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| CPG's
Corporate Sales
Training Workshop Methodology
Pre-workshop Customization or ‘Tailoring’
Most companies have unique
selling challenges that many times don’t fit a particular sales
model. Our methodologies and techniques incorporate many of the
industries best and brightest sales minds. Before we design a
customized workshop, we first will interview both sales management and
selected members of the sales force. From the results of those
interviews, we will build a set of the most appropriate mix of
approaches and best practices from those many sources. That is why
we call our deliverables ‘Workshops’. As workshops, they are
designed to be modified to fit the particular challenges of our
client’s environments, including those that have multiple
challenges within a sales force. As a matter of course, each of
the workshops contains some customization, as the workbooks
delivered to the participants are modified to at least contain
company and product or service references and industry jargon,
so that students feel the material is not being ‘forced to
fit’. At the other extreme, the Major Account Selling workshop
usually includes actual account reviews and planning sessions
for each account so that the deliverables of the workshop
include actionable sales plans that can be put into use
immediately after the sessions. Indirect selling models also
generally require a fair amount of customization to fit the
selling model, market and product set.
We may also design ongoing
programs that take into account the most immediate needs of your
sales force and build multi-workshop programs that are run over
a period of months or a fiscal year all designed to help
increase sales.
In-workshop
There are
basically three ways people learn: kinesthetically (by doing),
visually, and through listening. As the population is split
almost evenly (38%, 34% and 29% respectively), we use a
combination of all three manners during our workshops to help all
students learn equally, no matter what kind of “learner” they
are. Therefore, we use the following training techniques in our
workshops:
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Interactive
lecture presented through PowerPoint, white-board and
flip-chart media peppered with humor, stories, and
thought-provoking questions to keep participants engaged |
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Group and
break-out discussions designed to get participants to engage
in designed the specifics of their approaches where
appropriate so that they ‘own’ what they will use |
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Written
exercises and ‘fill in the blank’ workbooks to keep
participants engaged throughout |
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Role playing in
small groups (designed to foster participation without
embarrassment of getting up in front of the whole group) |
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Real life work –
getting on the phone in Appointment Making, real account
reviews in Major Account Selling, real pipeline review in
Tactical Opportunity Management |
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Optional video
taping of role playing sessions for follow-through work and
optional audio taping in Appointment Making |
Post-workshop
Follow-through
CPG also believes that no
training program should be viewed as an individual stand-alone
event, but as a process and a journey. Stephen Covey
believes it takes twenty-one days
 to
make or break a habit. We therefore build into each
program, a series of bi-weekly
follow-through steps with both sales management and the sales
staff, which will vary with each program and each organization’s
specific challenges. Most are designed with three sessions
designed to transfer the follow-through knowledge to sales
management. By the third step, sales management should be
performing the follow-through sessions without CPG assistance.
Examples of those steps are as follows:
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The selling skill workshops
include assigned homework at the end of the programs designed
to keep the process of learning going. CPG staff reviews that
homework and then can either share our thoughts with sales
management or the participants themselves based on the design
of our follow-through sessions. |
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The TOM (Tactical Opportunity
Management) pipeline review phone sessions with the sales
teams to review their sales funnel to reinforce techniques to
focus on right opportunities and forecast accurately for TOM |
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The Appointment Making sessions review the raw
results as well as the ratios, practice techniques to assure
proper usage and tweak approaches where necessary |
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Optional web-based appointment making support
software designed to reinforce the key metrics of CPG’s
selling model and track your prospects |
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CDs and books from authors that our
methodologies and techniques are built upon as appropriate
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Quarterly published newsletter by Caponi
Performance Group |
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Access to the
www.caponipg.com website, where concepts, ideas, tips, and success stories,
etc. can be found |
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Workshop workbooks in which participants make
their own notes to go along with the teaching materials are
designed to be used as follow up documents |
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Individual consulting services that are custom
designed to fit the challenges of a particular sales
organization, including surrogate sales management oversight
for smaller organizations after the workshop is over |
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