The document describes a 12-week sales training solution that provides workshops once a month over three months. Each workshop focuses on a few crucial sales skills and tools to avoid information overload. Between workshops, salespeople use an online training solution for 30 minutes daily to apply their learning. The training is supported by ongoing reminders, feedback, and accountability partnerships. Its goal is to help salespeople become intrinsically motivated and effective at nurturing long-term customer relationships, asking questions, mitigating risks, and closing more sales. A pre- and post-training assessment measures skills and improvement.

1. Sales Training
!
Your salespeople will love
the format of our 12 week
Sales Training Solution and
will most certainly benefit
from the gradual long term
approach to training
Why our Sales Training Really Works?
Each workshop the sales team attends are, effective, powerful
and meaty. They are simple, engaging and interactive, but never
simplistic. They’re designed to give your sales professionals, a
highly-potent dose of targeted sales training, and then quickly get
them back to their real job – namely “Selling”!
Research Shows
Tons of research clearly shows
that adult learners DON’T
want; content-heavy training
events. Adults just can’t sit for
extended periods absorbing
training material. The research
shows you’ll get high engage-
ment and high knowledge re-
tention, if you structure training
events in segments, which fo-
cus on a only a few crucial
sales skills, tools or techniques
at a time.
That’s why our Sales Train-
ing Solution is made up of a
once a month full day engaging
workshop, offered over three
months. This means that your
sales team is not bombarded
with a massive amount of in-
formation, during a single one
or two day workshop, which
leads to information overload,
overwhelm and little learning or
application of the knowledge
offered.
The support materials in the form
of CD’s, online training, daily inspi-
rational messages, SMS re-
minders, email follow ups, positive
affirmations, reminder emails, ac-
countability partnerships and other
supporting materials, make this
process highly effective and excel-
lent value for money.
Our sales training also offers the
leadership team on-going feed-
back, which is generated from the
Online Sales Training solution.
Your investment into this sales
training will very quickly be cov-
ered by the increased sales your
team will generate.
Our prime objective is to sup-
port your sales team to intro-
duce all the new sales skills
and techniques into their work-
day. To this end we have creat-
ed a number of mechanisms
and support systems to help
your team remain motivated
and committed to the training
process.
!
We will guide, support and help
your team to stay motivated,
throughout the training series.,
with our daily inspirational
message, SMS reminders, re-
minder emails, accountability
partnerships etc. These will
help your sales team achieve
great results and allow you to
get a return on your sales train-
ing investment.

2. Sales Competence Assessment
The Sales competence assessment we have devel-
oped explores all of the crucial areas necessary to
perform as an effective sales professional and offers
feedback, insights and coaching on the specific ar-
eas, where the individual needs support.
Many different researchers have
conducted intensive research all
over the world, exploring different
sales environments, sales profes-
sionals and customer expecta-
tions.
Based on their findings, in a num-
ber of different product and service
related industries, they identified a
few key areas, where sales pro-
fessionals needed competencies.
These competencies, listed below,
were seen as critical to sales suc-
cess during all phases of the sales
process.
Crucial competencies
•
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 attentive
•
Ability to nurture long term
mutually beneficial relation-
ships
•
Ability to perform the right
sales activities daily
The sales professional, who wants
to excel and become very effective
at sales, needs a wide variety of
skills and competencies to opti-
mise their performance and sales
results.
Pre Workshop Assessment
We conduct a pre workshop
assessment to ascertain the
areas, where we need to
offer the most support.
!
This helps us to tailor our
sales training interventions,
to meet your specific needs.
!
It also gives us a mean or
measure against which we
can assess 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 present-
ed, to measure and show the
improvements achieved, as a
result of the sales training of-
fered.
This gives us a good indica-
tion of the positive changes
achieved, as a result of the
training offered and when
combined with the improved
sales results, is a great indica-
tor the return you will enjoy on
your sales training investment
Our Objective is to support your “Sales Team”
to Positively Transform themselves, so that
they can optimise their ability to close more
sales and you can improve your bottom-line

3. How it Works?
•Team attends three full day
workshops, held one month
apart.
•These workshops are designed
to introduce the team to the cru-
cial sales tools they need and to
inspire them to utilise all the
learning aids, after each work-
shops is completed.
•The team listen to audio books
in their mobile university, (car)
detailing the sales tools and
concepts, which they need to
learn and apply after each
workshop.
•Between workshops the sales
professionals use the Online
Sales Training Solution, for 30
minutes a day, to support them
to apply all the sales tools, tech-
niques and skills, in their actual
work environment.
•They receive on-going re-
minders and encouragement, in
the form of SMS’s and email
messages.
•The individual and leadership
team receive regular feedback
on their progress and level of
participation in the Online Sales
Training Solution.
•We encourage all participants on
this training series, to form ac-
countability partnerships. The
purpose of these accountability
partnerships is to allow fellow
participants on the program to
support and inspire each other
What will you Learn?
•
Understanding own
value and how to add
real and lasting value
to customers
•
Learn to properly
prepare
•
Build your personal
Brand and use it as a
powerful selling tool
•
Learn the art of
asking engaging
questions
•
Mitigate or eliminate
objections
•
Learn the art of
effective networking
•
Learn the art of
getting past gate-
keepers
•
Discover the art of
meeting the right
decision makers
•
Learn sales success
habits
•
Remove risk
!
•
Effective Planning –
We will guide you to
stimulate effective
work habits, through
focus and planning.
•
Understanding the
concept of relation-
ship building as a
sales tool for building
partnerships with
clients.
•
B u i l d i n g p o w e r
routine to support
my selling efforts.
•
Accumulate real
value with your sales
efforts and discover
long-term sustainable
selling success.
•
Understanding why
you sell and creating
a crystal clear sales
vision for the future.
•
Sales presentation
practice
•
Closing sales

4. We will guide your Sales Team to:
!•
Close more sales
•
Earn more money
•
Learn to love what they do
•
Improve their lifestyle
•
Be proud to be a sales professional
•
See everything they do as being “ON
THEIR WAY”
•
Attract more, meaning and fulfilment into
their experience
•
Grow and expand, as they gradually
become the best version of themselves
!In a nut shell, after completing this three
month process:
!They will become effective sales professionals,
who are energised, intrinsically motivated, organ-
ised, time efficient, good communicators, who can
build a great sales network, where they create
long-term mutually beneficial relationships, with
the right people, who need exactly what they sell.
!All of which means that they will be equipped
to close far more sales
!What will they learn?
! •
They will become Intrinsically mo-
tivated, passionate about what they
do
•
They will believe in what what they
sell and love what they do
•
They will feel like they are doing their
customers and prospects a disser-
vice, if they don’t positively influence
them to buy what they sell
•
They will have or be building an
effective sales network
•
They will know how to nurture and
build long term mutually beneficial
relationships with their customers
•
They will only meet with decision
makers at the right businesses, who
need what they have to sell
•
They will have a purpose for every
sales call
•
They will be equipped to mitigate the
effects of rejection
•
They will understand how to ask
meaningful engaging questions
•
Managing and mitigating objections,
will become routine
•
They will know how to reduce or
eliminate risk
•
They will use their sales day ef-
fectively and have a sales success
habit set
•
They will be far more systematic and
organised
•
They will strive to exceed your
customer expectations on every level
•
They will easily get referrals
!
Andrew Horton Jennifer
andrew@encoregroup.co.za jennifer@encoregroup.co.za
083 229 7304 082 611 4900
!
www.encoregroup.co.za www.andrewhorton.co.za