Outperform the Market: The emergence of FinTech is creating the most fluid Financial Services marketplace in history. CEO's are confronted with the challenge of digital transformation in tandem with maintaining the personalization and human element that fosters loyalty and retention.Contact Us
Finance is a fluid industry where enhancing customer experience and loyalty are imperatives for increased revenue and valuation. Sales organizations need "situational" methods and technology tools that provide value-add relationships with buyers.
Implement a sales strategy that focuses on buyer aligned conversational methods and tools that fosters a consultative approach to customer engagement.
Outperform the Competition: Investments in sales training need to build high levels of "situational fluency" across the sales organization. Sales professionals need to be able to address a a wide range of potential conversational paths and provide consultative insight to prospective buyers.Contact Us
Sales people struggle to add consultative value and insight during customer interactions. The result is a failure to effectively represent the value of service offerings and lower customer acquisition and retention rates.
Define and implement structured dialogue models and tools that create highly responsive and fluent sales conversations. Equip sellers with training, templates, simulations, and coaching to ensure mastery in providing consultative insight to buyers.
Outperform the Standard: Sales training must incorporate curriculum that directly supports the market and sales strategy of the organization, while optimizing the learning experience at the individual level to provide a real connection to business outcomes. What "good" looks like for each sales role needs to be clearly defined and include criteria-based standards for certification at the competency level.Contact Us
Learning & Development struggles to demonstrate clear connections and ROI for corporate investments in sales training. There is a lack of clearly defined standards and models for competency development and certification by specific sales role.
Implement learning plans that directly support the sales strategy and goals, with "mappings" to specific performance outcomes. Incorporate multiple modalities where needed and apply a learn-practice-apply-coach (LPAC) model for optimal sales performance development and a defined path to certification.
Outperform the Benchmark: Effective on-boarding and professional development require well defined models for competencies and their associated proficiency levels. Sales organizations need both assessment and learning and development models that provide clear criteria and paths for career advancement.Contact Us
What success looks like for sales is too ambiguous to guide on-boarding and meaningful professional development. A lack of well-defined success and assessment standards limit valid development paths for improvement and advancement.
Provide clear, well-defined competency models for professional sellers and managers that incorporate assessment technology at the knowledge and behavioral level. Provide training and developmental assets that correspond directly to sales competency requirements.
Outperform the Target: In addition to training, sellers need methodology specific templates and tools to enable effective daily execution that drives target outcomes. Front line managers also need well defined behavior guides for seller activity, and criteria to evaluate behavioral effectiveness to provide meaningful coaching and mentoring.Contact us
Many sales training programs fail to include templates and tools for application of new learning on real opportunities. The result is limited application of newly learned methods and limited guidance for managers on how to coach new behaviors.
Integrate methodology specific templates and technology tools into CRM to reinforce daily application of new selling techniques. Provide managers with behavioral guidelines for key sales methods to support effective coaching that drives specific outcomes.
SPI’s globally proven sales training curriculum enables organizations to market and sell high value solutions. Our Comprehensive Methodology Programs include essential processes, methods, and tools for organizational sales transformation.
Through next-generation cloud technology, the SPI-1 Sales Performance Platform delivers in-depth competency assessments, focused and individualized development plans, and analytics to monitor developmental progress on key sales outcomes.