According to our experience sales directors tend to overemphasize the technical managing and measuring part of their jobs. This provides a unique and useful foundation for a wise sales director to start developing their sales force.
We utilize focused tools in sales development, for example the Sales Capability Analysis®. It is an established and comprehensive sales focused tool that was developed internationally. It measures 18 predefined Sales Competences® and 12 Sales Mindsets®.
The Sales Mindsets® are a group of strong and entrenched assumptions or attitudes that describe how a particular sales representative tries to reach their goals. It is vital to identify them because they imperceptibly direct a sales representative’s actions, problem solving, and decision making, causing both adverse and beneficial effects.
Completo DISC enables us to familiarize ourselves with the customer as an individual, to understand their logic and decision making style, so as to reach excellent rapport despite a possible difference in behavioral styles. This offers a formidable boost to sales skills.
The next stage of sales development usually calls for our Sales 18® report, which combines the Sales Capability Assessment® and Completo DISC profiles. It enables sales leadership that leverages the behavioral style, knowledge, and strengths of an individual sales representative while developing their specific sales competences. With the Sales 18® report we find the best practices for every representative when it comes to behavior and communication with customers.
Great sales development and sales management inspires sales representatives to recognize their development needs and to strengthen their sales skills also by themselves. Motivation levels increase along with more sales successes, leading better job satisfaction. The end result is a positive feedback loop and a rapid growth of results.
Tools used in sales and purchasing training
Sales Capacity Assessment® (Development)
Sales Capacity Assessment® (Recruiting)
Sales Capacity Assessment® (Sales Management)
Sales Capacity Assessment® team reports
Completo DISC Sales Representative’s Profile
Completo DISC Purchasing Representative’s Profile
Sales 18® Profile
Facilitation of sales teams
“It is vital to identify Sales Mindsets because they imperceptibly direct a sales representative’s actions, problem solving, and decision making, causing both adverse and beneficial effects.”
1. Sales leadership
In this training we focus on developing sales leadership by better recognizing sales competences. We discover which kinds of competences individual sales representatives of your organization need and how we should develop your leadership to support the growth of these competences.
We utilize an established and comprehensive development tool, the Sales Capability Analysis®, to measure the prevalence of explicitly defined Sales Competences® and Sales Mindsets® in your sales organization.
As a result of the analysis, you will receive a Sales Manager’s report and all necessary team reports to help focus the development of individual representatives, teams, and the whole organization by describing clearly which competences are lacking and where. The reports include tangible directions on how to develop your sales leadership.
The sales representative report accurately pinpoints their strengths and development areas, increases awareness and understanding of the competences needed for one’s job. The report also contains an personal development plan to improve their sales competences and achieve more success in their work.
Sales Capability Assessment® as a tool for sales leadership
Developing sales as a sales manager or a superior
Coaching in sales leadership
Phases of the sales process
Sales roles, their strengths and weaknesses
Follow-up of sales
Benefits in a nutshell
The most important sales competences are discovered
Functional tools for the development of sales competences
Sales development resources are utilized efficiently
The first workshop for developing Sales Competences® is a session for the whole sales team in which we unravel everyone’s personal Sales Capability Assessment® reports. The Sales Capability Analysis® is an established and comprehensive development tool that measures the prevalence of explicitly defined Sales Competences® and Sales Mindsets® in your sales organization.
The workshop aims at creating awareness and understanding about the competences needed for one’s job as well as discovering personal strengths and development areas. We’ll workshop development plans for representatives and teams to direct development efforts towards the most relevant and necessary competences.
The second workshop for developing Sales Competences® is held when the sales team has received their Completo DISC behavioral profiles. The Sales 18® tool combines the data from both assessments.
In the workshop everyone will discover what kind of sales work best suits their behavioral competences, and which behavioral competences should be developed to best increase their sales competences.
Sales Competences® shortly
Unraveling Sales Capability Assessments®
Personal strengths and development areas
The most important competences for sales in our organization
A training for the whole sales team to discover customer thinking, customer relationship management and development. We direct your sales team to control your customer relationships systematically with planning, goal setting, and consistency.
In this sales training, we will build and learn a customer-oriented approach to reach customer relationship development goals.
We’ll define guidelines and subgoals to systematically direct sales representatives in sales situations. This gives a tangible skill boost to even the most senior sales representatives.
Customer thinking, sincere customer understanding, tenacity, and a skill to close deals underlays reaching numeric sales goals. We develop practices of long-term customer follow-up and sensitivity to identify customer needs. It is vital to hear and understand what a particular customer values, when to act, and how to direct the customer relationship towards added value for both.
