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- 2. Sales Effectiveness Providing Knowledge & Bridging the Confidence Gap Confidence Selling at all Levels Building the Business Case Reinforce, Repetition, Recognize & Refresh = Momentum Strategic Selling Mgr Coaching Engaging Clients and Proving Value Confidence with the solution 1/3 Confidence Multidimensional Simulation Manager Training Fundamentals Marketing Launch Buy-In Incentives & Motivators Provides Knowledge of Skills, Tools and Techniques Required to be successful Basic Sales Skills Business Value Selling Skills Account Planning Training Marketing Sales Activation/ Launch Foundational Selling Skills 2/3 Knowledge
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- Yet most training initiatives are simply not going far enough to improve sales performance. Although you may be currently investing in very relevant sales tools and training….What’s missing is the confidence to apply the learning’s in real life. Pilots, Surgeons and other professional require knowledge bridged with confidence in order to build proficiency… why should it be any different for sales people? Confidence Selling at all Levels Building the Business Case Confident Embodiment of Business Value Selling Complex Managed Solutions Multi-Level Client contacts Business-Drivers Focused Helps align client/ AT&T Strengthens training investments Customized by Segment/ Surrounding Market Conditions Manager Training Fundamentals Marketing Launch Total Sales Buy-In Incentives & Motivators Provides Knowledge of Skills, Tools and Techniques Required to be successful Mostly NON-customer facing training (technology, tools, processes, sales techniques) Reinforces need to sell technology as “Solutions” but stops short of proving Client Business Value Stresses importance of CxO contact yet remains a struggle to get past IT Level contacts Knowledge of “How To Engage Clients” but not Confidence or embodiment of new skills Usually a one-size-fits-all program Reinforce, Repetition, Recognize & Refresh = Momentum Marketing Sales Activation/ Launch Foundational Selling Skills Engaging Clients and Proving Value Basic Skills (Product, Tools, Soft) Strategic Selling Skills Account Planning Training Strategic Selling Mgr Coaching Knowledge Must Be Bridged with Confidence