Sales Effectiveness
Training Solutions
Due to the dynamic nature of today's marketplace, achieving superior sales performance is more of a journey than a destination. AchieveGlobal utilizes a best practice approach for addressing our client's need for greater sales. Beginning from the customer perspective, we utilize our considerable breadth and depth of relationship expertise to examine and address sales effectiveness approached holistically.
DEFINE — Business leaders define strategy.
Executives Define Sales Strategy — Strategy Clarification
Strategy owners need to ensure that the sales strategy is clearly understood and consistently executed by everyone in the organisation. How do sales force automation, performance management, compensation, development, selection, and other key processes and systems help support achievement of the strategy?
AchieveGlobal's consultants work with the executive level of your organisation to ensure that your sales solution effectively achieves lasting results — for your customers and for your organisation. Because your situation is unique, we tailor our approach, leveraging your strengths and addressing the critical issues.
Click on Consulting Services to learn how our consultants can help you design and implement strategic learning solutions.
DIRECT — Senior leaders direct the practices and processes.
Executives and Mid-Level Managers Direct sales process and operations
Sales Strategy Alignment Workshop™
Sales Strategy Alignment Workshop helps executives recalibrate their existing strategy and tighten its alignment with their strategic platform. In this way, we help the client organisations understand how sales can yield optimal impact in generating revenue within the right timeframes.
Sales Performance Process Mapping™
Develop a sales process map — including key activities, critical tasks, and performance measures — that provides a consistent model for business development and for setting performance expectations.
Audience: Executives — senior leaders
Length: Varies
Executive Communications
Leaders in the organisation must use inter-personal skills with their reports as well as with employees of other levels in order to ensure that the strategy can and will be executed in the field. This involves the ability to sift organisational noise, create line of sight, and lobby for outcomes.
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DEVELOP — Managers develop the individuals, processes and systems.
Professional Sales Coaching™
Apply a conceptual framework, communication skills and planning tools to reinforce the skills employees learned in Professional Selling Skills®.
Audience: Sales managers and coaches who have completed Professional Selling Skills®
Length: 2 days
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DELIVER — Individuals deliver results through productive behaviors.
Account Management
Winning Account Strategies™
Learn a five-step strategy for maximizing sales opportunities and relationships within key accounts.
Audience: Experienced salespeople and their managers
Length: 2 days
Selling in a Competitive World™
Consisting of advanced selling techniques, this program equips participants with the ability to use The Competitive Selling Process as a strategic asset. Participants learn to use this continuous process of analysis and execution to assess their competitive position and then apply that information within customer conversations
Length: 2 days
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Sales Call Management
Salespeople require skills and processes that effectively and efficiently conduct sales calls from the opening statement until close — resulting in an informed, mutually beneficial decision. Salespeople need to master information exchange, overcoming customer concerns and negotiating, in order to succeed in their sales conversations.
Professional Selling Skills®
Become a consultative problem-solver in face-to face sales situations, and take customers through the steps of the sales cycle.
Audience: New and experienced sales professionals
Length: 3 days
Professional Selling Skills® Online
Experience a technology-based alternative to AchieveGlobal's powerful Professional Selling Skills® classroom training for face-to-face selling. Benefit from an interactive platform that equips you with the skills needed to develop lasting, mutually beneficial customer relationships.
Audience: New and experienced sales professionals
Length: 4 hours online plus 1-2 day follow-up workshop.
Professional Selling Skills® Rx
Increase sales to demanding and time-stretched medical professionals using a powerful, consultative pharmaceutical-specific approach.
Audience: New and experienced sales professionals and their marketing and support staffs
Length: 3 days
Professional Teleselling Skills™
Close the sale through scripted or unscripted phone conversations, and build customer relationships that instill confidence in their decision to do business with the salesperson and the organisation.
Audience: Telephone sales professionals
Length: 2 days
Professional Sales Negotiations™
Negotiate mutually satisfying agreements with customers, and understand how and when to negotiate effectively.
Audience: Experienced sales professionals and sales managers
Length: 2 days
Selling In a Competitive World
Learn the skills needed to achieve more success in competitive selling situations: advanced probing, competitive analysis, and value proposition creation.
Audience: Experienced sales professionals and managers
Length: 2 days
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Market Management
Salespeople utilize skills and processes in this area to focus on facilitating sales conversations through managing time, territories, and prospecting efforts in order to operate efficiently and keep a full pipeline of opportunity.
Professional Prospecting Skills™
Benefit from new ways to efficiently and effectively initiate new business relationships through prospecting. Learn a three-phase approach to prospecting: Prepare, Contact, and Assess.
Audience: Salespeople and their managers
Length: 2 days
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