Training Ground

Training for results

The world of sales is changing and sales training needs to change with it. Today’s sales training needs to be fit for a hybrid sales environment.

It must leverage technology as well as engage with people; it must work remotely as well as in person, and deliver skills for selling through the screen as well as in the room.

You and your team will be benefiting from our experience of training over 10,000 people from over 1000 companies.

This is well-travelled territory for us but we combine this deep expertise with innovative approaches fit for the 2020s.

Read on to see how our different training methods could help you.

Training Ground

Training Methodologies

Sales Training has moved on from a group of bored salespeople sitting in a room, being lectured to and waiting for the bar to open. SalesLevers uses a portfolio of training methodologies to suit different cultures and situations.

“I’ve learned that people will forget what you said, people will forget what you did, but people will never forget how you made them feel.”
― Maya Angelou

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Classic

Our best of breed workshop style that ensures the key messages get across in an engaging way

Gamification

Highly participative and competitive board games to engage learners and drive results

Sales Theatre

Corporate Actors bring sales scenarios to life, demonstrating bad and good techniques and stimulating people to learn by experiment

Competitive Selling

Sales teams compete to win a piece of business and learn by doing

Sales Impact Projects

Training based around a live product launch or market campaign

Live Application

Working on live accounts or prospects

Our best of breed workshop style that ensures the key messages get across in an engaging way

Highly participative and competitive board games to engage learners and drive results

Corporate Actors bring sales scenarios to life, demonstrating bad and good techniques and stimulating people to learn by experiment

Sales teams compete to win a piece of business and learn by doing

Training based around a live product launch or market campaign

Working on live accounts or prospects

Training can be delivered in person, remotely, hybrid and on-line

Ten Steps to Sales Success

This our Essential Selling Programme designed to ensure the core skills that every seller needs are in place and adapted for a changing sales world. Available in a range of formats and levels.

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Key Account Management

Key accounts can and do deliver 2.4 x more growth than “standard” accounts (Siemens) and often deliver over 90% of Customer Lifetime Value (Kumar & Shah).

Our KAM programmes deliver serious results in terms of share of wallet e.g. 51% share up from 40%; sales growth e.g. 36% year on year growth; margin e.g. up 6.8% across portfolio and relationship e.g. full nomination for major brand.

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New Customer Acquisition

It’s hard to unseat competitors to win “new logo” business. We offer tried and tested and innovative approaches to increase win rates and drive success. It’s the difference between one organisation winning >60% of its pitches compared to a competitor’s 20%.

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Grow & Retain

Many of our clients are involved in ongoing selling to a large portfolio of existing customers. We work on up-selling and cross-selling to ensure growth and retention. When 5% increase in retention can deliver 25% in profitability (Fred Reicheld: Bain &Co) the stakes are high.

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The Effective Sales Manager

First and second line sales leaders can transform a sales team, multiplying success rather than just adding to it. We focus on the key issues of coaching and motivation, planning and collaborating with the wider business. This programme produces results and provides one of the best returns on investment possible.

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Negotiation

Our negotiation programmes have proved themselves in arenas as diverse as global risk managers, leading banks, SMEs and universities. Increased margins and strengthened relationship impact immediately on the bottom line. Our methodology focuses particularly on negotiating in the context of ongoing business relationships.

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Sales Presentations

Every salesperson needs to be able to present. Few enjoy and very few cannot improve given the right techniques and coaching. Our presentation training gives salespeople increased capability, confidence and commitment to present effectively with reduced stress and greater impact.

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Quota Game

Quota Game is a board game that makes sales training fun! Developed from 30 years of field experience and training, The Sales Performance Game is engaging and a ton of fun! Based on Quota’s 10 stages of the selling process, it makes the process of selling clearer, while teaching valuable selling skills.

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Quota Coach

Sales managers aren’t born.
They need to learn – and the transition from salesperson to sales manager is not always automatic or easy, Quota Coach is a highly engaging comprehensive introduction to the keys of successful sales management.

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Peak Performance Sales

What We Do

Lever 1

Win Strategies

Well before the team go onto the pitch for the opening game of the season, leaders have been working on strategies. What do you want to achieve this season? Do you have the right squad or do you need to recruit? How much will success cost? How do you get motivation and fitness where it needs to be? How do you balance individual performance with team success? Which stakeholders do you need to engage? What are the risks you need to manage? Getting the sales strategy right makes success possible.

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Lever 3

Playbook

Once people have the skills they need, they have to apply them in different situations, whether it’s helping a buyer make sense of too much information, launching a new product or justifying a price rise. SalesLevers Playbooks are usually online and collect, curate, and communicate the best ways of working, tips and techniques. Very specific to you and your situation they embed learning and drive payback.

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Lever 4

Coach to win

Coaching is as key to sales as is it to sports – both on and off the field. Coaching turns the strategies, training, playbooks and the kitbag into reality; whether its direct coaching of the team or coach-the-coaches.

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Lever 5

Kitbag

If you’ve ever seen a team travelling to a match you’ll have seen the kitbags that go with them. A SalesLevers kitbag contains the sales tools you’ll need to ensure peak performance and deliver on the efforts put in on the training ground and support the playbook. Tools include contact matrix, sales growth analysis, sales leadership plans, account planning tools … As well as providing our own tools we have searched out and advise on sales enablement tools from partners and third parties.

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SpecialProjects

Every business has its unique aspects. We design and deliver one-off programmes to address a specific requirement e.g. a product launch, scaling projects, M&A integration, preparation for exit…

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Sales Management

First and second line sales managers multiply the effectiveness of their salespeople. We have a full range of proven sales management, planning and coaching resources that make a real difference

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Sales Compensation

Sales Compensation is a specialist field that can have a huge impact on sales performance and profitability. SalesLevers has specific expertise and tools in this complex field. We can help you design, redesign and implement your sales compensation plans

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International Selling

Doing all this across borders? International Selling requires robust methods and local resources and sound experience. SalesLevers have invested in Gyroscope International, delivering highly effective sales performance projects in 35 countries

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SFG exists because we believe good selling does good – good for the customer, good for the company and its stakeholders, and good for the individual salesperson. Good selling means two things: selling with integrity and selling with professionalism. In a business world that is changing rapidly and radically the strategies, processes and skills that have served in the past need to change to deliver winning results in the future.

Research, Insights and Analytics

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Development, Processes and Tools

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Recording, Reporting and Forecasting

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