Wilson Learning Americas
Sales Training and Sales Management Development for Today’s Sales Challenges
Today, new demands challenge even the most experienced sales professionals. Does your sales team have the tools, mindset, and capabilities to deliver the consistently high performance needed to succeed in this new competitive environment?
- Sales Professionals who know how to build and maintain long-term successful business relationships with customers. These include Account Executives, Sales Representatives, Account Managers, and Major Account Executives.
- Be aware of their own strengths and development needs
Programs & Services Description Salesperson Navigator Comprehensive 360-degree feedback process identifies salesperson strengths and development opportunities using our key Sales Superiority competency model. Sales Advantage Portal Salespeople have access to an integrated sales portal that provides tools for planning, development, and implementation of new sales skills. The resources support salespeople as they transition from acquiring key skills to successful early and constant use. - Identify and gain access to new sales opportunities
Programs & Services Description Counselor Prospecting Salespeople learn to make better "Go-No/Go" decisions about prospects earlier in the overall sales process. - Use an effective sales process to manage a sale from initial contact to closing the business
Programs & Services Description Counselor Salesperson Salespeople learn a win-win approach to selling that emphasizes problem solving from the customer’s point of view. Consultative Process Sales specialists learn a problem-solving mindset and an effective process for consulting with both internal and external clients. - Identify customer business issues and develop compelling solutions
Programs & Services Description SAS—Conducting Strategic Business Calls:
Discovering CSFsSalespeople gain the skills and confidence to make strategic business calls, uncover their customers' critical business issues, and create offerings that address these business priorities. Counselor Salesperson Salespeople learn a win-win approach to selling that emphasizes problem solving from the customer’s point of view. Turbocharging Discovery Agreements Salespeople deepen their ability to better apply the critical Discovery and Discovery Agreement skills that are the foundation of the Counselor Approach. Turning Information into Sales Salespeople will gain the tools to effectively discover business needs, identify what matters and apply it so they are able to create compelling solutions. Consulting with Clients Salespeople learn to diagnose the client’s change-readiness, identify interests and potential allies, and help set clients up for successful implementation. - Develop sales presentations that powerfully connect to audience needs
Programs & Services Description UPFRONT: Persuasion Through Presentation Salespeople learn how to develop and deliver clear, concise, compelling presentations that will effectively influence your target audience. - Develop effective sales relationships with all types of buyers throughout the organization
Programs & Services Description SAS—Conducting Strategic Business Calls:
Discovering CSFsSalespeople gain the skills and confidence to make strategic business calls, uncover their customers' critical business issues, and create offerings that address these business priorities. SAS—Aligning with Customer Buying Behaviors Salespeople learn how to look beyond their own selling priorities and adapt their offering to meet the client's buying priorities—fitting into the customer's business and buying processes. Versatile Salesperson People buy from people they are comfortable with. Salespeople gain a simple yet robust method for improving their ability to quickly build rapport with customers and prospects of all levels. - Expand business in current accounts
Programs & Services Description Turning Information into Sales Salespeople will gain the tools to effectively discover business needs, identify what matters and apply it so they are able to create compelling solutions. SAS—Conducting Strategic Business Calls:
Discovering CSFsSalespeople gain the skills and confidence to make strategic business calls, uncover their customers' critical business issues, and create offerings that address these business priorities. Global Awareness Salespeople will be become more savvy toward inter-cultural interactions and thus more effective at conducting business across cultures. With a greater depth of knowledge salespeople will avoid cultural misunderstandings and conduct business more efficiently and effectively. - Negotiate effectively to protect margins, ensure profitable sales, and strengthen customer relationships
Programs & Services Description Negotiating to Yes Salespeople learn a proven approach for turning face-to-face confrontation into side-by-side problem solving. This efficient process helps salespeople reach optimal business agreements that are satisfying to both parties and actually strengthen professional relationships. SAS—Aligning with Customer Buying Behaviors Salespeople learn how to look beyond their own selling priorities and adapt their offering to meet the client's buying priorities—fitting into the customer's business and buying processes. - Build sustainable consultative relationships at the individual and business-to-business level
