Our Method

We begin with hands on simulations and interactive demonstrations. Participants discover that selling is a process, and like all processes the sales process is composed of sequential procedures. The sales team will experience that a sales process is characterized by the movement of business opportunities from one procedure to the next, and that this movement, or flow, is defined by its volume, rate, and value.

The participants will discover that the closure of individual opportunities is the result of process flow and that because closing is a result – not an independent or separable event, each procedure within the process is of equal importance to other procedures. The group will further realize that it is the consumption of time – not the loss of specific opportunities, that presents the greatest threat to sales success. Therefore, time demands the highest level of attention.

Interactive Training

This perspective promotes a new vision and philosophy of sales work.  The team sees that the job is not about a focus on closing, but rather a mission to promote and maintain systematic approach to the balanced flow of opportunities.  It is the sustained existence of that flow that results in predictable and consistent achievement of sales objectives.  The sales force becomes the manager and executor of a predefined, measurable process.