Drive Real Change in your Business Today
Planning for Success is Inspiring – Enjoy it. Here’s How:
Sales Training is the fundamental factor that influences a company’s ability to be profitable, retain staff, maintain client revenue and build equity within a business. The best sales training plan will consider the current sales strategy at a component level, and set a process for continual optimisation of each component moving forward.
Where to start? Let’s plan to make a sales training plan.
What to consider before designing the best sales training plan:
Establish a company wide belief and growth commitment before investing.
These are our company goals by way of market share and revenue, this is what we are committed to achieving. Salespeople follow like minded professionals and business who expect to overachieve.
Identify prospect pool as a business.
Who are our clients now, who are we targeting for growth. What industries do we know the cost of our offer far outweighs the cost.
Commit to the business and its growth strategy, the people and the process that are are there to achieve it.
Consider hiring process, the retainer and the subsequent OTEs. If the OTE does not attract and retain top billers – change it.
What is our current sales process workflow.
Lets score each part of the process from lead generated to closed won lost. Covers prospecting and opportunity management to consultative selling, negotiation, account development, and sales management.
Identify with a view to replicate what is working.
What ‘inhouse methodology’ is converting.
Identify and whats failing and why.
Where have we been dropping short Engage sales executives for their input. To show you belive in them, you must first listen and believe them.
Marketing is taking a message to a market place to identify those that need a solution. Sales is simply communicating the how and associating a value proposition. The hard part is done, the solution is built. This is the fun part!!
Listen to sales staff objections.
This is our microphone into the market. What is the market telling us. It is typically not understanding what is offered and how it will benefit them. This means we arent’ communication the solution correctly.
Unlock the CRM gold. What is the data telling us.
Lets use what we have as a foundation. Right or wrong we can prepare for the future by understanding the past.
WHAT THEY SAY
Cam recently engaged with our Retail Sales team to refresh our teams’ sales skills. I have been blown away by the immediate success of this training. On the first day following training, we had six success stories from team members where they demonstrated a new skill and had a successful conversation with our clients. Cam is an engaging facilitator, his use of storytelling about past experiences were relatable and helped us understand the concepts being taught. He was confident, and most importantly approachable. We had four teams attend the training, and Cam was agile and adaptable with his approach. This was essential to us, as there were many different levels of ability within the team. Feedback from our team has been incredibly positive, and beyond my expectations. We cannot wait to have an opportunity to work with Cameron again, and I suspect there may be a long list of attendees for any future projects.
CEO at The Tax Institute
The impact Elevate Corporate Training made is already being felt as people begin their individual journeys in the giving and receiving of feedback to one another.
Cam was an outstanding facilitator who, with the appropriate blend of humility and personal courage, has set us all on a course towards self awareness.
Thanks Cam - looking forward to working with you going forward.
Co-founder of Gelato Messina
We recently engaged Elevate Corporate Training to do some internal training for some of our senior managers. From the outset, our goal was to find someone who could deliver a style of training that was not corporate and was tailored to our business. Elevate Corporate Training’s approach and style was perfect, and he understood what we were trying to achieve. Guiding us in the development of the training program, Elevate Corporate Training helped us realise more could be achieved than what we first thought possible. And the delivery was perfect. It was relatable and engaging, so much different to other training consultants that can put you to sleep. Our managers left the training enthused about applying the lessons learnt and we went away thinking we made the right choice by engaging Elevate Corporate Training.
Director at Talent Connect Australia PTY LTD
I engaged (Elevate Corporate Training) to run sales training for my team. The results exceeded my expectation and my team left being highly motivated with key skills to achieve their individual goals and targets .
Cam has been instrumental in developing consultants sales ability to contribute to overall growth. I would highly recommend Elevate Corporate Training.
