About

This site is about inside sales training programs,  methods and products that produce real ROI.

I know that’s a platitude and everyone says it.

So why is it true in this case?

Because you need the following to produce real results. An my program has them.

• You must incorporate and include actual selling into the training
• The program must conform to and incorporate study and learning technology principles
• By including all sales methodologies and taking the appropriate best practices from each
• By fixing the root problems or causes (In the sales process.) that are responsible for the non-optimum sales behaviors
• By make the sales training “sales-process” centric (Most programs are salesperson-centric.)
  
• You must empower management to continue and forward the training process after the trainer leaves
• And by guaranteeing individual success (See my Training Guarantee.)

Incorporating Selling

Whenever selling is missing from the training, students will have problems implementing what they are taught.

Additionally, many of the real selling problems will go unaddressed.

Study Technology

If you violate good study and learning principles, you guarantee that students will have far more difficulty learning and then doing successfully in the real world what they were taught.

In selling this is amplified as ineffective  or incorrect application of techniques is quickly punished by prospects causing salespeople to revert to older safer habits (not selling).

All Selling Methodologies

If you focus on “one” sales method or model you don’t avail yourself and your team of the many best practices outside that model. As almost every model is a small slice of the selling process you don’t strengthen the whole sales cycle.

Fixing the Problems

Sales training is typically designed to present selling techniques and methods. Then coach salespeople on how to apply them.

It does not focus on fixing the selling process problems that caused the errors in the first place.

This reduces the effectiveness of the techniques and how quickly the selling behaviors revert to  previous way.

Sales Process Centric

When you teach sales skills as an addition to the sales process, rather than as a method for executing the sales process, you run into application problems. Salespeople have far more problem doing what they learned. Most salespeople don’t have the acumen or skills to figure out the correct application of new techniques. They end up doing it by trial and error, getting beat up, and then giving up most of the time.

When technique are taught from within the sales process the application problem is completely eliminated.

Empowering Management

When most training programs end the training leaves with them.

Sales managers don’t know the material well enough to continue effectively. And training companies leave nothing behind that serves as an effective coaching or training tool.

The standard sales training binder is mostly fill-in-the-blanks and doesn’t contain the training content. Sales managers and team members are dependent on the notes they’ve taken.

This is the primary reason you must document and fix the sales process errors that are causing the non-optimum behaviors. Only with such documentation can effective coaching and training continue.

With the recent addition of these key function to the training (fixing the problems) I have literally turned sales training on its head and made all of the old methods obsolete.

Call me for an appointment for a strategy session to learn more.  Let me show you the difference and how it will obviously show up in ROI for your team.

You may call 408-296-6880, send me an email (Flyn@penoyer.com), or simply put your questions below.