Programs & Services Description SAS—Conducting Strategic Business Calls:
Discovering CSFsSalespeople gain the skills and confidence to make strategic business calls, uncover their customers' critical business issues, and create offerings that address these business priorities. SAS—Creating Differentiated Offerings Salespeople learn how to maintain and expand business in both existing and new accounts. As a business advisor to clients, salespeople create solutions that clients truly value to develop real differentiation. Versatile Salesperson People buy from people they are comfortable with. Salespeople gain a simple yet robust method for improving their ability to quickly build rapport with customers and prospects of all levels. - Differentiate themselves and their offering from the competition
Programs & Services Description SAS—Creating Differentiated Offerings Salespeople learn how to maintain and expand business in both existing and new accounts. As a business advisor to clients, salespeople create solutions that clients truly value to develop real differentiation. - Access and manage multiple contacts and levels within complex accounts
Programs & Services Description SAS—Conducting Strategic Business Calls:
Discovering CSFsSalespeople gain the skills and confidence to make strategic business calls, uncover their customers' critical business issues, and create offerings that address these business priorities. - Sales Support and Implementation Professionals who can effectively support the implementation of solutions that meet customer requirements and deliver business results. These include Technical Sales Specialists, Product and Marketing Managers, Solution Consultants, Overlay Sales Representatives, and Implementation Teams.
- Determine whether they have the right skills
Programs & Services Description Salesperson Navigator Comprehensive 360-degree feedback process identifies salesperson strengths and development opportunities using our key Sales Superiority competency model. - Assess customer needs and requirements
Programs & Services Description Consultative Process Sales specialists learn a problem-solving mindset and an effective process for consulting with both internal and external clients. Consulting with Clients Salespeople learn to diagnose the client’s change-readiness, identify interests and potential allies, and help set clients up for successful implementation. Turning Information into Sales Salespeople will gain the tools to effectively discover business needs, identify what matters and apply it so they are able to create compelling solutions. - Create innovative solutions linked to customer business needs
Programs & Services Description Sales Advantage Series Helps high-performing salespeople analyze their customers’ business issues to create dynamic business solutions that align with client strategic priorities, provide valuable solutions, and expand opportunities for growth within the account.
(Creating Competitive Business Solutions - updated) - Collaborate effectively with own and customer implementation teams
Programs & Services Description Versatile Salesperson People buy from people they are comfortable with. Salespeople gain a simple yet robust method for improving their ability to quickly build rapport with customers and prospects of all levels. Global Awareness Salespeople will be become more savvy toward inter-cultural interactions and thus more effective at conducting business across cultures. With a greater depth of knowledge salespeople will avoid cultural misunderstandings and conduct business more efficiently and effectively. - Align marketing and product support with the sales process
Programs & Services Description Counselor Salesperson Salespeople learn a win-win approach to selling that emphasizes problem solving from the customer’s point of view. Consulting with Clients Salespeople learn to diagnose the client’s change-readiness, identify interests and potential allies, and help set clients up for successful implementation. - Adapt to a variety of communication and decision-making styles
Programs & Services Description Versatile Salesperson People buy from people they are comfortable with. Salespeople gain a simple yet robust method for improving their ability to quickly build rapport with customers and prospects of all levels. Global Awareness Salespeople will be become more savvy toward inter-cultural interactions and thus more effective at conducting business across cultures. With a greater depth of knowledge salespeople will avoid cultural misunderstandings and conduct business more efficiently and effectively. - Manage issues and problems to maintain customer satisfaction
Programs & Services Description Negotiating to Yes Salespeople learn a proven approach for turning face-to-face confrontation into side-by-side problem solving. This efficient process helps salespeople reach optimal business agreements that are satisfying to both parties and actually strengthen professional relationships. Signature Service Service providers learn to manage contacts in a way that offers greater satisfaction to customers and increased customer loyalty. - Inbound Sales Representatives who can identify customer needs and issues, build rapport, and establish valuable customer connections. These include Inbound Sales Managers, Client Relations Specialists, and Telephone Sales Specialists.
