Sales Training Courses
IMPROVING THE PERFORMANCE OF YOUR BUSINESS
Taylor Mason is an accredited centre for the delivery of Institute of Sales and Marketing Management qualifications. The role of Taylor Mason Sales Management Courses is to provide alternative, none academic routes for professional development leading to recognition of achievement by industry bodies.
Underpinning our work within the sales area are the Occupational Standards for Sales. We use these standards in a number of ways, all of which have been designed to support businesses in meeting their corporate sales objectives.
Experienced sales professionals, all of whom have held senior sales positions and so have credible first hand experience. In many cases our development team still provide in-the field support as sales directors and developers.
Our Sales Training Course Service Includes
Our services are provided by experienced sales professionals, all of whom have held senior sales positions and so have credible first hand experience. In many cases our development team still provide in-the field support as sales directors and developers. Underpinning our work within the sales area are the Occupational Standards for Sales. We use these standards in a number of ways, all of which have been designed to support businesses in meeting their
Sales Training Consultancy
Our support can range from a free ½ day consultation through to a detailed analysis of the full marketing mix:
We achieve this by providing analytical tools that we can use on your behalf or that we can support you to use. Both methods ensure you have the correct personnel in place to meet your sales objectives. This can be extended to decide what new skills might be required for future recruits, where perhaps traditional or past methods are not meeting your corporate aims.
Sales Talent Assessment process
Ensuring the right person is in the right role is a vital component of every organisation’s talent
management strategy: not only is this the key to optimising the performance and return from
your sales operations, it also facilitates retention of top talent.
Therefore, selecting the right role against which to assess each individual is essential in order to derive maximum value for your business from the Sales Talent Assessment process.
Sales Process Alignment:
Reviewing areas such as:
• Value Framework and Messaging
• Go to Market approach
• Communication alignment
• Management and support systems
• Sales process and Methodologies
• Individual skills and knowledge Strategy Planning
Needs Analysis: Tactics, reviewing corporate, team and individual skills, all measured against recognised sales occupational standards. Providing client and their teams with identifiable improvement action plans that will support corporate and individual
goal and target attainment.
Corporate Sales Development:
Using workshops and trusted methods to pre plan and then implement go to market tactics to meet corporate sales objectives.
Sales Management Training:
Bespoke support development services that include:
- • Director level workshops
• Line manager development
• Coaching and mentoring development
• Assessment training
• Train the trainer programmes
• Managing Sales Territories
• Motivation and compensation planning
• Managing a sales team
• Recruiting a sales team
Sales Team Development:
Bespoke support to address issues such as:
- Prospecting for new business
- Handling objections, negotiating and closing business
- Preparing and delivering sales presentations
- Time and territory management
- Sales pipeline management and forecasting accurately
- Writing and delivering sales proposals
- Planning and managing justification/ pilot programmes
From Learning to Performance
Our philosophy at is to transform learning into work based improvement. We achieve this by following the 70:20:10 model of development where: 10% of what we learn is from formal sources, books, internet, classroom based courses.
How we really learn as adults is by transferring the 10% of information into what we do on a regular basis, that is, in the work place, or the 70% From time to time we may need reassurance or guidance and as such would turn to a colleague, a line manager or mentor to see if what we have learnt and then tried to put into practice is indeed working. This is the 20%.
By supporting our clients install a 70:20:10 framework within their organisations, Sales Improvement Services can provide development services that can truly meet the needs of the business and help provide development services that are habit changing rather than merely information sessions.