The traditional intensive sales training approach is not very effective. People just can’t take in all that learning in such a short time. This Program uses a different approach which most people find much more effective.
Gloucester, United Kingdom (PRWEB UK) 27 May 2013
A quick one-day course or even a two or three day residential course is not going to change habits or the mind-set of a sales person who is set in their ways. Neither is it an effective way to develop inexperienced sales people.
If senior managers want to instil effective selling techniques in their business, they need a longer term, more sustained approach.
That’s what the new series of High Impact, Low Cost sales training programmes developed by Richard Ilsley from the Sales and Marketing Consulting Group and delivered by a small team of seasoned sales professionals such as David Hunt from Interimco are all about.
Over a period of weeks they deliver tuition and workshops, plus their students have the opportunity to put their new found skills into practice and develop some good, effective new habits.
It’s an approach that works, and gives sales people the tools they need at their command to turn more opportunities into real sales.
Richard Ilsley said, “A great many studies have been conducted in recent years which show that the traditional intensive sales training approach is not very effective.” He continued, “People just can’t take in all that learning in such a short time and it is tough to apply the new ideas to the real world when they are sitting in a classroom. So this Program uses a different approach which most people find much more effective."
This programme adopts a more flexible approach over a longer period of time so students have plenty of time to understand the concepts and to apply them in their real world.
The programme “Face to Face Selling Skills” is divided into 10 Modules; one Introduction Module, eight teaching Modules and one Review Module. Students spend two weeks on each Module so the programme lasts for 20 weeks.
Each Module consists of online videos, personal workbooks, a group Tutorial and a series of tasks and exercises, some of which the sales person will complete alone, some in small groups and some with another delegate. All the tasks and exercises are related directly to their customers and their business so they don’t have any academic exercises. The fortnightly group tutorials last ninety minutes each, the workbooks, tasks and video activities can be completed at each student’s own pace in their own time.
David Hunt from Interimco added, “Each of the topics we discuss has been defined by considering Best Practice. To help focus the learning there is a Best Practice Capability Scorecard for each Module. This Scorecard summarizes the most important capabilities which we would expect a high performing sales person to demonstrate.”
This new service was launched in a Webinar on Thursday May 23rd. A link to a recording of the event is available on the Interimco Events page.
Interimco, founded in 1998, provides independent transformation and transition leadership to businesses of all sizes. Projects to date include Governance Risk and Compliance solutions, business rescue, business development for trade sale, merger and acquisition negotiations, commercial contract negotiation, and sales and marketing management.
The Sales and Marketing Consulting Group is a development resource that exists to help corporations of all types earn greater profits by linking their sales and marketing activities to the achievement of their commercial objectives. Much of their work is grounded in defined best practice processes and they have been able to summarise current best practice for most route to market areas.