Selling with
How Selling with CLASS™ is offered
What implementation choices are available to clients?
Selling with CLASS™ has been successfully offered in several different tailored formats, including:
- Workshop facilitation and follow-up coaching by our skilled facilitators
- A range of train-the-trainer
options
- Web-based, and blended learning system approaches often involving real-world case studies, simulations and video demonstrations of effective and ineffective sales behaviors.
What provisions are made for post-program sustainability?
- Participants learn how to manage their own learning after the program
by creating their own mental success models and identifying non work-related
practice opportunities ("stealth learning.")
- We have reached to point of recommending that clients not invest in the program for their sales people without making a comparable investment in managers' training, for the obvious reason. Most real learning of a new sales approach will take place after the program, over time, back on the job.
- The best performance results we've seen with clients happen when managers
make the successful transition into performance coaches.
- We have collaborated with clients to produce a range of pre-and
post-program evaluations, primarily geared at the 2nd and 3rd Kirkpatrick
levels with some still experimental work at level 4 assessment.
- Where possible and desired, we typically work closely with clients'
sales training staff to assist them in providing on-going post-program
individual coaching.
- We provide a wide range of support materials, ranging from job-aids and manager coaching guides to "Leader-led-Learning" mini-workshops for managers to conduct with their sales team to build continuous improvement and mastery. (These are 15-45 minute, self-standing modules that sales managers can conduct without the need for training expertise or the support of sales trainers.)
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