SPC international offers small and mid-market companies a reliable and
cost-effective solution for sales training and sales process improvement
     
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Training
    

team training
Our training program transitions the "reactive" sales force into a more proactive team.

Modules can be broken down into short segments of an hour or less to limit lost time and ensure solid comprehension. Each program is tailored to address the urgent skills required.

Levels of competency
Modules
Tools
Level 1
Transitional Sales Training (TST)
  • Basic conceptual selling
  • Value selling
  • Teleselling
  • Objections/value assessment
  • Sales activity management
  • Goals
  • BSS (basic selling skills)
  • VDT (value determination)
  • Telesell
  • OCI (objections/core issues)

Level 2
Advanced Proactive Selling (APS)

  • Prospecting
  • Negotiations
  • Sales development concepts
  • Sales development techniques
  • Pricing & margin management
  • PPG (prospecting guide)
  • PERC (negotiations guide)
  • PUPIL (sales
    development)
  • PAV (value pricing guide)

Level 3
New Business Development and Account Management (NBD/AM)
  • Prospect qualification
  • Account mgmt - situation appraisal
  • Account planning & positioning
  • Account plan implementation
  • QIP (qualification guide)
  • SitAP (situation appraisal)
  • AMP (acct mgmt planning)
Level 4
Metrics in Proactive Sales (MPS)
  • Benchmarking metrics against internal and external standards
  • Lead generation effectiveness measurement
 
Level 5
Self-directed Sales Management (SDS)
  • Establishing sales plans and targets
  • Integrating measurement, behavior, and performance