LEAD YOUR MARKET

Our Convictions

The work of sales, its orientation and productivity are some of the major Development Factors in Sales Figures - and thus for Company Profitability.

That is why a lot of money is spent each year on the training of Sales Teams. In today's Market there is a lot of talk of "Performance Evaluation", of "changing Traditional Sales for Consultative Sales", of Developing Leadership Skills etc. - and everything seems solvable with "pills" (with 2 or 3 days of training a year outside the Company Strategic context or apparently in relation to it, which is even worse…).

But: Then when the hoped for effects don't appear - often over-sold as well - by some consultants who promise you the moon with few resources, there is little undertaking from the Management and with immediate effect.

"Techniques" versus "Models" are applied, and the Management then wonders why there are no Changes in Behaviour!… Or (worse) they use the Training tool as a Motivator when the Teams want real solutions to move forward!.

So both the Sales personnel and the Management hold onto their original Beliefs, Attitudes and Skills as if there had been no training.

Even though Training is an important part of Personal Development, the correct educational methods are not always respected; top management forgets (or doesn't want to see it like that) that it only represents one link in a chain that has at least six Key Links.

And the worst thing is: that the economic results don't improve so the Companies feel they have thrown the money away.

Top Management forgets that Training is only one link in a chain that has at least six other Key Links.

about the Control the team have in relation to Products, Services and the workings of their Market.

about the Capacity to "Get the Most out of your Client Base", which implies knowing how to choose "Critical" Criteria, who are really the best Clients and determine their real potential and the probability of them buying form you again.

about Clarity and Respect for the Commercial Processes from all of the teams which contribute to Commercial Success: Tele-Marketing (proactive calling), Customer Services (call reception), Marketing (support for sales, specific task related to winning Clients and Keeping their Loyalty). Here are some of the major sources of Growth and Cost Reduction for the most notable costs.

about the Capacity of firms to put Organisational Innovation into action when Process Optimisation requires it.

of Simplicity and Applicability of Tools both in Commercial Management and Information (CRM and Business Intelligence).

about the Team Spirit of each Department and Actor, including Motivation of each individual to take part in a Collective Project, contributing with know-how and enthusiasm to the service of all his colleagues.

Working on Skills in Training without deep treatment of the other 6 pieces, the weaknesses of which are identified after a pre-course audit, means just treating the tip of the iceberg of Commercial Problem areas and so "throwing the investment on Training and Development into the bin".

And when the problem area is very short term (6-8 months)?

Sometimes we have cases in which our clients need some quick support to get more out of their teams in a hurry, without a prior Diagnosis showing the need in these cases to mobilise different Departments or put the emphasis more on some of the 6 Pillars (the actions are concentrated more on the Sales Teams and play on a kind of training we call “Sales Impact”) - which, according to our diagnosis have the sufficient skills to apply to the Model we are proposing.

Typical Problem Areas:

• Raising the Sales Figures for a specific Product in a specific Market.

To be the first brand in a Prescription network.

Be the top brand offered by a Distributor in a given period.

Setting up an appointment campaign for success.

Defending a price rise.

Negotiating new contracts with specific client segments.

Gain more Shelf Space than the competition Brands (in Retail).

The operation "Sales Impact" consists in Developing in these cases a Success Model which consists of a "Convincing" talk, a "powerful" Argument (proven), a "Measured and Strong" Treatment of Objections, an "assertive" closure, in which our biggest Worry is putting it into action in the Network. [The last comment form a Sales Boss after a month from the launch of one of our models was: "I didn't think it would be so easy... in the framework of this Project the Results were even better than those forecasted].