Sales Effectiveness One of the key questions that our clients ask as they face the fiercely competitive market conditions of today is: "How do we change from a largely PRODUCT FOCUS to a more SOLUTION ORIENTED sales approach that quantifies our BUSINESS VALUE to the customer?" Utilizing our unique “Multidimensional Sales Simulation’s” participative approach to provide confidence with either specific skills or the combination of all skills needed in today’s competitive sales environment, we turn theory into practice. All of our programs are highly customized to ensure their relevance to your sales teams. We work closely with you to implement a Sales Business Improvement Program, not simply run training courses..

Most corporate sales improvement initiatives are implemented independent of one another, separated by time and lack of context. Research has shown that most sales teams struggle to understand how these components have relevance in the pursuit of sales opportunities. This results in apprehensive teams using their own creativity and guesswork to integrate tools, management, sales training, products and corporate initiatives. ProAct understands that in the world of sales, context is everything. Sales teams are challenged to understand and balance the integration of all the resources and knowledge that has been provided to them. Our programs are designed to build sales confidence to pursue the best opportunities and trail blaze with new products and offers. By integrating planning, account strategy, teaming, sales tools, and effective sales conversations, then incorporating their sales management, ProAct graduates confidently show a more measurable revenue improvement over their peers.

By understanding the need to tie true business and financial value to solutions and then practicing those skills in a customized, relevant multidimensional sales simulation, we bring about real behavioral change in sales teams resulting in faster results from your sales campaigns. These workshops are used to: Introduce/reinforce your key solution offerings. Introduce/reinforce effective cross-selling across your organization Launch new key strategic solutions Quantify the business value of your solution Develop real team-selling The workshops will allow you to realize: More demand creation Earlier engagement in the sales/purchase cycle Higher and broader customer contacts Closer business-to-business relationships with your customers More/better business from existing customers Increased win ratios Sales people are much like any other professionals.  They require knowledge integrated with tools, resources and copious amounts of practical application to achieve Mastery. Sales Effectiveness is often interpreted as “the need to invest more.”  The fact is, more product training, tools and programs, although important, can generate more confusion and leave sales teams overwhelmed.   ProAct not only makes sense of the integration of all the sales effectiveness investments, but also creates the customized environment, which allows the teams to build sales skills through simulated practice.  This builds Mastery. Our simulation-based programs provide the missing component of the sales effectiveness process… the ability for the professional to safely practice in a simulated environment, which emulates the sales process.  Simulation produces real consequences and helps transform sales behavior to achieve Sales Mastery. Role Play versus Multidimensional Sales Simulation Multidimensional Sales Simulation Practice elements put into context of entire sales process Focuses on multiple skills Integrates use of skills in the total role Tests the skills in different conditions Meet multiple customer characters in company organization Every 15 minutes is a new ‘day’ - meetings every other 'day' Teams navigate higher and wider in customized customer scenario Meetings viewed and recorded via CCTV Instant feedback from 'customers' and facilitators Executive Presentations and Elevator Pitches Competitive atmosphere with prizes     Vs.   Role Play Practice elements taken individually - out of context Focuses on a single skill Bounded by time and scope Ideal for practicing and gaining proficiency in a single element Download our Beyond Sales Training Briefing Paper for more information on our approach

Let ProAct customize a program to improve your sales effectiveness.

Some of our most popular programs include:

• FOUNDATION SELLING SKILL- In today’s in highly competitive marketplace, where good sales people are difficult to find, new sales people are often “thrown to the wolves” with little in the way of basic selling skills. This program covers a wide range of basic skills, allowing the new sales person to quickly develop the craft work of selling.

• BUSINESS VALUE SELLING- More and more buying decisions are being more heavily influenced by Financial Decision Makers including Finance Directors, CFO’s and Financial Analysts.  Many organizations will now insist on a full Business Case or Return on Investment (ROI). This program provides familiarity with business finance and includes discussions about how Return on Investment and Business Cases can help win business.

• SUCCESSFUL SOLUTION SELLING- Customers are no longer buying products, they are in need of solutions that meet a business need.   This program helps our clients transition from a Product-based sales approach to a Solutions-based sales strategy.  The Successful Solution Selling approach combines knowledge of your offerings, with training on the skills necessary in a solution-selling environment, and most importantly to give participants the opportunity to practice this approach in a safe yet intense multidimensional environment that catalyzes actual change in behavior of the sales teams.

• EXECUTIVE LEVEL SELLING - Most buying decision now require approval from a customer's executive team. This program helps your sale teams understand the characteristics of the C-Level, what is important to them and how C-Level meetings differ from meetings with other levels of the organization. A customized high impact simulation provides the participants a chance to internalize the learning and build confidence conducting executive meetings.

• SALES MANAGER COACHING- In many cases excellent sales people have been promoted into the position of sales manager, but have received little sales management training at how to get the most out of their sales team. Through interactive lecture, role plays and simulations, sales manager learn the difference between managing versus doing as well as how to coach their sales people to become better sellers using our simple Coffee Shop Coaching methodology.

• TELESELLING - More often than not in today's business environment, a good portion of the sales campaign is conducted by telephone or email. This virtual style of selling requires crisp and powerful communication skills. This program includes interactive lecture on best practices in tele-selling, the structure of the telesales call, planning the call, handling objections, concise communications and gaining commitments.  Over half of the workshop is devoted to practical work, where calls to prospects are simulated in individual and group scenarios.

• MANAGING ACCOUNTS PROACTIVELY- In most cases, sales teams do not have actionable account plans due to over complex planning tools or no tools at all. This program is configured to implement one or a suite of simple yet powerful tools, appropriate to your business conditions and challenges.  In many cases we can integrate previous investments into the overall program.  The program focuses on implementation using real accounts ensuring that sales teams carry out proactive approaches.

• SALES OPPORTUNITY PLANNING - In transactional sales environments, or when accounts do not require full account planning, a powerful opportunity strategy is needed. This program provides easy to use tools to qualify the opportunity and build an actionable plan based on your open and hidden positioning within the account as compared to the competition.