Encore Group (Pty) LTD is a consulting and training organization founded in 2004 by Andrew Horton to provide sales, leadership, and soft skills training. The company has grown over the past ten years and now trains organizations throughout Africa, the US, and Europe. Encore Group uses a gradual training approach that includes monthly workshops over three months to introduce new sales concepts and tools, supplemented by audio recordings, an online training solution, and regular reminders to support application of the skills between workshops. The training aims to help sales teams develop successful habits through mastery of crucial competencies like motivation, communication skills, and understanding their value proposition.

1. Company Profile Encore Group (Pty) LTD

2. Background
Encore Group (Pty) LTD is the the brainchild of Andrew
Horton. Between 1992 and 2004, he purchased strug-
gling businesses of varying sizes. His approach to turn
these businesses from loss to profit was simple. He firstly
reduced costs as far as possible and trained the sales
teams, to become more efficient, effective and produc-
tive, so that they could optimise their ability to achieve
meaningful sales results.
In 2004, after receiving numerous requests from other or-
ganisations for support to train their sales teams, as they
had observed the great results he was achieving with his
own sales teams. He decided to form a training organisa-
tion to meet the demand.
This was a natural progression as Andrew has always
had a real passion for adult education and saw this as an
opportunity to combine his skills a a sales trainer with his
passion for adult education. Since 2004 he has changed
his focus from buying, repairing and selling his own busi-
nesses, to one where he now consults and trains a num-
ber of organisations sales and leadership teams.
Over the past ten years the business has grown and in
2012 Encore Group (Pty) LTD was born. This consulting
and training organisation, now focuses on providing
sales, productivity and leadership training, to organisa-
tions throughout South Africa, Africa and has now ex-
panded our vision to include the USA and Europe as well.
Through our joint venture partners, who share offices with
us at the Woodlands Office Park in Woodmead, we are
also able to provide a number of other soft skills training
programs, such as introductory team training programs,
social media training, personal branding, service excel-
lence and many other technical and engineering related
skills development programs.
SETA Accreditation
We are in the final stages of acquiring our SETA accredi-
tation for all our sales training programs. We initiated the
process last March and after the various legislative in-
spections by the Services SETA at our offices, their explo-
ration of our procedures and training programs, we ex-
pect to have the process finalised within the next few
weeks.

3. Solid Returns on Your
Sales Training
Investment
Our Training processes
Sales Training
The practical and very effective sales tools,
techniques and tried and tested sales principals
offered in our sales training programs, come
from my years of practical experience gained
whilst training my own sales teams, in my nu-
merous very successful businesses. This has
been combined with the best ideas presented
by numerous sales leaders, in the personal de-
velopment industry, to create a very effective
set of sales concepts, which will support your
sales team to optimise their sales acumen.
All the sales tools, techniques and skills we
teach, are simple, easy to understand and most
importantly, when applied, they deliver out-
standing results. The practical nature of all the
sales tools, techniques and processes makes
them easy to engage with, simple to under-
stand and most importantly very effective, when
applied.
Please follow the link below to view our promo-
tional video:
Promotional Video
Our Training Process
Your salespeople will love the format of our
Sales Training Solution and will most cer-
tainly benefit from the gradual long-term
approach to training
Tons of research clearly shows, that adult
learners DON’T want; content-heavy training
events. Adults just can’t sit for extended peri-
ods absorbing training material. The research
shows you’ll get high engagement and high
knowledge retention, if you structure training
events in segments, which focus on a maxi-
mum of three to four concepts at a time.
That’s why our Sales Training Solution is
made up of a once a month full day workshop,
offered over three months. This means that
your sales team is not bombarded with a mas-
sive amount of information, during a one or two
day workshop, which leads to information over-
load, overwhelm and little learning or applica-
tion of the knowledge offered.

