improving people performance
improving sales performance
Behavioural Sales Training
Quo design and deliver learning and development programmes for sales and sales management teams and individuals, in both consumer and business-to-business sectors.
Most sales people have received “conventional” sales training, providing knowledge of and some classroom practice in successful sales skills and techniques. But sales people and the organisations they work for struggle to move performance beyond where conventional sales training takes them.
And while some of the more “motivational” sales training courses can have a temporary effect, improvement tends not to be sustainable. Such programmes provide what participants at best describe as “a useful reminder” or “one or two good tips”.
Quo’s approach brings a new dimension to knowledge and skills-based approaches; it relies on developing better behaviour on the part of the sales staff and the development of a better management environment for their success.
We involve sales people in self-analysis of their sales process, and in developing an awareness of that experience as seen from the customer’s point of view. This helps staff reinvent the way they interact to deliver greater customer satisfaction (and accompanying sales value). The approach is highly personal to the programme participant and the business context in which they perform.
We help sales managers see the connection between the customer’s view and that of their sales teams, and identify the creative change agenda required to build the environment in which their staff can excel.
Finally we help devise a behavioural performance management process that continually identifies and promotes high-performance behaviour, and so sales.
Each assignment is creatively designed around the client’s unique business development issues and opportunities by linking them to the personal development goals and processes for the individual.
