Sales Training
Righttrack Consultancy delivers bespoke sales training
solutions that will help your sales team achieve:
Profitable Sales
Improved Close Rates
Improved Sales Forecast Accuracy
Strategic Sales
Your sales strategy may be well defined, ready for an overhaul or at the drawing board stage.
Righttrack sales specialists provide focussed workshops for sales teams and senior sales management to refine sales strategy, define sales processes and to boost overall performance.
Programmes can cover:
Key Account Management
Complex Sales Opportunity Management
Sales Master Class - Strategic Selling
A Key Account Management programme bespoke for your business provides a solid understanding of how to manage key customer relationships.
Together we agree the building blocks and decide the programme duration to achieve your objectives:
Channels to market
Key account relationships
Skills required for key account management
Key account strategy
Solution selling
Measuring key account effectiveness
Differentiating services and offers
Contact Righttrack to discuss your specific requirements
Complex Sales Opportunity Management programmes establish a robust and consistent process for developing major accounts. They are designed to move you from being just another vendor to a trusted supplier.
Together we agree the building blocks and decide the programme duration to achieve your objectives:
Managing complexity and change in the context of a strategic sale
Qualification - are we where we think we are?
20 Question qualification tool – an objective view
Evaluate the key influencers in the customer’s decision making process
Do we have the correct sales strategy for this opportunity?
Evaluating the customer's ‘buying event’ and our value based proposition at executive,
management and operational levels
Identifying and understanding the influencers
Contact Righttrack to discuss your specific requirements
Sales Master Class workshops provide deep insights into your sales process and introduce sophisticated sales techniques. Facilitated by Righttrack specialists, the workshops revolutionise the way you deliver your propositions and customer solutions. They are individually prepared to reflect your industry, markets, and competitors to impart confidence and realise new levels of performance.
Together we agree the building blocks and decide the programme duration to achieve your objectives:
The Total Proposition
You are challenged to identify all elements of your proposition, especially those that help you
to differentiate yourself from competitors
The Creation of Value
The notion of value – what it means to your customers
How value is created by each element of the proposition and how it is communicated
Customer Strategy
Customer importance
Tools to profile customers and identify their relative importance
The Sales Engagement Process
Understanding how customers buy - the customer journey and the key stages
that customers go through to arrive at a buying decision
Development of a customer engagement process to ensure that each stage in
the customer journey is reflected with the appropriate sales activity
Consideration of the appropriateness of Activity Management and Account Planning
Key Sales Competencies
Identification of the key sales competencies that sales people need in order to engage with
customers
The combination of knowledge, skill and attitude that provides the foundation for these overall
competencies
Skill Development Sessions
Activity sessions based on typical customer scenarios following the structure of
the customer engagement process
Practical work on the two main elements of the customer engagement process:
'Getting to WOW' and 'Getting to YES'
Contact Righttrack to discuss your specific requirements
Established Sales Training Programmes
Righttrack offers in-company sales training programmes that deliver results.
The training can be bespoke to the exact requirements of the client or selected from Righttrack's extensive portfolio of established programmes. People are often pleasantly surprised that both these options can offer cost effective alternatives to sending a number of staff on a standard open (public) course.
Established in-company sales training programmes
Sales Essentials - Driving Sales Success - 2 day programme
Sales Negotiation - Driving Negotiation Success - 2 day programme
Sales Telephone Skills - Selling With Confidence- 2 day programme