Outperform the Market: Technology executives face the dual challenges of continually improving customer experience and retention, as well as addressing the rapid evolution of workforce requirements. The pace of change in the era of digital transformation requires unprecedented agility from the sales organization to keep pace.Contact Us
The rapid pace of change in the technology industry is stressing sales organizations to adapt to changing markets, evolving products, and new competitors at an ever increasing pace.
Utilize a data-driven approach to identify competencies that impact critical sales goals associated with evolving market dynamics. Objectively assess team capabilities in these competencies and apply agile performance development to drive rapid results.
Outperform the Competition: Effective, consistent sales execution and the ability to adapt quickly to new market conditions are both critical success factors. Investments in sales development for technology must be able to effectively combine strong process and methodology frameworks with the agility to "dial up" specific competencies as market needs shift.Contact Us
The sales organization is increasingly stressed by pace of marketplace change and complexity of offerings. There is no systematic approach in place to quickly identify and develop mastery on high impact capabilities within a broader selling framework.
Implement an overarching framework for sales process and methodology. Augment the the overall framework with agile, adaptive performance programs that provide the ability to rapidly "re-tool" sales capabilities to meet changing market requirements.
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.