- Determine whether they have the right skills
Programs & Services Description Salesperson Navigator Comprehensive 360-degree feedback process identifies salesperson strengths and development opportunities using our key Sales Superiority competency model. - Ask questions to assess customer needs and interests
Programs & Services Description Inbound Sales Excellence Inbound salespeople and call center agents gain the skills to guide the incoming call, discover the caller’s needs, relate those needs to a solution, and finalize the sale. They also learn how to establish credibility for increased customer connection and loyalty. Turning Information into Sales Salespeople will gain the tools to effectively discover business needs, identify what matters and apply it so they are able to create compelling solutions. - Identify qualified customer opportunities
Programs & Services Description Counselor Prospecting Salespeople learn to make better "Go-No/Go" decisions about prospects earlier in the overall sales process. - Manage emotions and maintain focus on customer needs
Programs & Services Description Inbound Sales Excellence Inbound salespeople and call center agents gain the skills to guide the incoming call, discover the caller’s needs, relate those needs to a solution, and finalize the sale. They also learn how to establish credibility for increased customer connection and loyalty. Versatile Salesperson People buy from people they are comfortable with. Salespeople gain a simple yet robust method for improving their ability to quickly build rapport with customers and prospects of all levels. - Offer and support the right combination of products and services to meet customer needs
Programs & Services Description Inbound Sales Excellence Inbound salespeople and call center agents gain the skills to guide the incoming call, discover the caller’s needs, relate those needs to a solution, and finalize the sale. They also learn how to establish credibility for increased customer connection and loyalty. - Respond effectively to customer concerns and questions
Programs & Services Description Inbound Sales Excellence Inbound salespeople and call center agents gain the skills to guide the incoming call, discover the caller’s needs, relate those needs to a solution, and finalize the sale. They also learn how to establish credibility for increased customer connection and loyalty. - Follow up with customers to ensure satisfaction and repeat business
Programs & Services Description Signature Service Service providers learn to manage contacts in a way that offers greater satisfaction to customers and increased customer loyalty. - Move customers from a negative or neutral attitude to become satisfied repeat customers
Programs & Services Description Signature Service Service providers learn to manage contacts in a way that offers greater satisfaction to customers and increased customer loyalty. - Sales Managers and Sales Leaders who understand and communicate the business strategy while creating the conditions for maximizing sales performance. These include District Sales Managers, Regional Sales Directors, and Area Vice Presidents.
- Assess salesperson competencies and key areas for development
Programs & Services Description Salesperson Navigator Comprehensive 360-degree feedback process identifies salesperson strengths and development opportunities using our key Sales Superiority competency model. Salesforce Compass This simple-to-use needs analysis tool diagnoses the top development priorities of a sales organization across a range of key sales effectiveness competencies. - Assess sales manager competencies and key areas for development
Programs & Services Description Sales Leader Navigator This 360-degree feedback process is for sales leaders at all levels. It evaluates the leadership skills that a successful sales leader needs based on Wilson Learning’s flexible Integrated Sales Leadership competency model which can be quickly and easily customized to meet your organization’s specific needs. Leadership Forecast Series The Leadership Forecast Series provides important insight about the behavioral tendencies and motivational drivers that can either enhance or inhibit a leader's potential for success. - Set business strategy and goals and forecast sales effectively
Programs & Services Description The Sales Leader Manager This course provides sales managers with a process for helping their salespeople realize their full sales potential by creating an environment that supports successful business results. It helps sales managers understand their own role in executing sales strategy so they can help salespeople align to the organization's strategy. - Select and hire sales team members with the right skills and experience for effective performance
Programs & Services Description BASIS Report for Selection As a key component in your overall selection process, the BASIS Report evaluates a candidate’s potential for being a successful hire for the job and for your organization. Interviewing for Selection Part of our Leading for Performance leadership development series, Interviewing for Selection is a one-day program that offers leaders behavioral interviewing skills that have been proven to dramatically enhance an organization’s employee selection process. - Foster a customer focus and sales solution focus across organizational boundaries
