A regional fuel distributor and materials handling firm had lost market share, and wanted to upgrade the selling skills of the entire sales team to regain lost business and sell more to new accounts.
Sales Training Needs Assessment
Peak Selling met with the senior management team to assess the strengths and areas of improvement of the entire sales team. It became apparent that the entire sales team needed a core set of selling skills, and that the newer employees needed some additional skills. The company had already scheduled a national sales meeting, and wanted us to use the sales meeting as a kickoff for the training.
Sales Training Solution
Peak Selling designed a 1/2 day kickoff session for the national sales meeting that was tailored from our Selling on Value and Essential Selling Skills Workshops. This initial session focused on core skills needed for the entire sales team. Because of the time constraints, a variety of Peak Selling reinforcement materials were distributed after the workshop to the sales meeting attendees. In addition, a separate "elective" session was held later in the sales meeting for the new employees only. Longer term, the client was so pleased with the initial sales training that they scheduled follow up sessions on additional skills such as handling objections and negotiating.
Additional training materials available for managers through our Coaching Kit product line, specifically, Selling on Value Not Price, Handling Objections, and Negotiation Concessions kits.