First things First
Foundational Sales Training
The most sustainable training solution is to first have your whole sales team go through the Four Pillars E-learning course to establish the baseline of foundational skills and disciplines. The delivery system of Sales Professional Training curriculum is designed to be led and coached by your sales managers!
Just think how powerful it would be if your entire team went through The Four Pillars of the Sales Profession over a four-week period, followed by each sales manager processing and applying each segment with their team! That is a pivotal, hands-on way to refocus, re-energize, and redirect your sales professionals. Our training delivery system is designed to establish a culture of ongoing training and practice. It can empower your sales managers to really coach and pour into their sales professionals like never before.
COURSE: The Four Pillars of the Sales Profession (Foundational sales training and skill development). The same complete content as the former ‘live’ sales training camps! Includes 12 downloadable course tools (such as territory planning, time management assessment, account strategic planning, pre-call planning tool, objections worksheet, etc.) Integrated sales manager involvement and coaching exercises assure sustainability. Standardizes vital disciplines and creates a common sales and coaching language!
WORKBOOK: A workbook is included as a tangible point of reference to take notes and maximize the learning. All electronic tools are included as downloads.
DURATION: Approximately 20-25 hours
DELIVERY: 3-4 hours of online independent work weekly - followed by weekly 1hr+ meetings with the manager and team! We provide detailed weekly agendas – so it is easy and consistent.
PRICE: $845 per person (contact Don Buttrey to register your team and initiate the E-learning!) This training method is cost effective as it has no hidden costs. No travel, lodging, venue rental, expense accounts, or blocks of time off the field! Terms are invoice upon registration and payment due upon receipt.
Coaching Services
“live” Personal Coaching through the course by Don Buttrey
It is preferred to let our training system empower your sales managers to coach their team through the sales course. The salespeople report to them and ownership and reinforcement of the curriculum disciplines and skills, ‘top down’ from management, is powerful and sustainable.
However, some sales department situations may need an experienced professional trainer to coach the sales team through the course. Don Buttrey now offers an option to lead your team through the E-learning – personally. This is much more effective than lecture from a podium! This personal coaching option includes four, 1-2 hour follow-up sessions with the group virtually in Zoom meetings. (Managers are welcome and encouraged to sit in on these meetings if desired!) The sessions will apply the learning and review application assignments. After the final session, role-playing is strongly suggested! (see role-play service offered below). After completion of the training, I will offer insights to the manager(s) with a general assessment of each salesperson’s effort, response to the training, and ongoing coaching needs. This additional service is $6,700 for a group of up to 12 salespeople (plus their individual course registration fee of $845 each).
Role-playing Services
These can be on-demand or scheduled sequentially for the whole team. It is ideal to include immediately after completing the Four Pillars course! Each salesperson selects an upcoming call with a challenging customer and provides Don with detailed info about the situation, customer, and specs using an online form. One of Don’s associates plays the part of that customer in a virtual role-play with the salesperson before they make the actual call. Don Buttrey and their sales manager critique the role-play and offer coaching and constructive feedback. The role-plays are also recorded for additional review and skill improvement. This exercise is an excellent skill development practice, and it greatly improves the success rate when the salesperson makes the actual call!
Investment: $480 per role-play.
Conquest Account Strategic Planning
Each salesperson selects 1-3 Conquest/Key accounts approved by their manager. They compile detailed information about the account, growth goals, contact profiles, competitive SWOT analysis, and a step-by-step plan using an online form that is forwarded to Don Buttrey and their manager. Then each salesperson meets with Don and their manager virtually to review their plans and get input and creative ideas to enhance their strategic plans and assure long-game success! Accounts are to be monitored quarterly for one year to document measurable growth and prove ROI.
Investment: $410 per person