OUR PROCESS
Most revenue generating (sales) training is composed of one or more days in a training session and the conclusion by the instructor, “Good Luck and Good Selling”. As experienced management we know that unless there is re-enforcement, accountability and skills based training to re-enforce what is learned, sales training sessions are nothing more than events. To gain continued and sustained improvement the go-to-market strategies and tactics of your company need to be sustainable.
The Vision Group has been active in helping organizations in a number of industries change not only the way they go-to-market, but, the very culture of their operations. We are focused on developing sales processes which allow sales organizations to "SENSE" where the customer is in their buying cycles and to be a "UNIQUE" buying facilitator, not a typical "product pitching" sales person.
We believe, and our clients agree, that systemic, re-enforced, measurable and coachable processes provide prospects and customers with the knowledge that your products and services are differentiated and valuable. We implement successful strategies, techniques, & tactics that help organizations transform the perceptions prospects and customers have about them, resulting in improved sales and customer retention.
Outlined below is the process that we follow as we work with you to implement our services.
1. Initial consultation
A conversation about the current situation within your company,
division or department. Covering your stated goals, what issues/reasons
may be impacting your performance, and ‘capabilities’ needed
to close performance gaps or to exceed performance objectives. This
initial consultation is a non-billable event.
2. Process Definition
This service assists the sales and marketing organization in
defining “best practices” needed for their future. Once
these definitions are developed and agreed to, then the organization
is in a position to “transfer” this knowledge, strategies,
techniques, and tactics to sales and marketing personnel.
3. Development and execution of Best Practices workshops
These workshops are targeted for appropriate sales, marketing,
management and senior management to:
- Implement a systemic sales and marketing methodology designed to achieve growth and profitability.
- Implement a “measurement” process which ensures the organization has a “dashboard” regarding performance achievement and appropriate understanding of improvement areas.
- Help managers at all levels in how to quickly assess department, division, and corporate goals, understand how to coach managers and sales/marketing personnel to achieve their goals, and how to become a “practitioner” to sustain long term high performance in their respective organizations.
4. Best Practices workshops for delivery personnel
The purpose of these workshops is to ensure that the entire organization
is in alignment with the sales and marketing methodologies and to develop
‘best practices’ for project management and ongoing ‘awareness’
within their clients regarding new sales opportunities
5. Maintenance consulting
Designed to ensure that implemented sales and marketing methodologies
continue to operate at desired performance levels.
These services are
available via an as needed basis, a retainer services agreement or on a project oriented basis