A Sales Training Plan Customized to Your Company
We have identified key issues that hinder a sales team’s performance and we provide a complete coaching plan to fix them
Explore our Sales Training Solutions
Sales Optimization
Sales Management Training
Common Issues
Sales managers usually lack an efficient and effective sales process for coaching their sales people to optimize their performance.
The Venator Approach
We provide management with the tools and processes for driving successful new business development activity.
- Assigning individual sales territory plans
- Creating and measuring prospecting activity
- Building effective compensation models
- Performing structured pipeline and deal reviews
- Developing key growth account plans
- Executing effective team meetings
Setting Goals and Territory Plans
Common Issues
When it comes to territory plans and compensation models most organizations struggle with trial-and-error approaches.
The Venator Approach
We provide management with a structured system for developing compensation models, team revenue goals and sales plans for proactively reaching those targets.
- Company Sales Quota Development
- Individual Sales Territory Plans
- Compensation Models
- Large Account Targeting
- Key Growth Account Segmentation
Sales Strategy
Common Issues
The greatest challenge with sales training is the gap between learning in the classroom and execution in the field.
The Venator Approach
Our sales training programs are built on a framework for helping sales people think critically, work collaboratively and embrace coaching.
- Leveraging targeted messaging
- Exploring the business drivers
- Navigating decision makers
- Aligning with the buying process
- Remediating 11th hour roadblocks
- Creating a pre-call plan
CRM Adoption
Common Issues
The challenge for most sales organizations is the inconsistent utilization of the CRM by both the sales team and management.
The Venator Approach
We fully integrate our tools and process into the company’s CRM, making it part of the sales culture.
- Pipeline stage validation rules
- Pop-up coaching tips
- Qualification questions
- Custom account planning tools
Sales Classes
We provide on-site training and virtual classes for corporate sales teams to fill the pipeline with qualified opportunities, get in front of the right stakeholders, and close more business. Additionally we offer our Sales Accelerator program for new sales hires and technical staff that have recently transitioned into a sales role.
Pipeline Management
- Using sales pipeline stages to create a win-strategy
- Leveraging “Ride-alongs” to align with your manager
- Developing precall sales plans
- Leveraging guided questions to ask on a sales call
Deal Conversion
- Negotiating for access to key decision makers
- Navigating politics, influence & power
- Amplifying the business drivers
- Aligning with your champion to create a business case
- Remediating objections & roadblocks
Sales Skills
- Adapting your selling style for the prospect’s personalities
- How to get customers to overcome ambivalence
- Advanced listening and questioning techniques
- Overcoming your self-limiting beliefs as a sales person
- Utilizing psychology to progress the sale cycle
Pipeline Development
- Generating Proactive referrals
- Creating a key-account expansion strategy
- Developing your cold call strategy and messaging
- Advance Cold Calling techniques
- Leveraging Linkedin for account research
New Hire Training
- Online Assessment evaluating sales coaching needs
- A highly interactive one day sales process bootcamp
- Core 1 Pre-call strategy planning class
- Core 2 Prospecting and cold calling class
- A six-month all-access pass to our weekly virtual classes
Virtual Training
The Venator Virtual Club
“Virtual Sales Training done right!”
A highly engaging environment for sales people to refresh as well as learn new sales skills. We offer live weekly instructor-led classes.
Topic categories include:
- Developing a robust pipeline
- Improving your deal conversion rates
- Optimizing your forecasting accuracy
- Maximizing your sales skills
The Venator Management Virtual Club
We offer monthly sales management training sessions where we facilitate critical topics and provide a forum for sales leadership to learn and exchange ideas.
Topic categories include:
- Scouting and recruiting the best sales talent
- Performing an effective ride-along
- Developing a key account growth strategy
- Offering feedback to your sales team
- Optimizing your pipeline accuracy
Hiring Process
Common Issues
The typical sales candidate presents very well during the interview process, but unfortunately over time doesn’t fulfill expectations and begin making excuses for lack of results.
The Venator Approach
Implement an effective hiring process from placing the ad to making an offer and onboarding a new rep.
Deliverables & Tools:
- Job Profiles & Advertisement Templates
- Filters for Reviewing Resumes & LinkedIn Profiles
- Interview Question Sets & Role Play Scenarios
- Online Sales Assessment Tools