Programs & Services Description Counselor Salesperson Managers can implement this course to help support teams and other functions understand the selling approach they are using that emphasizes problem solving from the customer’s point of view. Turning Information into Sales Managers can implement this course to help support teams and other functions gain the tools to effectively discover business needs, identify what matters and apply it so they are able to create compelling solutions. The Sales Leader Manager This course provides sales managers with a process for helping their salespeople realize their full sales potential by creating an environment that supports successful business results. It helps sales managers understand their own role in executing sales strategy so they can help salespeople align to the organization's strategy. - Set individual and team performance expectations to maximize sales results
Programs & Services Description The Sales Leader Manager This course provides sales managers with a process for helping their salespeople realize their full sales potential by creating an environment that supports successful business results. It helps sales managers understand their own role in executing sales strategy so they can help salespeople align to the organization's strategy. Managing Sales Performance Sales leaders see how to drive performance through their coaching efforts. Sales leaders gain the tools and skills they need to improve, maintain, and stretch the performance of all their salespeople, achieving results at all levels. - Coach effectively to improve individual and sales team performance
Programs & Services Description Lighthouse Coaching Managers gain the power to effectively coach and support the programs that their sales force just learned which significantly improves the results and helps ensure lasting change. Coaching for Sales Performance Offers sales managers coaching skills and techniques to create the conditions under which salespeople can succeed. Managing Signature Service Gives customer service managers and supervisors the information, skills, and approaches necessary to coach their direct reports for improved job performance. Reinforcing the Counselor Approach Provides ongoing learning and sales coaching support for sales managers and their salespeople in support of Counselor Salesperson. The course offers a step-by-step process and tools for working individually with salespeople to enhance their counselor approach skills. Reinforcing Signature Service Designed to reinforce skills and concepts that participants learned in Signature Service. Included in each session is an action planning section that encourages participants to use their skills on a daily basis. The Sales Leader Manager This course provides sales managers with a process for helping their salespeople realize their full sales potential by creating an environment that supports successful business results. It helps sales managers understand their own role in executing sales strategy so they can help salespeople align to the organization's strategy. - Evaluate / measure outcomes to ensure effectiveness of sales coaching and performance improvement initiatives
Programs & Services Description Impact Evaluation A flexible evaluation process of the development effort. It involves short surveys of participants and their managers and may involve win/loss reviews, manager interviews, business metrics, and “best practice” sessions.
Profile for Sales Success
Achieving the sales goals that sustain and grow the business over time requires sales training that develop key strategic selling skills and behaviors. (Expand the headers and bullets below for a list of the competencies for sales success and Wilson Learning's related content.)Sales Professionals
Sales Support Professionals
Inbound Sales Representatives
Sales Management
Sales Training and Resources for Achieving Success
As a global leader in sales training and sales management development, Wilson Learning offers a comprehensive approach to training that includes proven research-based programs, innovative custom solutions, and the use of technology to enhance, reinforce, and sustain training experiences.
As a sales executive, you know the importance of advancing the overall ability of your sales organization to compete effectively. To achieve your goals, you need to: assess your organization’s readiness, ensure that developmental efforts are aligned with strategy, and create an environment that ensures high performance.
To assess your sales organization's competitiveness, ask yourself these key questions:
| Ask Yourself | Wilson Learning's Capabilities |
|---|---|
| Do you have the right strategy to achieve your sales goals? | Consulting for sales process improvement |
| Do you have the right sales talent with the right sales skills to implement your sales strategy? | Assessment of salesforce readiness, strength, and gaps |
| Do you have the right development programs and path for your sales team? | Skill building combined with the motivation and mindset to change behavior |
| Do you have experienced facilitators to deliver your training and development programs? | Professional, experienced facilitation and certification for in-house resources as requested |
| Do you know how to ensure you are maximizing the return on your development investment? | Sustainability and reinforcement that advances sales performance |
| Are your sales managers equipped to coach to the new skill set required to implement your strategy and achieve the sales goals? | Coaching and implementation preparation for sales leaders |
| Do you have a way to evaluate how effective the programs and initiatives you are putting in place are in achieving your objectives? | Measurement and evaluation systems to quantify business value |
Sales Performance articles and papers
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