Sales
Sales Transformation Programme
Location: In-House
Length: 12 Months
Intended audience: Salespeople, BDRs and SDRs
The NTP Sales Transformation Programme offers a comprehensive training experience that combines Training Needs Analysis to get to know your business and bespoke the training content, pre-course 1:1s, 5 x 1-Day workshops and post-course one-to-one coaching with each delegate.
Our goal is to improve people's performance and your bottom-line results.
This 12-month programme starts with a series of meetings to get to know your business and its people to ensure we understand your culture and identity. It also makes the course facilitation more relevant to you – not just something off-the-shelf
The workshops explore the 5 Pillars of Sales Excellence: -
- Know Your Purpose
- Know Your Business, Products and Services
- Know Your Customers and Competitors
- Know Your Actions, Standards and Measures
- Know Yourself
Applying the 5 Pillars methodology transforms your approach to sales and improves the habits in your salespeople to make customers more likely to buy!
This increase in confidence supports the delivery of a better experience to your customers and links directly to Customer Service scores e.g. NPS/CSAT improve.
The NTP approach ensures these improvements are tangible and measurable and that the learning is embedded – drastically reducing the likelihood of individuals reverting to their previous behaviour.
Your business can have amazing premises, great hardware, and software, and you might also have some great people. But if those people do not know how to sell it will not succeed – it’s as simple as that!
Our style is exercise based, facilitative and learner-centred, considering the needs and preferences of the group on the day whilst at the same time meeting the specific objectives for every session.
There’s also an interactive PDF workbook that supports each session, acts as a handout, and contains exercises for the delegate to complete during and after each workshop.
Course List and Content
Understanding the specific learning needs of our clients and their chosen audience is our differentiator and ensures that the content of the workshops and associated coaching is relevant.
We will talk to your Learning and Development Team and Senior Managers to understand their needs and outcomes, and then weave them into our content.
Being clear on a business’ purpose provides a shared understanding of WHY we are employed and should guide every action your salespeople undertake.
If what they are doing or who they are being cannot be linked to your purpose, they SHOULD NOT be doing it!
We will explore their purpose in this business, the outcomes they should be looking for, and link everyday actions to your purpose.
If you cannot describe your proposition, and be clear on what business you are in, how can you stand out from the crowd?
Knowing your business is paramount to avoiding actions and activities that can leak resources, time, and focus from your salespeople.
We will explore who you are and what you do as a business, the purpose of the products and services that you offer, and agree on what differentiates YOUR products and services from everyone else’s.
By analysing and researching your customers and competitors on an ongoing basis, you will get to know their behaviours, strengths, and weaknesses.
Knowledge of your customers and competitors ensures you anticipate their actions and stay one step ahead.
We will explore who your customers and competitors are, how to conduct effective customer and competitor analysis, and how understanding their objectives and strategies can help you sell to them.
Knowing the specific actions, standards, and measures of success in a sales role is critical.
This knowledge will motivate and inspire your employees: one of the biggest reasons that objectives are important is that they give your workforce a target to aim for and the drive they need to deliver results.
We will agree what ‘GOOD’ looks like and define the skills, knowledge, attitudes, and habits that contribute to continued success.
Every successful individual, in every business, at every level needs to know ‘WHO THEY ARE’ and whether their unique psychological footprint helps or hinders their ability to be successful.
We are ultimately in control of who we are BEING, and this influences everything that is known, thought, felt, or perceived about you and the behaviours and outputs you deliver.
We will consider what you want people to say, think and feel about you when you are NOT in the room.
- Increased level of engagement
- Safe place to gain perspective
- Deeper level of learning
- Build personal awareness
- Support for improving specific skills
The 6 months following the workshops provides every delegate with 6 x 1-hour coaching sessions to ensure the learning from the workshops is embedded and that positive action is taken.
With the assistance of a coach, individuals can set goals and then actively work towards them, increasing the likelihood that their goals will be achieved.
The individual is responsible for managing their goal achievement and progress is reported directly to their supervisor, their coach, and the administrator of the programme.