The selling landscape has been forever changed by rapid technology development and highly connected global marketplaces in which commoditization can happen almost instantly. Sales Professionals are going to have to adapt to survive. They need to develop the skills to provide relevant insights and value during the conversation. The ability comes from investing sufficient time to better understand their clients’ industry ecosystem, internal business, and metrics to success. Along with shifts happening for sales professionals, shifts will be required in the Sales Management Structure, Marketing Message, and Customer Service as well. Due to these changes and challenges, MWI® has developed the following support resources to help your team navigate through these dynamic times to catapult success:
MWI Management & Leadership Academy
A recent study showed that Sales professionals feel that their current organizational sales structure is inadequate. The issues most often cited were too many sales professionals per sales manager and not enough “deal coaching.” Organizations need to assess their structure, develop an appropriate ratio of sales management to field sales reps, develop coaching cadence, and make sure sales managers have the skills to provide both developmental coaching, as well as deal and presentation coaching.
Our management curriculum focuses on the importance of understanding psychometrics: how everyone is wired and what motivates vs. demotivates team members. We cover the following areas: The Leadership Role, The Management Role, Management Assessment Results, Effective Coaching, Planning – Time Management, Benchmark Metrics, Recruiting / Retention – Building a High- Performance Team, and Winning Synergy – The Importance of Culture. Learn how to put a proven process in place that will pull greatness out of your people and thrive as an organization.
MWI Elite Sales Academy
In a recent Forrester report, only 27% of buyers found that salespeople are knowledgeable about the buyer’s specific business, meaning an astounding 73% of buyers don’t think salespeople understand their company’s needs.
Therefore, in our curriculum we focus on the entire sales process and the psychology of buyers. We cover a fundamental proven system as well as providing new and fresh techniques by keeping our pulse on the market. These areas are: Maximizing Your Minutes, Psychology of Buyers, Finding Ideals Clients, Discovery – Appointments, Strategy – Competition, Recommendations, Creating Partnerships – Closing, Seeking to Understand – Proactively Handling Objections.
MWI Total Sales Transformation Center
(Online Virtual Portal)
As our buyers have evolved, so must our sales professionals. Sales professionals need to be able to master sales skills to differentiate themselves, implement fresh new ideas, and constantly be learning. This online virtual training portal allows for 24/7 access to video online content. Broken down by topics, sales professionals can reinforce their retention and have a personal coach at their fingertips. This year-long program includes 24 video modules covering: Maximizing Your Minutes, Psychology of Buyers, Finding Ideal Clients, Discovery – Appointments, Strategy – Competition, Recommendations, Creating Partnerships – Closing, Seeking to Understand – Proactively Handling Objections, Psychology of the Buyer 2.0, Deeper Wider Broader, & Teach Clients How to be Satisfied (Building Loyalty).
MWI Aftermarket Academy
Includes Inside Sales, Lead Generation
With an evolving selling environment where phone calls are screened more than ever, aftermarket departments, inside sales departments, and lead generation professionals (Business Development) are constantly challenged with finding new ways to increase revenue and ensure profitability. It currently takes 8-11 touches to reach prospects today. Therefore, an evolved combination approach is necessary for success.
Our curriculum includes: Maximizing Minutes, Psychology of Buyers, Finding Ideal Clients, Creating Partnerships – Closing, Seeking to Understand – Proactively Handling Objections.
MWI Customer Service Academy
Sales professionals are concerned with the levels of customer service that their clients are receiving. How many times did a return call get missed, forgotten, or lost? How many times has the customer’s issue been misunderstood? How many times have you experienced customer service dropping the ball? Lack of accountability, high turnover of customer service reps, and poor communications skills are just a few of the consistent themes. Re-establishing a focus on exceptional customer care is an essential strategy that organizations must embrace to differentiate themselves and recapture eroding price margins. According to Forbes, “The most talked about brands/companies are those that create a special connection with their customers and promote brand advocacy.”
In our curriculum, we include Customer Service Acumen, Effective Communication, Psychology of Buyers, Seeking to Understand – Proactively Handling Challenges, Brand Advocacy, and Best Practices.