Sales Training Capabilities
We have knowledgeable, experienced faculty serving your recruitment and business consulting needs. We provide your firm with the programs, consulting services, resources, and methodologies needed to develop sustainable improvements in sales performance that will directly impact your company’s top and bottom line. Our programs are based on the latest in sales performance research and learning methodology and offer hands-on real-world applications that deliver lasting results. Our one-of-a-kind Professional Sales Laboratory allows your sales team to learn by doing and to receive the immediate feedback from peers and trained sales assessors that is so critical to effective learning.
While we conduct every sales training course to meet your custom needs, some possible courses are:
- Sales boot camp (great for sales people of all levels of experience)*
- Understanding buyer behavior
- Verbal and nonverbal communication skills
- Strategies for developing effective presentation and negotiation skills
- Customer service excellence: How to win and keep customers
advanced sales management
- Prospecting strategies to build a qualified pipeline
- Sales forecasting
- Key account management
*All participants will receive a personal DVD recording of all their sales calls and exercises made during the training session. Participants will receive a personalized assessment based on these mock sales calls..
Fisher Institute of Professional Selling Faculty
The Fisher faculty has over 20 years of combined experience teaching professional selling, sales management, and negotiations. They keep up to date in the most current research and teaching methods. This is evident by numerous publications, including two books, one of which won the American Marketing Association’s Berry Book Prize for 2009.
The Fisher Institute’s faculty has work experience in three continents and has performed sales training and consulting in many companies including:
- First Energy
- Welty Building LTD and E4B
- Maroon, Inc
- Hitchcock, Fleming and Associates
- Midwest Industrial Supply
- Foseco Steel
- United Parcel Service
We have a proven record of high approval ratings for the sales training from those we have trained.
Why the need for sales training?
- There is a definite link between sales training and salesperson productivity.
- U.S. companies spend approximately $8.7 billion annually on training.
- 53% of executives said that their sales forces preformed only as well as or worse than their competitor’s.
- Most sales people perform lower than company standards (only about 40% of quotas are met).
Unfortunate facts about current training
- Sales managers tend to not understand how different Generation X and Y are in terms of sales training needs.
- Sales people should be more focused on the roles of: market analyst and planner, selling team coordinator, customer service provider, information gatherer, sales forecaster, and market cost analyzer – and this is not the current focus of sales training.
- The single biggest difference between top performers and poor performers is listening skills, yet most sales people do not seem to understand this.
- 80% of the selling process should be devoted to understanding customer needs.
- Studies show an average 50% error rate in terms of sales people understanding their customer’s expected performance levels.
- 47% of salespeople admit to having no clue about their customer’s biggest concerns.
- 65% of sales mangers focus on building volume instead of wooing profitable customers.
- In order to completely understand customer needs, sales people must have high levels of analytical skills to understand productivity goals.
- An average of only 10% of training is devoted to questioning and listening skills.
- 40% of sales training is designed to increase product knowledge.
- Sales people are not adequately equipped to deal with personnel such as production engineers, quality assurance personnel, design engineers, and other technical staff which may make up the buying center.