Why Sales Excellence
Why Choose Sales Excellence?
Our clients love working with us. We go out of our way to provide an exceptional experience that makes a real impact on your sales organization.
Trusted by over 400 companies around the world, including:
Relentless Pursuit of Customer Delight
Our long and continuously growing list of delighted clients speaks volumes. Not only do our clients choose to work with us but our referral rate is one of the highest in the industry. From our up-front research and preparation, to our custom-tailored materials, to a seamless and worry-free delivery, we live to make every client more than just a reference but a raving fan.
Working with Sales Excellence means you get more than just a training event; you get access to customized learning materials and experienced sales leaders to guide your team to greater success.
Breadth of Content
We offer training on a very wide variety of selling skills as well as programs for specific industries and sales disciplines. With dozens of modules to choose from, our vast library of content makes it possible to create the most relevant, high-impact, behavior-changing programs completely tailored for your sales team. We can customize the entire end-to-end program including the training content, the mode of delivery, and the reinforcement methodology.
Customized Learning Experience
Every training curriculum is designed with our clients’ goals in mind from a wide array of content, leveraging multiple learning mediums, and incorporating client vocabulary and industry terminology. Our curriculum covers the entire spectrum of the sales process and addresses the needs for improvement in both skill and strategy. We’ll create a program for your organization that deals with some or all of the selling cycle including consultative selling, prospecting, negotiations, global account planning and development, opportunity management and pursuit, sales presentations, pipeline management, forecasting accuracy, and coaching.
Global Delivery and Support
Headquartered in Bradenton, Florida, we have a network of trainers and facilitators with local language and knowledge around the globe. We make sure terminology, exercises, and role plays mirror your team’s region.
Every person who delivers a workshop or leads a web conference is more than just a facilitator, but a highly-accomplished veteran of the sales and marketing profession. Our facilitators speak the local language and understand the local buying and selling environment and customs.
Global Delivery and Support
Headquartered in Bradenton, Florida, we have a network of trainers and facilitators with local language and knowledge around the globe. We make sure terminology, exercises, and role plays mirror your team’s region.
Every person who delivers a workshop or leads a web conference is more than just a facilitator, but a highly-accomplished veteran of the sales and marketing profession. Our facilitators speak the local language and understand the local buying and selling environment and customs.
Results We Deliver
Our sales training programs, professional services, and educational resources are designed with the specific intent of measurably impacting targeted sales performance indicators such as:
- Increasing gross revenue and profit
- Increasing average deal size
- Shortening sales cycles
- Improving sales forecast accuracy
- Improving competitive win rate
- Reducing price erosion
The Sales Excellence Approach
Sales Excellence rarely delivers any training “off-the-shelf” because we build a program specifically for your team, not anyone else’s. We work with you to assess the specific knowledge, attitudes, and skills that represent the greatest opportunity for improvement and develop a complete curriculum using our proven sales methodologies and tools. Every workshop is a truly unique learning experience custom tailored to the needs, goals, and objectives of your sales team.
Step One: Assess and Measure Performance
Every engagement includes interviews with a number of company leaders and workshop participants to assess their current state and desired future state, along with getting input to craft the right solutions for them. This can be done with an informal questionnaire completed by phone or in written form, or with our 360° Sales Competency and Behavior Assessment™.
Step Two: Establish Goals and Objectives
We use a “begin-with-the-end-in-mind” approach to align our sales training with your corporate goals and objectives. The first and most important question is, “What are we trying to accomplish?” We consult with management to define their specific goals, objectives, and desired outcomes.
Step Three: Define Measures and Metrics
After we have defined the objective, we then need to determine, “How can we gauge our success? What metrics can we use to measure the effects of this program?” We work with management on how to measure the effects of the training and what metrics to use to gauge continued success going forward.
Step Four: Target Attitudes and Behaviors
Considering what we just defined in step three, we then target the changes in attitudes and behavior that must take place in order to see marked improvements in these metrics. Our material and training courses will help your team to think and act differently in a way that will help them to be more successful.
Step Five: Develop Custom Content and Plan Delivery
We never deliver an “off-the-shelf” workshop. Our materials are custom-tailored for your business. We incorporate any sales tools or methodology you already have in place so everything we teach supports your current processes and infrastructure. All of our material is highly relevant and actionable so your team can leave the workshop and immediately put these ideas into practice.
Step Six: Plan and Deliver Training Curriculum
All of our certified Sales Excellence® trainers have extensive experience in sales, which allows salespeople to find it very easy to relate to their trainers. Our training is engaging and interactive and void of lengthy lectures or static presentations.
Step Seven: Provide Coaching and Reinforcement
The real challenge of sales training is to enable and empower learners to apply what they have learned. We believe strongly in the power of ongoing training reinforcement. We recommend supporting on-site workshops with ongoing review and reinforcement. We also work with managers to reinforce the application of new ideas and approaches.
Our Promise to You:
We provide exceptionally quality work, delivered on-time, and at a very fair price. And we’ll treat you like gold every step of the way!
Free Sales Resources
7 Good Reasons for Reaching Out to Your Customer
Need a valid reason or an even an “excuse” to keep in touch with your cutsomers? These proven strategies just WORK!
Top 13 Questions Managers Should Ask Their Sales Reps
The questions managers ask their team truly matter. Here are thirteen questions you MUST ask to help your team be more successful!
7 Steps to Confidence in Selling to Executives™
Do you approach executives confidently? Here are seven ways you can increase your confidence level and make more sales!