Our Approach

In developing our unique and participative approach to sales behavior change in complex business-to-business selling, we have been guided by three principles and a number of inspirations:

Principles:

• Selling today is a complex affair, combining multiple skills, people, tools and knowledge.
• The vast majority of sales people understand the basics of the many elements that go into being successful.
• No single skill or tool will make the change; there is a need to integrate specific changes into the overall selling approach.

• We have researched the methods used by sports coaches, particularly sports where the activity is fluid and involves complex integration of strategy and multiple individual skills (football, soccer, rugby, tennis, basketball, golf etc.)
• We have researched the myriad of new techniques being applied in the general world of education, to discover successful approaches in other fields.
• We have used our own experiences both as line sales managers, and as facilitators helping 1000's of sales people change their behaviors.
• Our carefully tracked and measured ROI’s from current and former ProAct client programs which have exceeded 400%

The ProAct Transformational Model:
We have adapted a proven model and applied it to sales behavior change. The model looks at four traditionally defined stages of development, and adds a fifth stage, identified and described by many academics and sports coaches in recent years. Using this model as a basic template, we have developed our five stage model of sales behavior change.

Design of Sales Behavior Change programs:
The crucial discovery we made, was that it is essential for sales people to practice, refine and become comfortable using the new found skills during any development workshop.

In real life, sales people face tremendous pressures, and expecting them to start implementing new skills after a 'training' program just does not work. This discovery was behind the development of our simulation methodology, which enables workshop participants to actually start using their newfound skills and tools in an environment which reflects real life, but in a very condensed time period. Sales people should exit this phase with the confidence to use the skills automatically, having tested and experimented with them a number of times.

	Learning-by-doing format
	Customized simulations for each client
	Field proven Methodologies, Models and Tools
	Delivered by industry experienced Facilitators
	Ongoing Learning Development Programs to reinforce new sales behaviors

For further information on our approach to Sales behavioral Change download the ProAct Beyond Sales Training Briefing Paper