"Sometimes less is more" goes the old business saying.
We had confronted two formidable problems. (1) How could the traditional sales training timeline be dramatically reduced? (2) How could the cost of services to deliver the training and post-classroom coaching support likewise be reduced?
It was typical for the standard sales seminar to consume 2.5-3.0 hours of time. With this format, a couple of sales concepts would be thoroughly communicated and reinforced. What takes up all of the time? The wonderful sales stories take a sizable share. We asked the rhetorical question: "Why not postpone the stories until there's more time and funding to pay for them?" Then, what would replace their function right now? How about a highly streamlined format that would greatly reduce both time and cost? Finally, how can the seemingly endless mentoring requirements be better facilitated?
After training, the mentoring problem's solution was born from a realization that a new training model could be fashioned by revealing all the secrets of exactly what to say and do while holding back on most stories for now. A new solution was enabled by innovating more efficient delivery vehicles. The flagship solution would have two venues: (1) a training platform was designed to support classroom training and webinars; also, a refresher platform named Perpetual Mentor(TM) was designed to provide fast delivery and be very portable. A third platform was innovated for just-in-time refreshing and became known as Winner's Warm-up(TM). With the passage of time, early clients came to better understand the true value of these delivery platforms: No broadband, batteries or bravado, just more actionable content ... in less time.
Winners always focus on the needs of their prospects and clients.
Perpetual Mentor (artistic rendering)
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