Sales and Sales Management

Selling is more than a technique, or set of techniques. It is a process.

But more importantly, it is a process executed from the buyer’s perspective. The exceptional salesperson understands that people want you to help them buy, not to be sold. They are consultative, understanding their buyers well enough to provide value and a competitive advantage. They are also strategic, winning business that is good for their company. They keep a good balance between meeting the needs of their clients and advancing the business of their own organization.

Since 1984, we have worked with some of the best sales organizations in the world to build their competitive advantage and bring exceptional value to their clients. Our Performance Enhancement Process can include any or all of these components.

We are experts in:


Planning for today and the future

  • In the context of your vision, goals and strategies, focus on the right elements that will make the vision a reality
  • Develop sales-specific strategic plans


Identifying the skills required for present and future success based on your strategic goals

  • Strategic Job Focusing Sessions

Assess and Select

Assessing the levels of proficiency in the right skills and acquiring the right people

  • 360 Assessment
  • Pre-post course skill specific surveys
  • Hiring/selection process


Enhancing skills for today and the future

  • Pre-course executive overview and communication strategy
  • Time and territory management
  • Prospecting
  • Presentation Skills
  • Consultative Selling
  • Versatility
  • Negotiating
  • Strategic opportunity selling
  • Inside sales/ Call Center Sales
  • Customer service effectiveness
  • Increase business accumen
  • Using email efficiently and effectively
  • Using smart phones efficiently and effectively
  • Custom programs


Providing support, feedback and follow up to get a strong ROI for your training investment

  • Coaching skills for managers
  • Coaching Tools
  • Feedback and review
  • On the job activities
  • Refresher programs


Taking stock of success from your investment in training and development, we can help you measure at four levels

  1. Course Evaluations
  2. Attitude Change
  3. Behavior Change
  4. Business Impact

Related Sales and Sales Management Training Articles:

Clearly it pays to have the long-standing relationship that we’ve enjoyed over the years with your company. The training activity absolutely ‘hit the mark’ with our North American Sales organization. I was told over and over again by our Account Managers and Sales Directors how impressed they were with the quality of the material and delivery by the instructors.

Roger Shope

Tellabs Operations, Inc.

Strategies for Engaging and Managing Millennials

A couple months ago I had an interesting conversation with a couple of millennials, which led me to do a little bit more research and investigating around what their expectations were around the workplace.

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