Integrity Services

Navigating The Complex Sale™

1. Do you have sales representatives who excel in a single point of sale, but struggle to sell effectively in accounts with multiple stakeholders?
2. Is strong business acumen and strategic thinking a core competency for increasing sales force effectiveness?

If your answer is yes, you'll find solutions in Navigating the Complex Sale™. This dynamic account management course equips representatives with the tools to build and execute strategy in accounts with multiple stakeholders who influence the decision to use your products.

What Sales Coaching Course Participants Learn:

Using pre-work with high potential accounts, participants in Navigating the Complex Sale™:

• Use Account Mapping™ to identify the most effective use of time
• Clarify the decision-making process
• Use a simple 5-step process to build account strategies
• Understand how to sell customers with different buying motives
• Advance each customer to a higher level on the Sales Relationship Ladder™
• Create realistic strategies and time lines for key accounts
• Execute strategies and report on progress

Customized Account Map™

Integrity Service creates a customized visual Account Map™ based on your type of account. This could be a hospital, large corporation, government agency or any type of complex account with multiple decision makers. Experience shows that salespeople respond to this practical visual business plan and managers find it to be an extremely valuable coaching tool.

Implementation Time Line

Navigating The Complex Sale begins with a manager overview, followed by prework with target accounts. Key concepts are delivered in a highly interactive, facilitator-led interactive seminar, followed by 4 DM-led follow-up calls that build accountability for application. A train-the-trainer approach equips DM's or in-house trainers to facilitate these sessions.

Critical Success Factors:

The key success critieria for Navigating the Complex Sale™ are as follows:

• Content customized for relevancy
• Pre-work with target accounts
• Managers prepared to facilitate, model and coach
• Highly interactive learning dynamics
• Groups develop best practices specific to your business
• Structured follow-up course ensures application in key accounts

Benefits To Your Organization

Strong business acumen is increasingly becoming a required skill set for successful account sales. Representatives who think strategically consistently enjoy these benefits:

More Information

Contact us for more information.