Your sales professionals face heightened competition, a more complex selling process, and increasingly sophisticated buyers, many of whom are seeking closer relationships with a smaller number of suppliers.

The job of the sales professional is further complicated by shorter product life cycles, which lead to more new product launches. This, combined with the need to develop key account strategies, often requires a team selling approach, with closely coordinated efforts from sales and marketing and from national and regional headquarters.

For many organizations, sales efficiency has also become a critical issue, driving sales teams to produce maximum results at minimal cost. At the same time, downsizing has left fewer sales managers covering more salespeople and salespeople covering more territory, often with less sales support.

Together these new demands put a premium on creative leadership and management approaches. They also magnify the consequences of every action taken by members of your sales team. Only a select few will elevate their performance to meet the challenge. Will your sales force be among them?

Experienced sales professionals have already had many hours of sales training. They are familiar with a wide range of sales techniques, and they understand the importance of having good relationships with their customers.

But changes in the marketplace still leave many of them fighting an uphill battle, frustrated by buyers who remain friendly, yet seem to have less time to listen to what they have to say.

The solution isn't necessarily to work a little harder, move a little faster, or try to squeeze in one more call a day. Nor is it to besiege prospects with the same set of questions they hear from every salesperson. What's needed is:

	A completely new strategic approach, based on an in-depth understanding of each customer's business issues and a thorough understanding of the competition's strengths and weaknesses. This requires a comprehensive strategy, carefully orchestrated tactical moves, and research that goes beyond what might be surfaced in a single interview with a buyer.
	Training that focuses on the key criteria your customers use to evaluate the performance of your sales team.

Years of research into the attributes of high performing salespeople have helped us develop our Sales Practices Survey (SPS), which is given to your customers to help us accurately diagnose your sales team's strengths and opportunities for improvement.

The SPS provides valuable feedback for individual members of your sales team, but it also helps us deliver a training program targeted to your needs as defined by your customers.

Please follow the links below to learn more about how we can assist you with:

	Executive and Management Development
	Sales Training
	Sales Team Effectiveness
	Diagnostic Instruments

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