Managing Director - NSW of Robert Walters
I engaged Elevate to construct and run a two day training course for my management team across NSW. Cam and Julia worked well together to deliver a significant amount of material over the two days in an engaging manner. I received exceptionally positive feedback from the delegates who found Cam very engaging and passionate on the subject matter. Most importantly, having surveyed the managers who attended the course, many have managed to positive influence their teams by applying the methodologies trained over the two days'
Founder/Owner at Sarah Laird & Good Company
Cam has been my coach for a little over 6 months now. He has helped me make decisions more clearly, kept me on track of my end goals and been a great resource for me to help see the forest for the trees. I always look forward to my sessions with Cam, aside from being a professional and intelligent business person he also has a great energy and is fun to be around.
Regional General Manager of Hudson New Zealand
Cam is fantastic to work with. He takes time to really under the customer need and provides well thought out tailored solutions. He is a fantastic facilitator, cares about the participant experience and proactively looks for opportunities to fine tune the L&D offering.
Head of Asia/Pacific at Usabilla
Head of External Affairs Australia, Abbvie
Coaching is a proven subject with well evidenced research and tools to help advance self-awareness, develop positive frameworks and decipher your destiny so you can go after it and fulfil your potential. This was my mission as I decided to invest a little time in me and arranged to meet with The Element Coach. What an enriching experience! After just three sessions I am wiser, more determined and more focused on my own vision of success BUT more than that(!) I am able to draw on my own inspiration, internal strength and positive energy to keep me on track. Coaching is definitely a science but with Vicky it is a whole lot of magic as well!
Digital Marketing Coordinator, Health Direct
Before I started my one on one sessions with Vicky I felt lost in myself and lacked confidence to achieve what I really wanted, which was to secure a new job to progress in my career. Through Vicky’s coaching I found not only confidence in myself but finally began to believe I was good enough. Vicky gave me a way to deal with the self doubt which was previously overtaking my life. Leaving each session with Vicky I felt on top of the world which i honesty believe gave me the confidence to apply and secure the job I wanted. I can’t thank Vicky enough for her support, encouragement and words of inspiration.
National Promotions Manager at Diageo
I highly recommend Julia as a personal and professional coach! Very diligent and hands on when needed to help you plan and achieve goals! At all times throughout our coach/student journey I felt heard and motivated to learn and become better. Julia made it a safe environment for success and to learn from failure.
State Manager, Diageo
Julia’s coaching has been hugely influential in the last 12 months of my career. Her ability to get to the real heart of not realising opportunities and acting on these with retrospective tough questions, is cathartic and enabling. Ongoing I still have great challenging conversations, and hope this continues. Thanks Julia.
Head of Design, Atlassian
Julia is an exceptional sales and management coach. She has vast experience coaching staff at all levels and her work turns into real results driving up conversions. All of her courses are tailored to fit the needs of the attendees and the goals of the business and are always delivered to an impeccable standard.
Funds Management Distribution Consultant
Now that we have the input we need, we can structure a sales training plan.
THE ELEVATE CORPORATE TRAINING METHODOLOGY
The Best Sales Training Plan
We don’t just speak to managers ahead of the course. We make a point to understand what the delegates undertaking the training think they need to learn.
Based on what managers and their staff tell us they need to learn we custom build sales training modules designed for your company and its unique set of issues.
Hands on, practical workshops that end with every participant filling out an action plan, a list of actions each delegate commits to undertaking that will be revisited in two weeks.
One-on-one sessions with every participant two weeks after the workshop to talk through the actions committed to and undertaken. This ensures each delegate is accountable.
At the conclusion of all workshops and coaching sessions we run a business impact survey with a series of targeted questions that will prove return on investment. You will notice a marked difference.
Like to know more about how Elevate can help your team generate more revenue?
BUSINESSES WE LOVe
Our Sales Training Services
Elevate Corporate Training have developed a methodology for their Sales Training Courses designed to change behaviour through open lines of communication and accountability. These are learnings that stick.
Our Goal, Your Success
One of our main goals is to ensure your team moves away from transactional relationships and begins building partnerships with clients.
