Programs

Our programs help customers maximize new business growth, retain talent and customers, and build customer lifetime value through our combination of consultation, sales training programs, and post-training measurement of ROI.

A Sales Innovation program is designed to meet each company’s situation. We take a modular approach to building a curriculum, organizing educational topics into "bite-sized” sets. Each module has its own learning objective, presentation methods, and reinforcement mechanisms. We can assemble the modules based on the results of the company’s needs assessment, providing the ultimate in flexibility and customization.

There are training modules on the best practices defined for the company’s sales process.  Other modules are designed to help sales people develop the critical skills to make them more effective not only in sales, but in all aspects of their work and personal lives. There are also modules geared specifically toward sales managers to help them become more successful in important roles like hiring, coaching, market segmentation, and performance measurement. If a company has a special need, Sales Innovation works with the university network to develop a custom module. Depending upon the courses, it may be possible for participants to receive a university certificate.

Every program makes the most of time spent in classes, and uses online learning to reduce the company’s opportunity costs of taking staff out of the office for training.

During class, instructors keep participants active and energized in role-playing exercises and other group activities. Lectures, readings, and assignments are accessible online via Sales Innovation course management technology. This gives participants the flexibility to keep learning at the times best for them.

During training sessions, participants talk about their company, products and services, value proposition, competitors, customer success stories and much more. This knowledge is collected and stored securely online for their company to use in the future for pursuing new business and additional training.

During and after the program, participants learn from the top sales people how to use their skills and follow the company’s sales process. The company’s sales managers are trained by Sales Innovation how to be mentors who reinforce the lessons taught during the program. They learn how to coach their experienced sales people to keep their skills sharp and their performance up.

A capstone project involving actual prospects gives participants a real-life opportunity to practice what they learn. They document their efforts and results in a formal presentation to the company’s senior management. Conversion rates for prospects during capstone projects have been extremely high.