training needs

The credo of Sales Acumen is to take the guesswork out of sales and management. This is a methodology we teach and instill in our clients, and is one we employ in the solutions we provide – we eat our own cooking.

Every successful training and development program must meet the needs of the organization exactly. Time is a scarce resource and expectations of the participants is very high.

Customer identified training needs

The first step in the process is to analyze the development needs and objectives by identifying and understanding the issues that you want to address and the results you expect to achieve from the training. The next step is to validate these issues and desired results in a brief conversation with the initiator of the training request, and 2 to 4 of the expected participants.

Assessments help to pinpoint training needs

If the development needs, issues, and results have not been exactly defined, we would provide a solution that includes the appropriate use of web based assessments that identify specific development areas, which you would then prioritize.

Customize workshop

With the exact needs agreed to, a solution is defined by drawing on our core competencies, and those of our strategic partners, to customize a workshop that addresses the issues and delivers the desired results.

Sales consultants & teachers

To insure the identified needs are met, results-oriented sales consultants and teachers with proven people, communication, sales, technical, financial, business, relationship and problem-solving skills conduct all training workshops. 

• Instructors have a track record of consistent, high-performance consultative selling experience that provides immediate credibility for maximum impact.

• Instructors use of Adult Learning Methods—obtained from academia, Fortune 500 and sales masters’ R&D—to insure participants are enthusiastic about their developmental coaching, understand how they benefit, and immediately utilize acquired behavior to increase profitable sales.

Meeting client objectives

We use a modular training curriculum—enabling the closing of defined skill gaps.

• Increase sales productivity by advancing demonstrable behavior in all phases of the sales process—territory management, lead generation, prospecting, qualifying, client interactions, solution development, proposal preparation, closing negotiations, and relationship management.

• Transform the direct sales organization from product sales to consultative solution sales to provide increased client value.

• Integrate professional selling skills with product and service training for new hires, experienced sales representatives and partners.

• Transition focus to desired outcomes—listening rather than talking, learning buyer requirements rather than presenting seller offerings, interpreting risk tolerance before calling for action.

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