4 Common Derailers to Effective Seller Development
Four common derailers to effective sales development—and how you can avoid them.
Powered by the proven, industry-leading sales methodology of Miller Heiman Group, which is now part of Korn Ferry
As buyers change the way that they want to interact with sellers, organizations must understand those changes and adapt. A seller’s role is no longer just to inform but to inspire. Sellers must be able to develop and add perspective at every stage of the sales process; to help the buyer to learn and expand their thinking and understanding as part of the engagement.
Our sales training is:
With more than four billion total data points, including 74 million assessment results, we can predict performance in any role. We use this data to cluster around 8 groups that we call personas. Personas provide a blueprint for how an individual learns. We combine this with assessment data to produce a personalized learning journey for salespeople and managers. We recruit approximately 17,000 sales professionals each year which further informs our point of view on what makes a successful salesperson.
With over 40 years of experience, we have the deepest and richest ‘vault’ of sales training programs for all roles, across the sales process. We combine sales methodology with skills to drive immediate changes in performance. With more than 80 end-to-end programs, available in all modalities and up to 25 languages. We also bring the most comprehensive sales leadership content focused on sales leaders to enhance their abilities and truly bring them into the change process.
We use innovative technology to not just reinforce sales learning, but bring it to life in the daily workflow of sales professionals. We create individualized rich learning journeys and deploy components that identify and close critical skill gaps. Our CRM application, Korn Ferry Sell, incorporates sales skills and methodology into daily workflow. It shows sellers, in real time, the actions that drive success; give access to relevant learning; and provide data for sales leaders to inform coaching and development.
Backed by research that demonstrates what works for sellers, our sales training programs continue to produce successful sales leaders. The effectiveness approach to sales training lies in our understanding of the art and science of sales. From developing hunters and farmers to onboarding new team members, our portfolio of sales training courses creates an optimal learning path for every team.
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Our sales training programs provide individuals and organizations the techniques to:
Learn the process and tools needed to conduct a strategic analysis for accounts with multiple decision makers.
Through a simple, repeatable structure, sellers learn the essentials for succeeding at both planned or spontaneous meetings with buyers.
Learn the three key stages that sellers can employ to not just renew strategic accounts but increase their value in our sales training classes – data gathering, strategy sessions and execution.
Break down complex sales into understandable components by adopting a roadmap like the iconic Blue Sheet and Green Sheet to drive organizational strategy to abide by common language and practices.
Overcome buyer hesitations and explore unrecognized needs and learn how to develop a tailored message and presentation style to reach and impact executives.
Regain control of the room when things go down the wrong path, preserve client relationships, and secure time with high-level prospects.
Build a foundation of customer service excellence to create loyal and long-term customers.
Arm your teams with the fundamental skills to successfully uncover and satisfy customer needs. Win complex deals with a scalable, insights-driven approach to opportunity management. And have compelling sales conversations with key decision makers.
We understand that full-time working professionals are busy, and that people learn in different ways and at different speeds. By catering to specific training needs, we can help your people learn using the method that works best for their schedules, budgets, and learning preferences.
We look at your training needs holistically and can offer a plan fit for your business needs. We offer sales training solutions to improve each of the discipline areas needed to transform an organization from good to great. By working directly with your organization using a consultative and adaptive approach, we develop learning solutions that address your specific business requirements. If you have ten or more attendees, we can bring sales training to the location of your choice, anywhere in the world. Depending on your specific organizational business requirements, we can deliver targeted training in 13 different languages and one or more of the following formats:
We have pulled together our training courses into two powerful learning journeys – one for sales teams and one for customer service teams. Each journey starts with defining what success looks like in a specific role. Individuals are then assessed against this profile, provided with a personalized development plan to close any gaps and supported with 121 coaching. Everything is delivered in one platform for seamless and engaging employee experience.