We do this by teaching your sales team how to develop deeper relationships with clients and encouraging them to become subject matter experts.
You will see positive revenue changes the instant this learning is implemented.
A Unique Sales Training Plan For You
Perform a Training Needs Assessment
Define Training Objectives, Outcomes and KPIs
Design Training Materials
Develop Your Training Materials
Implement the Training
Evaluate the Training
The best training plans have a built in assessment and improvement components. This allows your business to continually learn and improve in real time.
These courses are not one size fits all. They are the opposite. We base our teachings around your needs. It’s as simple as that.
We Don’t Forget The Basics Either
Your staff will still learn the basics of selling, the driving principles that every good salesperson worth their salt must know:
Uncovering the customer’s needs
Matching the solution to needs
But it is our five-point methodology that ensures what your team learns will lead to change within the individual and then the business as a whole.
Our sales training courses are run in Sydney, Melbourne, Perth, Adelaide, Brisbane and Canberra but we also travel to anywhere in Australia to help businesses drive real change.
Customised Workshops to Suit Your Unique Business Needs
Objective: Sales skills matter in the commercial arena more than ever. Sales effectiveness has changed and this workshop builds sales performance ability for the high achieving professional consultant.
Objective: Protect the yield! All too often price is used as the most common negotiation tool, at the expense of potential revenue. We aim to build consultant’s confidence to be able to better negotiate.
Delegates gain an understanding of what else you can use to negotiate, other than price, and understand how to create additional value.
Objective: To improve a consultant’s ability to present. Whether it’s one on one or presenting to a large audience, being able to pitch is arguably the number one skill needed to increase sales.
Objective: This course focuses on how we can move from transactional relationships with our clients, to becoming a partnership that delivers exceptional value.
How can we be seen as thought leaders and trusted advisors in our craft – fixers, whom our clients rely on to do business? Attendees should expect to leave with detailed account plans for at least 2 of their top accounts and the skills to repeat for others. They will improve their communication and persuasion capabilities and learn to deliver more revenue and deeper relationships with existing accounts.
Prospecting and The Social Selling Funnel
Objective: This course is designed to improve consultant’s ability to generate new business. It is not a shot gun approach but rather a thoughtful and considered strategy with proven results.
We examine all types of lead generation from digital to referrals, maximising our results vs effort ratios.
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No Follow Up
‘Off the shelf’ training modules
Large, impersonal firms
What is Sales Training?
Sales training can be a bit of a dirty word, often conjuring up images of boiler room antics and ABC (Always be Closing) acronyms. We believe sales training is about developing better relationships with customers. We still need skills like negotiating and creating influence to do this but in today’s world our success as salespeople is defined by the value we can add for our clients.
Why should my company do Sales Training?
Whether you are interested in increasing sales, reducing staff turnover or improving engagement, running your staff through Elevate Sales Training programs will deliver. Delegates always leave feeling more capable and more confident in their approach to sales.
How long does Sales Training take?
It depends on the requirements. We find out in the “Discover” phase of our methodology where we analyse current competencies and business needs. We try to keep all workshops to a half day so as to not take sales professionals off the floor for too long. Anywhere from one to five workshops may be required.
What skills will my team came away with?
Your team should walk away as relationship ninjas. We teach everything from making a good first impression, cold calling, social selling, deep questioning skills and prospecting to closing, handling objections and negotiating skills.
Are all companies trained in the same way?
Absolutely not! There are common themes required for successful selling but all our programs are tailored to a company’s requirements and capabilities.
What benefits should I expect to see after Sales Training?
More targets hit. Better staff retention. Improved team moral. Beware, training may lead to increased commission payments to your staff!
Is Sales Training just for young, inexperienced sales teams?
Learning is a lifelong journey. We have courses that are designed for beginners right through to the most seasoned sales professionals.
Like to know more about how Elevate can help your team generate more revenue?