Engaging sales people and account managers for training and development is extremely challenging for most organizations. The reasons for this are actually quite practical; for most sales people time truly is money. The time they spend not directly working with customers and prospects potentially reduces their sales results. For this reason we make sure that all Global Partners programs are immediatley applicable and will deliver a clear, measureable impact on the results for each workshop participant.
A key success factor for ensuring immediate application of learning is providing tools and documentation for action planning. Participants in our Strategic Account Management, Strategic Selling and Capture Team programs use a Planning Guide to analyze their business, create objectives and strategies and track their implementation. Completing a draft of the Planning Guide during an Action Workshop requires participants to systematically analyze their account, determine what is needed to drive better results and formulate highly actionable objectives, strategies and plans.