NTC Sales Accelerator

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Program Description

According to Nashville Area Chamber of Commerce Workforce Studies, sales is near the top of the list of high demand occupations over the next several years. With trends like the explosive growth of sales positions and the accelerated pace of sales opportunities through social media in hyper-competitive industries, managing sales teams and processes has never been more important. The science confirms that 3 out of 4 salespeople are ineffective and 48% of all companies have non-performers on their teams for 18 months or longer. Many sales managers and representatives lack a sales mindset, rigorous process, proper metrics, and integration of sales with other parts of the organization. Most small to medium sized businesses or startups do not have access to enterprise level resources.

As part of the Nashville Technology Council’s Sales Accelerator program you’ll build foundational skills, techniques and management capabilities to excel in your role. Taught by experienced executives and sales experts, this program is focused on practical management approaches and sales skills that can be immediately applied to improve your team’s performance. From planning and forecasting to negotiating and presenting, you’ll focus on three key areas that are scientifically validated to increase sales effectiveness.

Rationale

Buyer behavior has changed since the global financial crisis (GFC) of 2008. Procurement professionals are better informed and demand more from suppliers. Competition remains strong and it can be a struggle to find that elusive point of differentiation. How can we meet these challenges of selling in the 21st century? How can we maximize our sales and get more than our “default” share of the business? How can we get an “unfair” share? This well researched program focuses on the use of consultative selling to position you as a trusted advisor, rather than a commodity “box seller”. It will assist to both differentiate and sell on value rather than on cheap prices. It will help improve sales while protecting your margins.

Problem

In spite of this modern buying climate many salespeople cling to dated practices such as “benefits” based selling. This is an issue in the 21st century because most industries have matured. Your competitors offer very similar or even identical products as a result. “Benefits” selling therefore offers little or zero differentiation. The result is a commoditized conversation with customers revolving around price. But that’s not all. Very recent research reveals that “relationship selling” is now the least effective path to results. Does your sales team rely on this practice? What type of salesperson is now the proven high performer?

Written & Delivered By Experts

The program was designed by expert multi-million dollar salespeople who combine their experience with the greatest research project in the history of sales. The results of evaluating over 1,7500,000 salespeople give key insights into what kind of practices actually work in the modern economic climate

Who is this program designed for?

All salespeople and sales managers wishing to understand what hard research data reveals and how top performers get results.

The Science

The program is heavily based on the biggest ongoing research project in the history of selling. With over 1,750,000 salespeople studied globally the secrets of the most effective sales performers can now be revealed. Our writers have combined this with their own considerable experience and structured the program into 3 crucial facets of high performance selling:

  • Mindset
  • Sales Strategy
  • Sales Methodology

70/20/10

The program is designed to comply with the 70/20/10 principle of learning researched by Michael M. Lombardo and Robert W. Eichinger at the Center for Creative Leadership. The research shows that 70 percent of learning comes from on the job experience and personal problem solving, 20 percent from managerial coaching, observation and feedback, and only 10 percent from formal training.

All three components are required to achieve the learning transfer and resulting behavioral change. In order to achieve this SalesStar approach offer is made up of the following combinations:

  • Sales specific diagnostic tools to determine strengths and areas targeted for development. This uses the worldʼs number one sales diagnostics from Objective Management Group.
  • Management consulting to map out crucial sales management strategy including your sales process, KPIs, forecasting model, ideal target market and Strategic Messaging.
  • Live workshops.
  • E-learning. Full on-line sessions supported by video content to keep important reminders in front of the sales team throughout the entire period of engagement.

Outcomes

Participants will have the tools necessary to:

  • Develop into high performing sales stars
  • Master 80 percent of the equation – their sales mindset
  • Identify and manage psychological barriers to sales effectiveness
  • Develop strong strategic sales capability resulting in the ability to differentiate themselves and your company, work to a reliable process and become more efficient.
  • Build your brand by impacting on their target market as highly professional advisors
  • Sell on value as opposed to price
  • Increase sales
  • Maintain good margins

 

2018-2019 Schedule

The Sales Accelerator program consists of 4 live sessions over 1-year held at NTC. Prior to the workshop each participant will receive a personalized sales assessment to help them better understand where their skills are today. Each participant will have access to the Sales Star on demand training to reinforce the live programs. The on-demand program is further enhanced with bi-weekly coaching calls.

Enrollment: Opens Monday, July 23, 2018, Deadline August 26, 2018.

 

Program Kickoff Event: September 6, 2018 6:00 pm – 7:30 pm.

 

“Your Sales Mindset” Session 1: September 13 8:00am-2:30pm

Mindset – What the research reveals.

The 4 crucial attitudinal elements every salesperson must have.

DNA – The 5 psychological barriers that dilute sales effectiveness.