4. Our Training processes
Gradual Approach to Training
This initial sales training process is conducted
over 12 weeks. The sales team will attend 3 en-
gaging and interactive, full day workshops, con-
ducted once a month. During each session they
will be guided to adopt a few new crucial sales
skills, or new sales behaviour’s, to enable them
to optimise their ability to engage with their cus-
tomers and prospects, positively influence them,
build long term mutually beneficial sales rela-
tionships, prospect effectively, handle objec-
tions, ask meaningful, engaging questions, net-
work more effectively, get referrals and ultimate-
ly close more sales.
Training continues between Workshops
The workshops are designed to support, uplift
and introduce the sales team to the sales tools
and principles. The application of the material,
however, starts after the workshops are over.
• When they listen to the CD’s in their mobile
university, they get to organise the sales
knowledge and skills in their minds.
• When they use the Online Sales Training So-
lution for 30 minutes a day, they get to actu-
ally apply the new sales skills, tools and
techniques in their own work environment.
This is achieved by guiding them with inter-
active video, audio recordings and carefully
crafted questions, to apply test and ultimate-
ly acquire new behaviours. These behav-
iours become their new sales routines, which
with support turn into their new sales suc-
cess habits.
• Our objective when we offer sales training, is
to help your sales team to positively shift
• their behaviour, replace their bad habits so
that they can build a new empowering set
of sales success habits, which will guide
them to take the right daily action daily, to
promote ongoing, sustainable sales suc-
cess.
• We know that willpower is a depletable re-
source and so to support your sales team
to actively engage with the entire sales
training process. We offer them regular re-
minders in the form of a daily inspirational
message, regular sms and email re-
minders. We also encourage them to form
accountability partnerships to support them
to learn and apply the tools and techniques
in their work environment.
• Mastering the sales tools and concepts. To
support your sales team to actually master
each skill, we also encourage them to form
groups , where they present the various
tools and concepts to each other at sales
meetings.
Audio Books – Help sales Team Organise
Knowledge
The sales team is supported with, CD record-
ings (audio books), which they listen to in
their mobile university (cars), this supports
them to learn and internalise all the sales
skills, tools and techniques they need to learn.

5. Our Train- ing pro-
Online Sales Training Solution
Supports the Application of the Knowl-
edge
We ask for an investment of 30 minutes a day from
each sales team member, to use the Online Sales
Training Solution. This Online Sales Training tool,
supports the sales professional, to further enhance
their knowledge and understanding around the sales
tools and concepts we want them to learn, but most
importantly it supports them to actually apply the
new sales skills, tools and techniques in their work-
place.
We offer Regular feedback to Leadership
Team on Level of Engagement
The Online Sales Training Solution also offers,
feedback to the leadership team as to their level of
participation and commitment of each individual
sales professional. This feedback serves to keep the
leadership abreast of progress, so that they can of-
fer the team encouragement and support.
Regular reminders and additional Support
Your sales team is also supported with emails,
which serve to remind them to take specific action
and guides them on how to apply the specific tools
they learned during each workshop.
Tailor made SMS messages, will also support them
to remember to perform their new daily routines, un-
til they become entrenched sales success habits.
A daily inspirational message is sent to each mem-
ber of your sales team. This is an opt-in system that
delivers an inspirational message right into the email
of everyone that signs up on Andrews’s website.
The inspiration or motivation may fade after attend-
ing my sales and relationship building workshop.
This daily inspirational message is designed to help
maintain the momentum created by the workshop.
Knowledge is not power, it is only once
knowledge is organised and then applied
that it becomes power
Intrinsic Motivation
One of the greatest challenges, when training any
sales team is to support them to be Intrinsically mo-
tivated or inspired, to actively participate in the
sales training process and apply the sales tools and
concepts in their workplace.
This has been the focus of my research towards
completing my PHD. I have researched and de-
signed a number of very effective tools to support
sales professionals to engage with the sales train-
ing and ultimately apply the sales tools and tech-
niques in their work environment.
Crucial Competencies
The new highly informed and competitive world we
live in has resulted in the need for a new way of
selling. The sales professional, who wants to excel
and become very effective at sales, needs a wide
variety of skills and competencies to optimise their
performance and sales results.
Many different researchers have conducted inten-
sive research all over the world, exploring different
sales environments, sales professionals and cus-
tomer expectations. Based on their findings, in a
number of different product and service related in-
dustries, they identified a few key areas, where
sales professionals needed competencies. These
competencies were seen as critical to sales success
at all phases of the sales process.

6. These competencies are as follows:
• Intrinsic motivation
• Character Tendencies/Disposition
• Ability to be systematic and organised
• Ability to understand “MY” value proposition
• Ability to communicate effectively
• Ability to ask the right questions and be at-
tentive
• Ability to nurture long term mutually benefi-
cial relationships
• Ability to perform the right sales activities
daily
Sales Competence Assessment
The Sales competence assessment we have
developed explores all of these areas and offers
feedback, insights and coaching on the specific
areas, where the individual needs support and
sales training.
Pre-workshop Assessment
We conduct a pre workshop assessment to as-
certain the areas, where we need to offer the
most support and training. This helps us to tailor
our sales training interventions, to meet your
specific needs. It also gives us a mean against
which we can measure any progress made as a
result of the sales training offered.
Post workshop Assessment
We conduct a post workshop assessment two
months after the last workshop is presented to
measure the improvements achieved, as a re-
sult of the sales training offered.
Your Sales Team is supported all the way
Our prime objective is to support your sales
team to introduce all the new sales skills and
techniques into their workday. To this end we
have created a number of mechanisms and
support systems to help your team remain in-
trinsically motivated and committed to the train-
ing process. We will guide, support and help
them to stay motivated, throughout the training
series.
Please see the various support mechanisms
listed below. These will help your sales team
achieve great results and allow you to get a re-
turn on your sales training investment.
Reminders
As the success of our training is dependent on
your sales team members, actually applying all
the tools we teach, we will provide them with a
number of daily and weekly reminders, to help
them to carry out and use the sales tools and
techniques we teach.
Daily Inspirational Message
Your sales team members will be asked to opt in
to receive a daily inspirational message. This
message is their daily call to action, a reminder
to apply and utilise all the sales tools and tech-
niques, which they will learn, throughout the
process.
They will be introduced to these tools and tech-
niques during the Face-to Face Sales Training
workshops; the message is reinforced by means
of the audio books, which they will listen to in
their cars and through the Online Sales Training
Solution.

