Sales Team Development
Critical Path Strategies' client-customized sales training helps sales leaders create selling organizations that consistently deliver predictable, sustainable, superior results in ever-changing markets. Our comprehensive, complementary workshops provide the practical processes, strategies, and skills needed to sell the value of your solution throughout the sales cycle, and increase sales effectiveness at all levels of your organization.
Based on best practices among leading sales organizations, our sales methodology and analytical tools are incorporated into a disciplined, how-to sales process that encourages internal collaboration on real-world sales opportunities and generates high-performance, customer-focused sales strategies. Sales teams leave working sessions armed with executable strategies and action plans for specific accounts that can be implemented immediately.
In addition to account, relationship, and opportunity strategy development, our summary documents are used for team communication, actionable updates, and sales call planning. They are a great way to channel ideas and improve the value chain.
We deliver sales training in a way that best suits your environment and culture. We can facilitate a workshop at your company offices, or be a part of your annual sales kick-off meeting. We can train your trainers, or provide on-demand training through our customized e-learning modules. The end product is the same: Your sales teams, equipped to present and align the value of your products and services, build high-value customer relationships, expand their opportunity, and increase revenues.
What pushes successful teams forward, in spite of obstacles, corrections, setbacks, and even failures? Account strategy. We help you drive collaboration and consensus toward an executable account strategy through account planning. We focus on team enrollment, strategic account management principles, and strategy creation with accountable work plans.
The ability to effectively manage the sales pipeline is paramount to the company's financial success and how it is perceived both within its own organization and in the capital markets. But too often, sales leaders only engage in pipeline management in the latter stages of the sale. They are most attentive as they near closing the deal and sealing the forecast. But this does not address a misstep in deal progress or forecast accuracy.
You ask your sales teams to strategically manage their customers and opportunities in a way that optimizes their competitive position, achieves their desired productivity, and maximizes their return on investment. Are you equally strategic in managing your sales teams?
Just as you seek to balance your financial portfolio in terms of real estate, stocks, and bonds, you need to balance your go-to-market portfolio in terms of your solutions, customers, competition, and sales/technical/executive teams. How do you best manage and maximize the value of the portfolio of solutions and services under your responsibility?
Critical Path Strategies has sharpened the skills of selling professionals in different companies, industries, geographies, and cultures. Our professional sales training emphasizes account vision, team collaboration, effective communications, sales call preparation, and financial selling.
Did it take you longer to dress for your sales call than it did to prepare for it? Standing in front of the customer is not the most optimum time to formulate a value proposition or sales strategy. If you are allotted 30 minutes with a decision maker, you better be prepared. This limited time makes it imperative that your communications be clear and concise, and demonstrate high value for the decision maker.
It's much easier to gain new customers when you retain the ones you have. So how do you guide your selling organization in managing accounts to ensure that a balanced approach is taken to drive revenue, build relationships with customers, and address customers' ongoing satisfaction?
Establishing a good coverage strategy that is able to withstand changes in customer preferences, product lines, and economic conditions is the basis for a selling organization's success and momentum.