Most companies feel they are unique in what they offer or how they deal with their customers. We are no exception. We feel that our process of: Analysis Development Training Evaluation ..is more thorough than you would expect or may have experienced ANALYSIS With all new assignments we prefer to observe and assess a cross section of your salespeople during key stages of the sales process using effectiveness criteria developed by ourselves and agreed by you. This enables us to identify skill levels, determine key areas to concentrate on during training/development and supplies data for case study preparation or role play development. In summary it allows us to develop training material that is specific to your needs and relevant to your business. DEVELOPMENT It is important that sales training is consistent throughout an organisation. Consistent messages are more likely to 'take root', ad hoc messages generally get lost, a common sales language also aids retention and facilities feedback. Our training programmes are developed around sales structures and skill effectiveness models so that individuals can assess their progress and performance throughout the sales process objectively. All training material is developed on a modular basis against job related (behavioural) objectives and includes lesson plans, visual aids, case studies and role plays plus trainee workbooks with exercises and a complete set of notes for future reference. The learning model used is (D.P.R.) Demonstrate, Prompt, Release (show you how to do it, help you to do it, let you do it on your own). The Demonstrate stage is given via the trainer video text or computer and the Prompt and release stages using exercises, role plays, case studies and field visits. Training material can be developed in five ways: Conventional (classroom) trainer managed Distance learning self-paced (hard copy text) Distance learning computer Conventional self paced text Conventional computer ... material can be delivered by us or acquired and developed by your own in house trainers under licence. TRAINING Formal training is carried out where possible by one of the partners. Training conducted by an associate will be with prior assessment and agreement by the client of that associate. All training will follow an agreed programme and aim to meet pre-specified objectives. In the skill based programmes people learn by doing rather than just seeing or hearing therefore the balance of input to practise will not be greater than 40:60 ratio. All prompt and release exercises, role plays and case studies will be relevant to your business. Generic exercises will only be used at the demonstration stage. EVALUATION Evaluating the effectiveness of the training and ensuring that skills taught are retained is essential. If skills and knowledge are not reinforced they will very quickly die. We concentrate very much on evaluation and reinforcement and offer three methods that will ensure that the training you invest in is used in the work place. Field Observation and Assessment Review Clinics External Assessment Field Assessment We train your sales managers to observe sales performance in calls, assess prospect lists, identify key structures and give feedback non-critically. Review Clinics We hold clinics (1 - 2 hr duration) with groups of salespeople at regular intervals to discuss previous training and handle present sales problems. External Assessment We can build a complete sales development process based on NVQ's or other external criteria.