Our Ten-Step Training Strategy
Define Clear Objectives and Outcomes
Your objectives and desired outcomes create the foundation for tangible impact and measurable transformation of skills and results.
Determine Critical Skill Development
Practical selling skills using real selling scenarios result in immediate, measurable improvement and results.
Obtain Feedback from Stakeholders and Participants
Assessing and interviewing participants and stakeholders ensures the training focuses on outcomes and stays on message.
Gain Consensus and Buy-In from Other Stakeholders
Following the interviews, we seek concurrence among the sales leaders. Securing the buy-in solidifies the direction, interactive exercises, and content of the training.
Custom-Design the Outline, Curriculum, and Interactive Exercises
Mapping the entire curriculum content and exercises ensures objectives, outcomes, and skill development are achieved. Your products/services, terminology, sales processes, and cultural nuances integrate into the fabric of the training. Click here to learn more about The Seven Competencies of Consultative Selling™.
Facilitate the Training
After items 1-5 are completed, we’ll roll out the training, via onsite or live webcast training. Each session is segmented into 75-minute modules, to maximize engagement and retention.
Measure and Assess the Effectiveness of the Training
Implement additional training strategies based on post-training debriefings.
Deliver On-Going Coaching Resources for Reinforcement
Coaching provides your team with real-time support on actual account situations to drive activity, skills development, and results. Group reinforcement sessions refresh and build upon key aspects of the selling process, highlight implementation challenges, and drive personal accountability.
Train-the-Trainer Session for Sales Leaders
On-going coaching and training are the keys to sustainable improvement and transformation. Your sales leaders are equipped and trained to reinforce the training methods and engage your team in role-playing and problem-solving exercises.
Sales Management Training
Sales coaching/management training equips your leadership team to provide ongoing, reinforcement training.
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