 

“Your Sales Strategy” Session 2: December 13 8:00am-2:30pm

Target Market – How knowing your target market makes you more efficient and offers higher return on time (ROT).

Sales Process – More than 95 percent of us do not have one. Why is it of critical importance to your entire sales operation?

21 Century best practice – How Different? We define

Consultative Selling and reveal how the brain actually responds to it.

 

“Your Sales Methodology” Session 3: March 13 8:00am-2:30pm

Phase 1 – Lead generation

Phase 2 – Initiating contact – getting the “cut-through” you need with the phone. How to set yourself apart from cold callers so prospects will want to see you. Includes proven methods of differentiating yourself and your company to arouse curiosity to learn more.

Phase 3 – The greeting and how to gain credibility as a trusted advisor rapidly.

Phase 3 (cont’d) – The Consultative Interview. How to use a questioning framework to trigger strong emotive buyer motivation.

 

“Your Sales Methodology”Cont’d Session 4: June 12 8:00am-2:30pm

Phase 4 – The Consultative Presentation. How to present like a professional advisor.

Phase 5 – Closing and Concerns. Handling client concerns and closing without the pressure.

Phase 6 – Account Management. Introduction to account management and the 3

competencies required to retain and grow your hard earned accounts.

 

Graduation Session 5: July 25 6:00pm-7:30pm

Come celebrate the success of your employee’s successful completion of the Sales Accelerator.

Participants will have the opportunity to share their success, lessons learned, and how they have grown over the last year.

Participants will receive certification for completing the course.

 

 

Program Includes

Individual Sales Assessment

Hardcopy Personal Workbook

12-months access to Sales Star Consultative Selling On Demand platform

48-hours of live professional sales coaching

4 Full Day Classroom Sessions

Bi-weekly coaching sessions via video conference to support classroom and online learning

2 hour live kickoff with company decision makers to review the goals and outcomes of the program for their employees

Lunches will be provided during the live events.

Class size is limited to 20 participants per enrollment period

 

Program Investment

$3,499 one time investment per enrollee for NTC Member

$4,499 one time investment per enrollee for non-NTC Member

 

FAQ

Why is the program one year in length?

The desired outcome is behavior change and this takes time. True to our core values we do not believe one off training workshops are effective which is why we have designed a program that is scientifically validated using our 70-20-10 blended learning model which consists of 4 in person workshops throughout the year, bi-weekly video conference calls to support the classroom and online learning. Participants will also have written assignments to complete throughout the program and are highly encouraged to review with their sales managers.

 

How does the price of the program compare to others?

 

Most live training programs from credible resources begin at $5,000 per day. Hourly coaching rates are traditionally $250-$1,000 and on demand learning programs vary from $99 to $500 per month. Most of these programs do not offer reinforcement coaching between sessions which research shows is ineffective. NTC is able to leverage member company resources to provide this member benefit at greatly reduced costs to our members.

 

What if an employee we enroll in the program leaves or is fired during the course of the program?

If during the first 6 months of the program you part ways with an employee your company will be eligible for a 50% refund or receive a credit to be applied to the next workshop.

 

How do we measure the effectiveness of the program?

 

While we cannot account for the dynamics within your organization (sales culture, internal coaching, economy, competition, etc.) we are able to measure the growth of each person in the program. We do this at the end of the program by reassessing the employee with our scientifically validated Objective Management Group sales assessment

 

 

About Craig Eggleton

Craig Eggleton brings over 20 years of real world sales and sales leadership success to our clients. Starting as an entry-level sales rep for a fortune 50 global brand he quickly rose through the ranks earning recognition for his elite results. Those sales results led him to be selected to run sales teams throughout the US. During this time he has built teams from scratch and overhauled underperforming divisions. The one lesson that always holds true is great companies are built with great people. Craig founded Sales Bullpen  on the simple premise that improving the health of each organization’s sales team happens one sales person at a time. 

Sales Bullpen is a Sales Star global partner, giving your team access to systems, training, and on demand learning. Every single member of the Sales Bullpen faculty are experts in their areas of specialty – whether that be sales, sales leadership, or strategy. There are no theorists among the Sales Star advisors, allowing the faculty to  relate to your staff on the highly personal level of having been in their shoes.

Sales Bullpen adds science to selling, and serves as the local distributor for Objective Management Group (OMG). OMG has assessed over 1.75 Million sales people from more than 13,000 businesses across the globe, giving Sales Bullpen sales tools that have been independently audited and confirmed with 95% predictive validity. This means Sales Bullpen can predict how sales people will behave and identify their strengths and blind-spots. The assessment can even predict if it is worth investing in a sales representative at all, measuring their coachability. Additionally, Sales Bullpen provides an inside look at a sales person’s psychological make up and their sales mindset. You can show a sales person 100 different ways to close, but if they have certain self-limiting beliefs or other psychological weaknesses they simply will not be able to execute what you teach them.