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Overview
THE ProAct
PRODUCT SUITE enables the delivery of a comprehensive Sales Training
and Development program customized for you specifically. We work
closely with you to implement a Sales Business Improvement program
not simply run Training Courses.
The ProAct
Sales Model describes the sales skills needed for Professional, Proactive
Account Management.
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Foundation Skills - the basic
face-to-face selling skills and interpersonal skills. |
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Knowledge - of the customer, the market,
your organization, the competition etc. |
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Personal Attributes - including drive, determination,
honesty, etc. |
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Customer Servicing - the ability to provide
a 'buying service' and excelling at customer satisfaction. |
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Relationship Building - with customer technical
staff, and key technical and business managers. |
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Virtual Account Team Leader - the ability
to create and lead virtual teams, with no management authority. |
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Consulting (Building the Business Case) -
the use of a 'Solution Selling Methodology' for demand creation. |
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Sales Bid Planning - the use of a Sales Bid
Planning Methodology, for winning discrete opportunities. |
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Strategic Account Planning - the use of a
Strategic Account Planning Methodology, to develop long term
'Partnerships' with key customers. |
ProAct can help
in all areas of Sales Training and Development, from Foundation Selling
Skills to Key Account Management, together with Sales Management Training
and Coaching. Our core programs include:
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FSS
- Foundation Selling Skills |
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BOSS/M
- Sales Management |
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MAP3
- Account Planning |
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BOSS/M2
- Sales Management |
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ProAct2
- Sales Bid Planning |
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Sales Camp |
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S3
- Successful Solution Selling |
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Teleselling |
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S4
- Late Cycle Issues |
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Sales Management Coaching |
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Compelling Business Propositions |
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Executive Level Selling |
All the programs are delivered through a Workshop approach and are
highly interactive and practical, ensuring the real-life adoption
and application of the materials presented. |
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