Alan Rigg

Sales Training and Sales Management Training Seminars, Workshops, Webinars and Teleconferences

What is your desired outcome when your company invests in sales training or sales management training? Do you simply want to exposeyour salespeople and sales managers to new skills and concepts? Or, do you want to change how your salespeople and sales managers perform their day-to-day activities? In other words, do you want to change their behavior?

Sitting in a class for a couple of hours or days is a good way to exposesalespeople and sales managers to new skills and concepts. However, new skills often feel strange and uncomfortable. Many salespeople and sales managers worry that attempting to use the new skills with real, live prospects or customers will cost them sales and hard-won credibility. So, they abandonthe new skills and continue to rely on "old" behaviors that are more comfortable for them.

What is required to accomplish lasting behavioral change?

Here is the process we recommend, teach, and help our clients implement:

1. The desired changes must become part of management's daily dialoguewith salespeople and sales support personnel. This shows that management is seriousabout implementing the changes. (It's not just "the flavor of the month.")
   
   
2. Sales managers must learn how to help their salespeople become comfortableexecuting the new approaches. This means they need to become proficient in the new skills themselves and be prepared to oversee frequent practice sessionsfor their salespeople.
   
   
3. Salespeople are trainedin the new approaches. This training can be delivered in person or via webinars/teleconferences.
   
   
4. Sales training skills and concepts are repeatedly practicedby salespeople until they become second nature. This is accomplished through role plays and other interactive training activities.
   
   
5. Sales managers hold their salespeople accountablefor using the new approaches. They make it clear that these are NOT optionalactivities!
   
   
6. Sales managers consistently and repeatedly inspecttheir salespeople's activitiesto confirm they are actively applying the new approaches.

What is our role in the training process?

That's really up to you! We will take responsibility for as much or as little of the work as you wish. With that said, here are some of the key components of many of our sales and sales management training engagements:

1. Determining Training Priorities

The process usually begins with a discussion to determine the prioritized objectivesof the training project. While training content can be completely customized, it often includes selected topics from our 80/20 Selling System™.

If you click the following link you will see a table of contents for the 80/20 Selling System™ Home Study Course. It provides a master list of sales and sales management topics that we are very comfortable addressing. Which of these topics are your training priorities?

2. Assessing Training Participants

You may want to assessyour salespeople to determine each individual's unique strengths and weaknesses. This information can be extremely valuable in training situations.

Click the following link if you would like to learn more about our very comprehensive and specialized sales assessments tests .

3. Developing Training Tools

Depending on the kind of training that will be delivered, it can be beneficial to develop customized toolsin advance of the training and train salespeople to use the tools effectively. A good example is Get Dangerous Quickly™ documents , which are used to teach salespeople how to find and qualify opportunitiesfor specific products and services.

4. Delivering Training

The next step is delivering the sales and/or sales management training. This can be done via live, in-person sessions. However, a more affordable approach may be to deliver the training via webinars or teleconferences.

5. Assisting with Post-Training Repetition and Reinforcement

After the initial training has been completed, there are several ways we can work together to create the repetition and reinforcement necessary to truly ingrain key training concepts and accomplish desired behavioral changes. These include:

• Follow-Up Training and Practice Sessions:We will be pleased to train your sales managers to manage these very necessary activities. Or, we can participate in some or all of the follow-up training and practice sessions in a very cost-effective manner (via webinars and/or teleconferences).
  
  
• 80/20 Selling System™ Products:We offer a variety of products ranging from a comprehensive Home Study Course to books and audio programs. All of our products are designed to provide step-by-step instructions for accomplishing key sales and sales management objectives. For more information, visit our sales and sales management products page.
  
  
• 80/20 Sales Leader Memberships:Our 80/20 Sales Leader membership website provides a comprehensive array of sales and sales management resources, including articles, audio recordings, transcripts, recorded webinars and videos. Plus, membership provides salespeople and sales managers with access to monthly Open Q&A Callsand monthly Guest Expert Calls. There is even a membership tier that enables your salespeople and sales managers to have personal consultationseach month with our president, Alan Rigg.

For More Information

If you would like to explore the possibility of having Alan address your group, please call our toll-free numberor send us an e-mail . We will be happy to schedule a no-obligation telephone appointmentto discuss your company's specific situation.

My company's websites provide a wealth of useful information about the products and services we offer. These include http://www.8020sales.com ,   http://www.mysalestest.com  and http://www.8020SalesLeader.com . Of course, we also welcome the opportunity to schedule a no-obligation telephone appointmentto discuss your specific interests, needs and concerns.

Phone (Toll Free): 866-531-3917

E-mail: questions@8020sales.com