We provide a comprehensive series of support services including strategic planning, skill training and project management services. Our services are customized to meet your specific needs. All work we perform is based upon your input. We own an entire catalog of training content we use to create courses customized for your needs. We employ the ADDIE (Analyze, Design, Develop, Implement and Evaluate) method of content development.

Strategic Planning.

We can help you create a business plan for your entire business or for a single department. If you have a business plan, we can help you complete key milestones that you may not be focusing on due to time constraints created by the day-to-day operation of the business.

Employee Career Pathing

Career pathing and skill development is key to the success of any business. Once you define the work that needs to be performed to ensure the implementation of your plans, you need good people to assist in meeting those goals. The recruiting, development and retention of your staff is critical in achieving success.

Working closely with you and your team, we create a Skills Matrix for each of your key positions. Then we place your staff in the matrix. Working with you, your managers, industry experts, customers and your staff, we establish the core skills required to succeed in each role.

The difference between the skill set on hand and the skills needed to be successful is the Gap. We work with you and your staff to determine a series of actions to be taken by the company and the employees to close the Gap. We can provide training in house or help you find local resources (i.e. colleges, trade associations, manufacturers) to improve your employees skills..

To ensure successful training gets done, we can train your staff on how to implement a WP&R (Work Planning and Review) system in Microsoft Excel to allow your managers to assist quarterly in helping each employee to stay on course. Employees love this system.

Sales Management Training

How to manage a sales force, creating a real sales pipeline with numbers you can run the business with, customer retention – keep the customers you have first! How to conduct an intensive market segmentation assessment, improving deal visibility and closure rates, how to utilize information technology tools, how to manage key account relationships, completing the large complex sale, benchmarking – creating and using Key Performance Indicators

Competitive Analysis

Using proven methods, we can perform a competitive analysis on each market segment you work in. After we train you and your staff you can perform these analyses yourself in the future.

Sales Skill Training

Sales prospecting, customer retention, building relationships and trust, time and territory management, improving presentations and demonstrations, team selling, negotiating, handling objections and closing and key account management

Maximizing Service Profitability

Absorption rate – what is it? Creating service level agreements, providing best in class support, maximizing service opportunities, creating new service and support products, time management, project management

Soft Skill Training

Business writing, budgets and financial reports, coaching and mentoring, employee motivation, employee on boarding, project management, trade show and event planning

Proposals

A good proposal doesn’t just outline what product or service you would like to create or deliver. It does so in such a way that the reader feels it is the only logical choice. We take employees through each step of the proposal writing process, from understanding why they are writing a proposal; to gathering information; to writing and proofreading; through to creating the final, professional product. We are also available to assist in writing and reviewing proposals.

Project Management

The principles that have been used to create enormous successes in large projects can be applied to projects of any size to create amazing success. We help your employees to understand project management techniques and how to apply them to projects of any size. We can also assist in specific projects as well.

Marketing Assistance

We can provide targeted marketing content to push that new program or product out to the hardest to reach customers. Use us as a sounding board to listen to your ideas and help you get those thoughts across to your clients.

Note: The following is optional material.

Metrics

Whenever possible we quantify what you should be able to expect from your staff’s participation in a program or training. We use Hard ROI (Return on Investment) and Soft ROI as the measures.
Hard ROI
Solution Providers are faced with tight margins and are subject to erosion of pricing due to on-line sales and highly competitive marketplaces. Maximizing an organizations sales and performance efficiencies can be measured in hard numbers. Increased sales, new customer sales, recurring customer sales, improved sales of services, overall net margins. i.e..

• 10% revenue increase per sales person and year. This also means if the market has dropped by i.e. 10%, that skilled sales people and managers will be able to hold the performance level from the previous year.
• 30% more sales interactions. Each sales call is an opportunity to create business either immediate or in the long run. This is generally underestimated and the sales training will bring this into people’s awareness.
• 2% improved gross margin as a result of value added selling versus transactional. For high quality products and services (as perceived by customers) companies are able to charge significantly higher prices.

Soft ROI

A soft ROI results from generating intrinsic outcomes through trained employees. Improving sales skills and sales management skills creates a change in behavior. When sales skills and sales management skills are permanently installed and supported with annual coaching, a few of the impacts on the organizations results can be stated as:

• Increased Employee retention
• More accurate Sales Pipeline Forecasts
• Percentage reduction in grammatical and numerical mistakes on proposals
• Improved employee engagement. Employees that are trained and understand the reason for sales benchmarks, more often achieve those benchmarks