What we train
Where we start is not a guess. The Sales System Review shows which element is weakest, and that is where the work begins. Each element is trained on its own and embedded before the next one starts.
- 01Sales capabilityThe four client management activities. Demand Generation, Opportunity Management, Client Engagement and Relationship Management.What the team does in front of a client.
- 02Sales leadershipThe four sales leadership activities. Mindset, Funnel Management, Forecasting and Coaching.What the leaders do to make the first four hold.
- 03Leading changeHow behaviours get changed so that performance improves. Mindset, accountability, the resistance every change meets, and the culture that decides whether it lasts.Change is led, or it does not happen.
How it holds
Train. Retain. Sustain.
Miss any one of the three and behaviour change stalls.
- 01TrainThe knowledge, the tools and the frameworks. Awareness, and a shared understanding of a new approach.Reading about swimming does not make you a swimmer.
- 02RetainCoaching, feedback and reinforcement once people are back under real pressure. One capability at a time, embedded before the next one starts.This is where new behaviour takes root.
- 03SustainWhen the behaviour is no longer something people are asked to do. Strategic thinking before a client meeting. Deliberate account planning. Disciplined qualification.It stops being extra work. It is the work.