Managing Consultative Skills

Business Challenge

In todays competitive sales environment, salespeople must have the skills and attitudes to build long-term customer relationships and increase customer retention, acquisition, and growth. The sales manager plays a critical role in building and reinforcing these skills in his or her salespeople.

Managing Consultative Skills

The Managing Consultative Skills course improves the skills sales managers need to support and ensure continuous application of Consultative Skills learned by their salespeople.

Key Content

Managing Consultative Skills focuses on the following content:

• The Consultative Selling Process and Skills, which includes the Three Driving Principles that high-performing sales managers use to ensure a successful selling process, a model of the sales process seen from the buyers point of view, and the key skills high performers use at each stage of the sales process
• Providing Feedback on Consultative Skills
• Coaching for Effective Sales Calls

Target Audience

Managing Consultative Skills is for managers of salespeople who attend Consultative Skills.

Outcomes

By participating in Managing Consultative Skills, sales managers will be able to:

• Improve their effectiveness by enhancing sales management and coaching skills
• Conduct effective motivational and evaluative feedback discussions with their salespeople
• Improve the process and results of their work with salespeople before, during, and after sales calls
• Communicate more effectively and build stronger relationships with their salespeople
• Act more effectively as senior resources on key accounts

Delivery Options

Classroom: This experience is typically 1 day. In addition to the classroom materials, each manager receives a Tool Kit, which consists of four categories of coaching activities that are key to effective sales management: Modeling Sales Skills, Crafting Strategy, Leading Learning, and Motivating Salespeople.

Web-Based: 4 to 5 hours.

Standard Blended Options: Each of the activities listed below has been developed to complement the web-based content in blended solutions.

-Online Facilitation: An online facilitator guides the learning experience, facilitates synchronous and asynchronous discussions, answers content questions, and provides feedback on course assignments.

-Virtual Role-Plays: Learners practice critical new skills through role-plays conducted virtually.

-Classroom Skills Practice: Learners participate in thought-provoking discussions and practice new skills with other learners in a facilitated classroom session.

Custom Blend: Learning experience customized by Forum to meet your unique needs.

For More Information
Please call 1?800-FORUM-11 or visit us at www.forum.com.