Corporate Training Solutions to Suit Your Needs
Corporate Training Solutions:
Often times, field-level sales managers come from the ranks of being former "A" sales people. They're excellent problem solvers, great at putting out fires, and amazing at closing deals. However, they lack a repeatable and efficient process for coaching and developing their sales people to improve and become more self-sufficient. The dependency on their key players, as well as themselves to drive territory numbers, creates vulnerability and inhibits the organization from hitting its growth goals.
- Performing a Structured Pipeline Review
- Deconstructing an Opportunity
- Creating a Large Account Targeting Strategy
- Developing an Account Expansion Program
- Implementing a Cohesive Recruiting Strategy
- Executing a Productive Ride Along
The issue with most sales training is that it presents a checklist of static process steps that requires very little critical thinking on the part of the sales team. The fact that so many deals are falling apart, is less about the execution of sales techniques, and more about using them on the wrong level stakeholders. The Venator process is grounded in the pursuit of political alignment with all stakeholders that play a role in the decision. Our goal is to enable sales people to negotiate access to power, as opposed to relying on internal advocates who overestimate their own influence.
- Utilizing a Formal Sales Process
- Exploring the Business Drivers
- Navigating to Power Stakeholders
- Creating the Pre-sales Project Plan
- Remediating 11th Hour Roadblocks
- Leveraging Targeted Messaging
The biggest problem with sales training is the gap between the classroom and execution in the field. Reinforcement training is not enough; the learned concepts must be embedded in the organization's DNA. At Venator, we accomplish this task by fully integrating everything we teach in the classroom into the company's CRM.
- Pipeline Stage Validation Rules
- Pop-up Coaching Tips
- Qualification Questions
- Packaged Salesforce.com Objects
When it comes to product training, most companies have an abundance of material. However, when onboarding sales people, there is a lack of professional sales training being offered to ensure rapid success. Alternatively, the existing sales training curriculum lacks the strategic components needed in today's selling environment. At Venator, we have a blended approach with 20+ sales programs delivered both live and online, along with customized core classes that help sales people regain control of the sales cycle.
- Deal Conversion
- Pipeline Development
- Pipeline Management
- Sales Skills
- Management "post-training" Discussion Guides
Do you have a training initiative or a specific sales challenge that you are looking to address by engaging your sales or sales management team with highly interactive workshops?
At Venator, we have a variety of ways in which we deliver our programs. Whether it’s onsite, online or a blended approach, our promise is to introduce the most relevant content with trainers who practice what we teach.
Contact us today to customize a workshop for your needs!
Organizations typically contact us looking to address one of two sales training issues: developing more opportunities, or addressing challenges with converting the leads that are in their pipeline.
At Venator, we built a platform for both opening and closing target accounts that enables the salesperson to create an alignment with the prospect at every stage of the sales cycle. This empowers salespeople to negotiate with and influence their champions so they can regain control of both the sales and buying process. We focus on sales tools for preparation, sales techniques for execution, and sales training programs that create leverage and address the most common roadblocks in corporate sales.