7. ANNUAL REPORT | !7
Emails
We send out a specific email the day after each
session and then weekly thereafter to remind
your sales team members to apply the specific
tools and integrate specific sales processes into
their sales day.
Training CD’s
Each team member will receive an audio book
containing all the material we covered during
each workshop. This CD contains all the impor-
tant tools and techniques we want your sales
team members to master before the next work-
shop.
Your sales team members will be encouraged to
use their mobile university (their car), to listen to
the audio book. This constant daily reminder is
designed to reinforce the concepts we cover
during each sales training workshop. The con-
stant reminders will help your team members to
internalise the information and to adopt and ap-
ply the sales skills they need to learn.
Weekly follow-up session
We encourage the sales management team to
run a follow-up session every week, sales train-
ing workshops, in which the team members
watch a video and hold discussions about the
training. A reminder email will be sent to you to
remind you to watch the video recording and
hold the follow-up session between workshops.
Accountability Partnerships
We encourage all participants on this training
series, to form accountability partnerships. The
purpose of these accountability partnerships is
to allow fellow participants on the program to
support each other. They arrange a day and
time of the week when they will call each other,
to offer support and to see how the other person
is doing.
On completing the call they give each other
three things they want to be held accountable
for during the next week. When they call each
other the next week, the first thing they would
ask each other is how they did on those three
things. This support mechanism, offers our sales
professionals an opportunity to support some-
one else and in return, they receive support
themselves.
As Zig Ziglar so aptly said, “The more people
you can help to get what they want, the more
people will help you get what you want”. This
is one of the cornerstones of what we teach. All
sales professionals, who do training with us, will
be taught this crucial principal. We do not teach
people how to “SELL”, we teach them how to
form mutually beneficial relationships with the
right people, who they can “HELP” to solve a
challenge or satisfy a need
The Accountability partnership concept, does
not only provide a wonderful support mecha-
nism for our students, but also helps, them to
embrace and utilise the crucial principal of de-
veloping mutually beneficial relationships with
their prospects and customers.
Positive Affirmation CD
The challenge most sales professionals have
and one of the greatest factors limiting their per-
formance is a lack of belief in themselves and
the sales abilities. We have designed a CD,
which is filled with positive statements, designed
to help your sales team members to gradually
grow their belief in themselves and their sales
abilities. This CD is an audio recording contain-
ing positive affirmations.
This resource is used daily to create a positive
start to your sales team members days and
helps them remove those nagging negative
thoughts, which flow so freely through their
minds every day. When used consistently this
CD will give your sales team members a posi-
tive start to every day, set the tone for an amaz-
ing day and program their minds to start believ-
ing in themselves.
Follow-up Emails
After the initial 12 weeks is over, we still contin-
ue to send reminder emails to your sales team
members for a further 12 weeks. These emails
are designed to support them and guide them to
completely adopt and apply all the sales tools
and techniques they have learned during the ini-
tial 12 weeks of training. This means that the
training is effectively carried out over 6 months.

8. Measurable Outcome
We will decide up front on a realistic and
measurable outcome, which we want your
sales team members to achieve after par-
ticipating in the training series. I want your
organisation to get a great return on your
investment and for your sales team to im-
prove their sales performance and results.
I also want you and your organisation to
be so satisfied with the results you see af-
ter the training, that you will refer me to
other businesses, whose sales team
would also benefit from the comprehen-
sive Sales Training programs we offer. A
strong referral strategy is one of the tech-
niques we will teach to your sales team,
during this training series.
Sales Management Team
We enjoy the best results when we can
get the support and buy-in from the sales
leadership team. We have measured re-
sults over the past few years and have
noticed that when Sales Management is
intimately involved and participates in the
sales training process, the team members
support the training initiative far more and
enjoy far greater results from our sales
training.
It is for this reason that I recommend that
we hold a session with the sales man-
agement team, where we will invest a few
hours introducing them to the proposed
processes to get them to support it and to
help with the implementation of the
process going forward.

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