Improving Results through Sales Training:
The Challenge Ahead
Do you feel dissatisfied by the lack of significant and enduring effect of training on your sales outcomes? It is quite common for a sales training course to have little to no impact on sales figures, and even more astonishing is the apparent acceptance of this reality by certain business owners and managers who do not pursue return on investment.
What is Different About Prosell’s Training Approach?
What Prosell does is to put into clear steps how the miracle occurs. Our training programs encompass all the elements that that achieve measurable workplace change:
- Training that is customised so that people improve in the key areas they need to in order to have an impact on results
- Training that results in measurable implementation plans, which can be managed
- Clear goals set for post training activity and results
- Sales management are given the tools and, if necessary, the skills to coach and develop real expertise
- Simple checks that maintain focus, through the use of a mobile.app that links sales person, manager and trainer
Why is this Approach to Training so Important?
Without the right process, training rarely translates in to revenue improvement. For many, it is a box ticking exercise; an activity that is not measured because no one really expects any change. Developing sales skills, like developing any skill, had clear guidelines and rules.
Our work is guided by a clear principle, that training courses do not, on their own, change the effectiveness of people in the workplace.
(Dettaman and Sternberg – Transfer on Trial 2005 – this publication evaluates the transfer of learning from classroom to workplace of sales skills training. They concluded that 86% of unsupported skills training fails to transfer into the workplace. And the 14% that does transfer dissipates within 4 months.)
That means with classroom training alone, you will waste 86c of every $1 invested.
The Skill Development Model
The Skill Development Model, which is a universal model and shows how all skills are acquired and developed, shows you the steps you must follow.
Licence to Sell™ - The Prosell Workplace Accreditation Program
This is a very powerful program, which supports, coaches and accredits people for showing they meet the standards expected of them – both skills and results, in the workplace.
What would it mean if all your sales team were at the standard required?
Where has Prosell used this Process to Improve Client Results?
Over the years, we have helped our customers achieve some impressive results, for example:-
- Significant sales revenue uplift - we have seen increases of 50%-200%
- An average order value growth of 36%
- 47% increase in customer retention
- Improvement in Net Promoter Score by 11%
- A 39% reduction in employee attrition
It is a methodology that had given real bottom-line increases to a range of clients. From Harrods in The UK to Suncorp in Australia, from Comcast in 16 US States to the 700 people at Dell’s sales centre in Malaysia, we have applied these principles to significantly change results. Read our case studies to see how we perform and what our customers are saying.
Talk to us about developing a program tailored to your needs:
Prosell has resources to deliver sales training courses and programs across Australia;
covering Sydney, Melbourne, Brisbane, Perth, Adelaide, Canberra and internationally.
