Sales Training

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.

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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.

Expect Success.

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

Testimonials

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

Discovery

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.

Design

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.

Workshops

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.

Coaching

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.

proving roi

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

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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.

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A Unique Sales Training Plan For You

STEP 1
Perform a Training Needs Assessment

STEP 2
Define Training Objectives, Outcomes and KPIs

STEP 3
Design Training Materials

STEP 4
Develop Your Training Materials

STEP 5
Implement the Training

STEP 6
Evaluate the Training

STEP 7
Be Agile!!

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:

Building rapport

Uncovering the customer’s needs

Matching the solution to needs

Closing

Objection Handling

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

Essential Sales

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.

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Agenda:
Developing self-awareness and why this matters
Communication styles and relevance to business
Developing your personal on and offline brand
Using Linked in and Social selling
Understanding buyer types
Managing a pipeline
The entrepreneurial mindset
The role of networking and building business
Developing an elevator pitch
Cold calling and Inside sales
Ice breaking techniques – getting noticed
Effective questioning techniques
The role of rapport
What interests your candidate, what interests your client
Presenting benefits, matching needs
Delivery, pitching, creating value and desire
Recognising buying signals
Gaining advancements and closing techniques
Overcoming objections
Practical exercises and simulations

Negotiation Skills

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.

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Delegates gain an understanding of what else you can use to negotiate, other than price, and understand how to create additional value.

Agenda:
The difference between sales and negotiation and why it matters
How to create additional value
Developing a negotiation strategy
Introduction to “Non Positional Negotiation”
Understanding the client’s position
Successful negotiation outcomes
How negotiation nurtures a relationship
Practical negotiation exercises

Perfect Pitches

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.

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Agenda:
Understanding your audience
Creating business presentations
Content, tone and body language
Preparation and practice
Calming nerves
Story telling

Account Management

Objective: This course focuses on how we can move from transactional relationships with our clients, to becoming a partnership that delivers exceptional value. 

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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.

Agenda:
Understanding your client and their business
Defining your market niche
Advanced questioning techniques
Demonstrating thought leadership
Assertive communication
Developing trust to deepen relationships
Closing and next steps
Overcoming objections
Creating account plans

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.

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We examine all types of lead generation from digital to referrals, maximising our results vs effort ratios.

Agenda:
Developing a Personal Brand
Where do leads come from?
Generating and nurturing leads
Creating a lead funnel
LinkedIn best practices for lead conversion
Moving prospects offline
Becoming the “go to” for our market niche

Top 11 Mistakes Companies Make
When Hiring An External Training Partner

(And How You Can Avoid Them)

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When Hiring An External Training Partner (And How You Can Avoid Them)

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No Follow Up

‘Off the shelf’ training modules

Large, impersonal firms

FAQs

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.

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