KEY SERVICES
Revenue AccelerationTM Series
Sales and Leadership Training
Professional Coaching
Revenue AccelerationTM - Revenue Audit
(back to top)
-
The Revenue Audit results in a brief Findings Report identifying adjustment in current the revenue engine which will yield immediate results and Revenue AccelerationTM The process includes a Senior Southwestern Consultant conducting an onsite, three to four hour analysis of the components of your revenue engine, including, but not limited to the following:
-
Overview: Product, value propositions, sales/management structure, internal change management functions, profitability function, position in the market
-
Competition solutions evaluation
-
Sales financial and metrics identification
-
Training frequency, visibility strategy and tactics
-
Management communication, visibility, strategy and tactics
-
Field reps metrics, visibility, strategy and tactics
-
Sales driving marketing tool evaluation
-
Brief findings report identifying changes which will yield immediate results
Revenue AccelerationTM - Performance Management
(back to top)
-
Effective and impactful rollout of activity management processes, and reports
-
Applying proven processes to the sales division such as scripting, field observing, and role playing
-
Communication strategies
Revenue AccelerationTM - Revenue Engines
(back to top)
-
Market validations
-
Pricing validations
-
Sales division structure
-
Compensation plans which drive performance
Revenue AccelerationTM - Custom Training Content and Delivery
(back to top)
-
Internal resources manage and deliver the training*
-
Management effectiveness increases which impacts productivity
-
The teachers become more proficient in the subjects being taught by virtue of facilitating the workshops
-
The delivery methodology is perpetual
-
Revenue is accelerated by creating a skills improvement culture, the employees are continually growing and improving
-
Focused on the fundamentals
-
By focusing on Best Known Methods (BKMs), a positive outcome is assured
-
Customization of the Southwestern proven fundamentals works, which is why it is fundamentalManagement effectiveness increases which impacts productivity
Success Starts Now Speaking Series
(back to top)
Southwestern Business Resources, Speaking Division, presents top speakers, trainers, and consultants
who will help accelerate execution and delivery for anyone in the sales industry production. There is
no one featured speaker because all of our presenters are "the featured speaker". In addition to our
world class speakers, we offer a personality profile workshop to identify the type of sales professional
you are and two consulting workshops guaranteed to increase your productivity!
The Success Starts Now Speaking Series was formed to create the skill and motivational foundation
needed to excel in the professional selling world. This program offers the principles, practices
and tactics that have enabled The Southwestern Company to create generations of high performing
sales professionals around the globe for the past 150 years.
View our upcoming events
High Performance Sales Habits
(back to top)
What enables a salesperson to achieve their potential? In our experience it is
their 'habits' - what they do on a daily, weekly and monthly basis; they know how
to motivate themselves when they just don't feel motivated, they take a target
which is given to them and take ownership over it, they make the one extra call
when all seems lost. We call these 'Success Principles', and our ability to train
these is why we are fast becoming a favorite among those in the sales
arena, from new sales people all the way to Sales Directors and VPs.
We run 2 types of courses - public and custom. Our custom training involves a
process whereby we work as a team with your relevant internal personnel to design
a program specific to your organization. In our public 'High Performance Sales Habits'©
course salespeople are trained in a combination of Process, Work Habits and Mind Set.
Topics covered include:
- How to motivate yourself on a daily basis
- Getting your confidence and attitude consistent
- How to get your prospects talking
- Opening an effective sales meeting/call
- Working on controllables
- Closing on a minor point
- Effective Goal Setting
Delegates leave with a specific plan for growth which they have put together. Each
delegate will have a slightly different plan which reflects our 'adapt don't adopt' philosophy,
thereby giving them ownership over their goals.
The course takes the format of a 2 day residential start with a 3rd day approximately
three weeks later; this lends itself to developing habits. For dates of our public High
Performance Sales Habits course contact us.
High Performance Leadership Habits
(back to top)
Research has shown that the vast majority of salespeople feel their managers
have a lot of knowledge, but fail to inspire! An effective and inspirational leader can
make all the difference between sales teams which habitually find reasons why a target cannot
be hit, and a team which consistently comes in over target. Do your sales managers know
how to empower people to reach their potential?
We run 2 types of courses - public and custom. Our custom training involves a
process whereby we work as a team with your relevant internal personnel to design
a program specific to your organization. In our public 'High Performance Leadership
Habits'© course we help sales managers develop professional relationships that
inspire their people to get results. This is achieved by combining process and
work habits with mindset.
Topics covered include:
- Using stats as a motivator
- Bringing your sales meeting to life
- Designing a 'Decision Making Roadmap'
- Effective Shadowing
- When and How to change your management style
- Holding effective one-on-one meetings
- Effectively praise and recognize achievement
- Confront under-performance
- Increasing the belief level within your organization
Sales Managers will learn how to develop individuals while at the same time
creating team identity; they will leave the course with sample outlines for
one-on-one meetings and with a game plan for raising the performance of their
people.
The course takes the format of 2 days of residential training followed by a
3rd day approximately four weeks later. For dates of our public High
Performance Leadership Habits course contact us.
Selling on Purpose
(back to top)
View our Selling on Purpose PDF
Getting Appointments with Decision Makers
(back to top)
View our Getting Appointments with Decision Makers PDF
Professional Coaching
(back to top)
Our coaches work with motivated sales people to create outstanding results. Just as an Olympic athlete
works with a coach to win the gold medal, your sales coach will challenge, push, and demand more of you to
break your own personal sales records, make more money, and bring your career and personal life to a new level.
The topics may include, but not limited to the following:
- Personal goal setting
- Professional goal setting
- Alignment of the things you want to be, do and have with the outcomes
which will be produced by your current actions
- Fundamental shifts in business tactics based on the principles, processes
and tactics employed by The Southwestern Company
- Business planning to avoid or navigate through substantial business challenges
- Life planning to ensure you do not climb to the top of the ladder and
realize it is placed against the wrong building
View our Professional Coaching Application PDF
* Following the initial creation and delivery of the content and delivery methodology