Managing customer relationships
Goals of customer relationship management
A strategy for customer relationship management
The rainbow of customer relationship management
Customer thinking, customer-centricity
Developing customer relationships at a personal level
Systematic process for sales situations
The process for creating long-term customer relationships
Benefits in a nutshell
Clarity in customer relationship management and customer strategies
Improved recognition and capitalization of sales opportunities
Predicting needs of existing customers
Strong practical skills to manage customer relationships in sales situations and otherwise
This sales training utilized Completo DISC to illustrate individual differences by placing sales representatives and customers into a two-axis space delimited by four archetypal behavioral styles. Recognizing their natural style enables effortless development of their strengths and finding agile solutions to overcome weaknesses.
Skillful sales is made up of competent communication, listening, and relevant customer-specific argumentation. A sales representative must listen keenly, recognize customers’ needs sensitively, and also continuously improve their own practices by learning from their customers. Understanding one’s customers and their language is a prerequisite to communicating customer benefits in an effective manner.
Profiling customers with Completo DISC is an efficient way to quickly map out their criteria, priorities, and decision making style. DISC makes your communication systematic and strengthens your skills to close deals. Sales becomes effortless.
In this training we will form sales process guidelines and sub-goals to systematically direct sales representatives in sales situations. A systematic sales process together with the behavioral understanding that DISC provides enables sales representatives to autonomously direct their actions and adjust their communication style to close deals efficiently.
Developing sales styles
Leveraging the strengths of your personal sales style
Selling to different customers with Completo DISC
Developing sales tactics with DISC
Customer profiling before and in a sales situation
Systematic sales process and sub-goals
Communication, listening, and interaction in sales situations
Closing a sale from the perspective of different DISC-styles
Benefits in a nutshell
Goal-driven management of the sales situation
Being able to approach customers on a personal level
Understanding the needs and decision making processes of customers through DISC
Sales reps have an improved situational awareness
Sales reps learn to fluently adapt their behavior to suit the customer
Sales reps hear more and are able to capitalize on it
An expert’s contribution in customer relationship management is fundamental. With their actions and communication, an expert persistently build trust to their organization and services. The same facts apply, be the customers internal or external. Experts are almost always accountable for additional sales. Often this is not perceived as meaningful or natural.
Through this sales training, the sales portion of an expert’s job will become natural, meaningful, and successful through new skills and new understanding. Improved customer communication skills and a clearer perception of customer benefits are at the foundation of being able to effortlessly perform additional sales while maintaining trust and customer satisfaction.
The training provides practical tools for everyday use to leverage your expertise for additional sales, for identifying sales possibilities, and for building trust and long-term customer relationships.
Customer relationships will deepen and experts will get more relevant challenges to solve. Thus we shape the practices of experts into an important competitive tool.
From subject expert to expert of customer relationships
Customer satisfaction as a foundation of efficient business
Communication between expert and customer
Rules of customer communication
Practical additional sales tools for experts
Identifying and awaking customer needs
Identifying and communicating customer benefits
Benefits in a nutshell
Customers will experience increased added value
Additional sales becomes natural and meaningful
Customer relationship management improves by leveraging expertise
You’ll learn to consider the customer’s perspective and offer apt suggestions
Confidence for proactive customer communication
Building and maintaining customer satisfaction becomes second nature
According to our experience, the development of purchasing skills is a growing area of interest. Many organizations have recognized the formidable advantage that skillful strategic, tactical, and operational supplier management provides.
When purchasing representatives know the goals of supplier relationships and learn how to manage each supplier from past experience and foreknowledge, they have already taken big leaps forward. Almost without exception we find that these processes are not clear although the purchasing management may think so.
Purchasing skills are closely linked to communication skills and directing a conversation, negotiation skills, and justifying purchase proposals so that the other party will perceive them as advantageous.
Justifying a lower purchasing price is often reported as the most challenging part of purchasing negotiations. In our purchasing training we learn the solution: actively managing the purchasing process so as not to end up on a defensive stance and lose a potentially strong negotiation position.
Strategic and tactical supplier relationship management
Practical plans for directing supplier relationships
Purchasing negotiation skills
Controlling a purchasing situation
Justifying a purchase proposal
Operating with a large supplier as a small buyer
Purchasing from international suppliers
Challenging purchasing situations
Building trust and a strong cooperative relationship
Benefits in a nutshell
Better purchasing agreements
More stable purchasing relations
Significant cost reductions along with each new purchasing agreement
Purchasing goals are reached
Means of operating with large and international suppliers are gained
Mutual practices and culture of learning for the purchasing team
New and relevant solutions to your challenges are workshopped