Sales Force Training                 Print Version Objective Improve the sales effectiveness of inside and field sales force Client $75 million seminar and online training company Contact President Length of Engagement 10 months Methodology Assess current methods through monitoring of sales calls Identify key areas of weakness and opportunity Identify root causes of margin erosion and propose remedy Provide group sales training, highlighting common issues Develop strategies for countering customer objections Develop scripts for sales force use and modification Develop one-on-one personalized coaching as needed Deliver seminars on negotiation and selling techniques Address entire employee population at annual conference Develop collateral materials for field sales force Develop incentive plan for sales managers and directors Make recommendations on organizational redesign Output Numerous scripts, seminars, personal coaching sessions, sales tools, analyses, and incentive plans complete with software models Results Sales force effectiveness improved by over 20%. The new incentive plan improved the morale of sales managers and directors. Price discounting was reduced by over 30%. < back