Is your sales team up for the challenge?
It is true that we’re witnessing the most competitive business environment in our nation’s economic history. The days of closing a deal on a wink and a handshake are long gone. Business-to-business purchasing is more complicated, buyers are savvier, and budgets are tighter, making it more time consuming and laborious to get to the closing table. The fact is that today, buyers have greater access to product information and they use it to make better purchasing decisions.
Besides that, competition is stiff! Although your ‘widget’ is good, there is always someone who claims that his ‘widget’ is better. And, unfortunately, the two of you are trying to sell the same ‘widget’ to the same buyer.
So, how do you overcome these challenges? You take your sales team through ADAPT Training.
ADAPT: Training That Goes Beyond Theory
When it comes to sales training, EWC veers off the beaten path. We employ nontraditional training methods to help sales professionals adapt to nontraditional buying behaviors that have emerged in the marketplace. Although we subscribe to the traditional tenets of sales practice, we recognize that modern sales professionals conduct business in a dynamic, high-tech, and global environment. Hence, our approach is not to focus on theory, but to teach practical skills that sales professionals need to compete in an ever-changing business environment.
To do this, we developed ADAPT – EWC’s unique training methodology. ADAPT identifies institutional challenges that hamper sales success, walks corporate leaders though a successful sales planning process, and exposes sales professionals to training experiences that build the skills and confidence they need to succeed. More explicitly, ADAPT does the following:
Assess Current Business Environment
—Assess sales procedures, CRM, talent pool, and leadership.
Diagnose the Problem
—Determine environmental obstacles/challenges that may hinder high-sales productivity.
Acquire Corporate Goals
—Collaborate with leadership to develop feasible sales goals for the organization.
Prepare a Plan of Action
—Develop strategic and tactical plans to help client realize sales goals.
Tailor a Training Solution to Client Needs
—Create and implement a customized training solution to enhance specific skills needed to improve sales performance.