Why Take Sales Training from us?
The most effective sales training focuses on true behavior change. Skills need to be learned, absorbed, and applied on the job. When done right, training can help organisations achieve their growth goals, such as increasing win rates, growing strategic accounts, improving sales cycle time, building pipeline, increasing average deal size, and more.
Here's Why
The global market for sales training is approximately $4.6 billion, yet most sales training fails to deliver lasting results.
This is because most companies don't define and approach sales training properly. Often, training is treated as a 1- or 2-day program with no follow-up. Sellers are left to their own devices, expected to retain the information from the training and recognize where to apply it.
When you consider that 77% of learning is forgotten in just 6 days if not reinforced, it's no wonder that most sales training doesn't produce the desired results over the long term.
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To deliver effective sales training, you need to redefine what sales training is. Focus on changing your sellers' behaviour to drive sales results and support the effort as a change management initiative. For this, we do a Profile assessment of your sellers.
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The objective of a Profile assessment is to accurately measure an individual’s personality characteristics and individual motivations in order to predict on-the-job behaviours and potential. The assessment data can be utilized throughout the employee lifecycle, including selection, development, promotion, team building, and succession planning.
Once an applicant or employee takes the Profile Assessment their results are measured against one or more validated job models. Managers can easily see how well the candidate fits into the desired job role. This information can also be used later in the development cycle to onboard the employee, provide direct feedback, offer ongoing coaching support and even develop job skills.
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Our assessment is based on sound scientific and psychological principles and provides organizations with in-depth, objective, comprehensive, and reliable information about their people.
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Natural tendencies, competencies, behaviours, and work styles
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The candidate(s) or employee(s) inclination to interact with peers and managers
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An individual’s attitudes toward important performance-related obstacles
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Approaches to communication, social interaction, problem-solving, and time management
Sales Training
Created to drive the Results you Need
We believe that the best sales training is built on three pillars:
Craft
Think first about the business results and metrics you’re seeking to drive and then develop a change strategy to achieve them. The training curriculum and programs should be specifically designed to drive the desired change.
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Deliver
Sales training delivery should be purpose built for the adult learner. It must be practical, interactive, and impactful. In other words, sellers need training they can put to use immediately to achieve results. This means the training needs to ensure the development, adoption, and implementation of new skills.
For example, pre-work in advance of training sessions may include some combination of micro learning, short videos, and interactive exercises. This would be followed by classroom sessions delivered virtually or in person and which focus on practice, application, and feedback. Don’t think lectures; think hands-on learning.
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Enable
A regular, ongoing rhythm of action-oriented coaching allows sales managers to provide direct feedback to sellers, reinforces the skills and knowledge learned during training, and holds sellers accountable to execute at high levels. Sales teams build confidence week by week
Sales Programmes
Selling in a Changed World
The way buyers behave has changed and the importance of delivering a stand-out sales approach has magnified. Most salespeople are making it tough for their clients to buy, but top performers are consistently delivering a very different sales experience.
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Knowing what great selling looks like in this changed world is vital for success.
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We offer three sales programmes from sales essential skills right through to advanced selling approaches and strategies.
sirius
The biggest mistake a salesperson can make is to see things just from their own perspective. By stepping into the shoes of the client, we refocus approaches to make it easy for your clients to buy. We help teams create a set of easy-to-implement approaches to drive more sales by analysing what top sales professionals do differently.
legend
With greater risk and complexity in decision-making, clients need a truly personalised sales approach to navigate their internal processes and overcome barriers. In this advanced programme, we add to your existing sales toolkit to help you take greater control of the sales process, leading to higher deal values and quicker conversions.
master
Salespeople need to excel in educating clients with new ideas and persuading them they will achieve results. This requires a planned and professional approach throughout the sales process. In this top-level programme of workshops, we add to your existing sales toolkit to enable a planned and sophisticated approach to driving more sales.
Our approach is highly collaborative; WBA partners with you to achieve and maximise your goal.
Our first question is always:
What is your desired outcome?
We create a culture of continuous learning and development to drive through lasting behavioural change.
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Our systematised approach identifies your biggest opportunities for sales growth and drills down on what needs attention first.
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Whatever it is, WBA helps your sales force become more efficient, targeted and driven to get the results you really want.
What Makes Your Sales Training Effective?
Transformational Experience
For true behavior change to take hold, sellers need to go through a transformational experience. There are psychological principals that need to be applied to effect long-term behavior change. This includes understanding how adults learn and how people work (and work together).
Coaching
Coaching and support from first-line sales managers is critical for driving behavioral change. When applying new skills, sellers need to know exactly what to do, have support for when they're not in their comfort zone, need feedback to calibrate their behaviors, and need to be held accountable for taking action and being productive.
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It’s worth noting that sales coaching and sales management differ. Coaching is a proactive process meant to reinforce training, and not every sales leader has that experience. In these cases, specialised sales coaching training can enable leaders to take ownership of the skill development of their teams.
Leadership Support
Conversely, sellers also need support on the day-to-day side of executing ideas learned in training. Leadership should be committed to the sales training program and help execute it, as well as monitor its application.
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You need a work culture that drives and supports top sales performance, and leadership that prioritises sales success.
Motivation
Without motivation, you won't change sellers' behaviours. Sales motivation goes beyond compensation. In one of our research studies, we found that Value-Driving Sales Organisations had sellers who were much more motivated than The Rest. When sellers believe they make a true difference for their customers, they're much more motivated to sell.
Value
When sellers create value and are valuable to buyers, they win. All sales training must connect to the value you can bring forth to your buyers. For the most successful sales training, and to achieve—and maintain—top performance, value must be the core focus.
Why are we different?
We are proud to be unique in a variety of ways including:
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We Start With You
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We speak your team’s language so they can associate, connect and apply immediately
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Whether it is the customisation of our core content or the development of bespoke, targeted solutions, we ensure the package we provide supports your objectives and primes your team for maximum success
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Sessions are facilitated by Domain Specific Sales Professionals
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High impact, challenging training delivery
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Diverse, relevant, exciting modules
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Based on a ‘Growth Mindset’
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We positively challenge existing behaviours
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We create explosive sales growth by releasing every individual’s fullest potential through inspirational training
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We are flexible in meeting your sales training delivery needs and timeframes
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Our training solutions are expertly delivered to drive quick wins and sustainable performance improvement
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Communicate. Collaborate. Create.
Learn > Apply > Grow ++