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Get in Touch With Venator Sales Group Today

Get in Touch With Venator Sales Group Today

Sales Training

The greatest challenge with sales training is the gap between comprehension and execution. It’s one thing to learn a concept, but will they own it and apply it in the field? Most sales training programs lack the coaching components that are necessary to break deeply engrained bad habits. At Venator, we realize that sales people will always default to their comfort zone when faced with resistance. Our sales training programs are built on a framework for helping sales people think critically, work collaboratively and embrace coaching. Our training is based on creating alignment between the sales person, sales management and the prospect. We believe in interrogating reality, rather than a process based on hope and fear. This is why we call it the Venator Sales “Coaching” Process.

Deliverables & Tools:

  • Sales Messaging
  • Prospecting "Pitch Tracks"
  • Sales Process Qualification Questions
  • Stakeholder Navigation Map
  • Pre-call Planner
  • Custom Guided Questions

Managing Roadblocks

Sales Management

Most sales managers will manage their team, the same way they would like to be managed; hands off and with minimal oversight. The greatest challenge is that sales management’s top skills are sales oriented; closing deals and building relationships. Very few, if any, possess the tools and strategy for creating scale and replication. At best, they ride-along with sales people closing the top deals for them. At worst, they’re in the office all day and have no visibility into where their sales people are spending their time. These issues are compounded by the common practice of promoting star sales people to management positions, without giving them the education and processes to successfully make this transition. At Venator, we take a hands-on approach to modeling and demonstrating proper methods for successful sales management. We deliver a management culture that results in three core components for the sales organization: accountability, compliance and critical thinking.

Deliverables & Tools:

  • Pipeline Review Process
  • Pipeline Stage Coaching Tips
  • Structured Deal Debriefs
  • Weekly & Monthly Planners
  • Sales Performance Scorecards
  • Key Account Expansion Plans

Sales Performance Scorecard

CRM Adoption

Most sales people utilize the company CRM as a “glorified rolodex” for opportunity tracking, entering the minimum amount of information to keep management off their back. Industry statistics state that close to 50% of sales people are using informal methods like Excel sheets and email programs to store customer data and ignoring the company's CRM. The greatest challenge with CRM adoption is that it’s viewed as a technology for reporting, as opposed to a critical tool for finding and closing business. At Venator, we recognize that sales management’s intentions are the key to successful CRM adoption. Our philosophy is that you can’t coach what you can’t see, and you can’t manage what you don’t review. This is why our team gets fully immersed and becomes part of the redeployment process by working with management to retrain, retool, and ultimately repurpose the CRM.

Deliverables & Tools:

  • Unified Company Pipeline Stages
  • Pipeline Validation Rules & Coaching Tips
  • Venator Sales Process & Planning Tools
  • Custom Reports and Dashboards

Video Testimonials

Recruiting

The typical sales candidate presents very well during the interview process and starts with an initial burst of energy. Unfortunately, as time passes, their lack of results makes you second guess your decision in hiring them. You discover they were much better at selling themselves than they are at selling your company's products and services. The mistake companies make is they blame the sales person for misleading them on the interview, rather than looking at the broken recruiting process. They are destined to repeat this cycle over and over again. At Venator, we break this cycle with a step-by-step process to interrogate reality from resume to offer letter.

Deliverables & Tools:

  • Job Profiles & Target Models
  • Interview Process
  • Interview Question Sets (for hiring Sales & Sales Managers)
  • Sales Assessment Tools
  • Role Play Scenarios
  • Onboarding Plans

CMG Plastics Video Testimonial