changes. (It's not just "the flavor of the month.")
- Sales managers must learn how to help their salespeople become comfortable executing the new approaches. This means they need to become proficient in the new skills themselves and be prepared to oversee frequent practice sessions for their salespeople.
- Salespeople are trained in the new approaches. This training can be delivered in person or via webinars/teleconferences.
- Sales training skills and concepts are repeatedly practiced by salespeople until they become second nature. This is accomplished through role plays and other interactive training activities.
- Sales managers hold their salespeople accountable for using the new approaches. They make it clear that these are NOT OPTIONAL activities!
- Sales managers consistently and repeatedly inspect their salespeople's activities to confirm they are actively applying the new approaches.
What is our role in the training process?
That's really up to you! We will take responsibility for as much or as little of the work as you wish. With that said, here are some of the key components of many of our sales and sales management training projects:
1. Determining Training Priorities
The process usually begins with a discussion to determine the prioritized objectives of the training project. While training content can be completely customized, it often includes selected topics from Alan Rigg's books, How to Beat the 80/20 Rule in Sales Team Performance and How to Beat the 80/20 Rule in Selling.
If you click the following link you will see a table of contents for How to Beat the 80/20 Rule in Sales Team Performance. It provides a master list of sales and sales management topics that we are very comfortable addressing. Which of these topics are your training priorities?
2. Assessing Training Participants
You may want to assess your salespeople to determine each individual's unique strengths and weaknesses. This information can be extremely valuable in training situations.
Click the following link if you would like to learn more about our very comprehensive and specialized sales assessments tests.
3. Developing Training Tools
Depending on the kind of training that will be delivered, it can be beneficial to develop customized tools in advance of the training and train salespeople to use the tools effectively. A good example is Get Dangerous Quickly™ documents, which are used to teach salespeople how to find and qualify opportunities for specific products and services.
4. Delivering Training
The next step is delivering the sales and/or sales management training. This can be done via live, in-person sessions. However, a more affordable approach is often to deliver the training via webinars or teleconferences.
5. Assisting with Post-Training Repetition and Reinforcement
After the initial training has been completed, there are several ways we can work together to create the repetition and reinforcement necessary to truly ingrain key training concepts and accomplish desired behavioral changes. These include:
- Follow-Up Training and Practice Sessions: We will be pleased to train your sales managers to manage these very necessary activities. Or, we can participate in some or all of the follow-up training and practice sessions in a very cost-effective manner (via webinars and/or teleconferences).
- How to Beat the 80/20 Rule in Selling/Sales Team Performance books and audio programs: The content in these books and audio programs is synchronized. This means if we recommend to sales managers that they hold their salespeople accountable for doing certain things in certain ways, we clearly explain to their salespeople how to do those things in those ways!
For more information, visit our sales and sales management products page.
- 80/20 Sales Leader Memberships: Given our focus on helping clients accomplish desired behavioral changes in their sales teams, we decided to create a vehicle to assist in accomplishing these changes: the 80/20 Sales Leader membership website.
This website provides a comprehensive array of sales and sales management resources, including articles, audio recordings, transcripts, recorded webinars and videos. Membership also provides salespeople and sales managers with access to monthly Open Q&A Calls and monthly Guest Expert Calls. There is even a (Gold) membership tier that enables you to have personal consultations each month with our president, Alan Rigg!
What do our clients say about our training?
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"Alan - I wanted to give you a quick update concerning our progress since you trained our sales team a month ago. The salespeople have been achieving their targets of 50+ outbound calls per day. What they are saying during the calls is more effective. The new Sales Training Manual is an excellent resource and I have been quizzing the salespeople on different sections each week. Most important, our sales were 48% higher this month than they were the previous month!"
kim Brown
Vice President Sales
Grand Incentives, Inc.
"We most certainly did enjoy your presentation - you impressed all. The feedback from everyone last night was great to hear. Your content and delivery hit home run after home run!
Thanks once again. You are indeed the 'guru'...as I have quoted in our Sales Training Manual!"
Kerryn Ruthven
Senior Vice President
IBISWorld, Inc.
"The presentation given by Alan was awesome. Having worked in sales for almost 5 years before coming to IBISWorld, I’ve seen a lot of professional sales presentations and Alan blew them all out of the water. His presentation was very insightful, did not beat around the bush and it was all very relevant."
Michael Domanic
Client Relationship Manager
IBISWorld, Inc.
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Demonstration Video
Click on one of the links below to stream a 9-minute demonstration video. You can watch the video straight through, or you can jump to specific segments by dragging the slide bar in the video player to the following time locations:
- 0:00 - The 80/20 Rule in Selling
- 2:00 - Why Salespeople Perform Differently
- 5:10 - Why Sales Training Programs Fail
Click one of the following links to launch the video:
Important Notes:
- It can take 10-20 seconds for the video to begin playing. Thank you for your patience!
- The low-speed version will be the preferred choice if you have ISDN, DSL, or a cable modem. The high-speed version will be the preferred choice if you access the internet from an intranet or corporate LAN.
- Don't worry if you click the wrong link - you can switch to the other version of the video by simply pressing a button on the video player.
- You need to have Windows Media Player on your computer to view this demonstration video. If you do not have Windows Media Player on your computer, you can download it for FREE by pressing the appropriate button near the bottom of the video player.
For more information
If you would like to explore the possibility of having Alan address your group, please call our toll-free number or send us an e-mail. We will be happy to schedule a no-obligation telephone appointment to discuss your company's specific situation.
Business Expert Webinars
Alan Rigg also delivers webinars on a regular basis for a service called Business Expert Webinars. For a list of Alan's webinar topics, descriptions, and upcoming webinar dates, visit the Business Expert Webinars website.
80/20 Sales Performance
10559 East Tierra Buena Lane
Scottsdale, AZ 85255
Toll Free: (866) 531-3917
