Sales Development Training

Sales excellence goes beyond taking an order from your client. It involves gaining a full understanding of your clients needs and demonstrating in a compelling way how your product or service meets their needs. Great sales development training results in your sales team being able to establish mutually beneficial relationships because your clients and prospective clients recognize the value you bring to their organizations.

Our Approach

CAPITAL iDEA's sales development training is designed to create sales excellence in sales teams. Our approach to sales excellence begins with understanding why your customers buy. We work with you to establish a sales philosophy if you do not have one. The sales philosophy is the foundation of how your sale your products and services in your marketplace. Our sales training incorporates your philosophy into a sales process that works for you. Everthing is totally customized to meet your needs.

We then assess the strengths and limitations of your sales force. The sales employee assessments we use will identify the skill, behaviors, motivators, and personal attributes of each sales person. Once the assessment process is complete we then customize the sales development training.

Through the customized sales development training we design for you, your sales team will develop the ability to understand the buying styles of your potential clients and adapt their approach to be successful. We teach your sales people how to develop a prospecting system that gets them in front of qualified buyers.

Next, we break down the sales process. We help your salespeople develop the skills needed to successfully carry out each step of the sales process. By being effective in each step of the sales process, your salespeople will take a consultative approach with each prospect and sell value rather than just price. We believe that top sales people not only sell high volume, but also high margin business.

In addition to sales skill training, we focus on having each sales person develop the right attitudes and habits to achieve sales excellence. We work with the salesperson to develop the qualities a successful salesperson must possess. This includes personal skills such as: being a self-starter, results orientation, resiliency and goal-directedness.

As part of the process to ensure what is learned in the training is excuted in the field, we incorporate follow-up coaching sessions for your sales team. Thsi can be one on one or group. It also could include "ride alongs." Our goal is to have your team execute effectively in the field. We know that knowing how to do something is one thing and doing it is a completely different thing. That is why we have the follow-up coaching as part of our slaes developmet training.