Apply Management Science to Sales Execution
See how a buyer-aligned sales process and positioning solution value can drive performance.Learn More
Outperform the Market: Growing company value and creating predictable quarters are top priorities. Accurate sales forecasting is crucially important in manufacturing to drive operations and production scheduling. You need sales execution that provides the same level of management science and rigor as manufacturing operations.Contact Us
The absence of sales process and methodology creates an ad hoc sales management environment with unreliable revenue projections and forecasting accuracy.
Implement a proven, buyer-aligned sales process that creates a uniform language for sellers, managers, and executives. This approach increases operational visibility, the predictability of opportunities, and forecast accuracy.
Outperform the Competition: Effective sales execution is critical to driving consistent, predictable outcomes. Investments in sales training must instill process and management science into the sales function to align with key elements of manufacturing strategy and disciplines.Contact Us
Sales execution is inconsistent due to the absence of a well-defined process with best practices and enablement tools for sellers.
Provide a comprehensive methodology program for sales effectiveness, including essential development assets for professional mastery, including process models, “how-to” methods, and specific templates and tools that guide daily execution.
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, step by step playbooks with guided execution, and analytics to monitor developmental progress on key sales outcomes. By continually reinforcing and measuring key competency progress and sales metrics, the platform provides a continuous improvement life-cycle.