Our Solutions
Training
Training and development is usually a combination of design and delivery. We can tailor training for all strata of a sales force to match appetite, budget and business priorities. We have both the resources for content design and program delivery around the corner or on the other side of the world.
Training programs for the following roles:
Sales Training
Sales Leadership Training
Account Management Training
Distributor Management Training
Sales Management Training
Train The Trainer
BIG are best known for our training which is understandable given our time in market and the number of salespeople we have trained across Australiasia and around the globe. Learning face to face is hard to beat for engagement, even in this digital age of e-learning and collaborative platforms.
We subscribe to the 70:20:10 model of learning and therefore design our programs accordingly. Just 10% of learning happens formally in a class room. To allow 20% of learning to come from others – usually the line manager as coach. With 70% of learning happening everyday on the job.
You will find training solutions for every strata of your sales team, with customisation and tailoring a BIG point of difference. We can even help you to own and run your own internal training via our Train the Trainer solution.
Sales Training
There are many off the shelf options in sales training but very few providers who have the ability to tailor specifically for their audience. The difference in impact and return on investment is marked.
The consistent feedback we get from participants is that it is as if we work there! Our programs speak their language, reflect their context and importantly hit the mark in terms of value, relevance and buy-in. It involves a bit more investment to tailor effectively, but it makes the cost of off the shelf training incredibly expensive in terms of return.
BIG offers both foundation and advanced sales training programs, that involve pre and post workshop exercises to multiply the value. Don’t you owe your people training programs that talk their language and accelerates their development?
Let us customise an integrated sales training program for your sales context.
- Territory Management
- Gaining Feedback
- Pre call Planning
- Overcoming Objections
- Customer Engagement
- Negotiation Skills
- Questioning Skills
- Closing the Sale
- Linking Solutions to Needs
- Executional Effectiveness
Sales Leadership Training
Your sales leaders set the tone for your sales team and set direction for how the business will succeed.
To drive results from any sales team, leaders need to be adept at imagining the future and getting there first. They must balance the strategic with the operational, the long term with the here and now.
Our work with Senior Sales Leaders generally involves assistance with change:
- Integration of sales teams post acquisition
- Building a model of sales effectiveness company wide
- Assessing current sales capability
- Facilitating future business direction and priorities for sale
- Launching major sales initiatives or product launches
- Creation and management of major learning initiatives
- Executive coaching of Key Managers in their functional responsibilities
Account Management Training
Winning at the top end with strategically important customers contributes a lot to the 80:20 rule in generating sales revenue. But today it is more complex than just securing revenue from your larger customers.
Our High Performance Account Management programs are highly tailored to equip and arm your account managers to have high level conversations, to get closer to your customer in true joint business development and deliver additional value creation that endures.
Typically we design the learning program with your team and the training workshops are highly practical and experiential in leveraging tools and processes, plus integrating softer skills of engagement, influence and negotiation.
- Customer Intelligence
- Accounting Planning
- Customer Engagement
- Promotional Management
- Commercial Acumen
- Joint Business Development
- Data Analysis & Forecasting
- Commercial Negotiation
- Presentation Skills
Distributor Management Training
In many channels the supplier’s route to market may be through distributors or wholesalers, rather than direct to the customer. The degree of integration of effort can also vary widely. However the selling skills of working with a distributive partner are just as vital to success.
Our recent work globally has involved design and deployment of highly customised training solutions for those either dealing with a distributor from a supplier’s in-market company or without. We have high performance solutions available for either context.
In preparing a customised training solution we invariably spend time in market, designing the methodology and tool-kit with your people to provide the most practical and easy to implement sales approaches with the sales teams – both at the supplier and the distributor level.
- Customer Segmentation
- Promotional Management
- Distributor Assessment
- Commercial Acumen
- Supplier Assessment
- Data & Information Sharing
- Strategic Business Planning
- Communication Skills
- Negotiation Skills
Sales Management Training
Sales Managers have the most important role in sales. They must exhibit the full breadth of capabilities to be effective in delivering results through their people. It is not about being a super salesperson themselves.
Our view of a High Performance Sales Manager is one who can…
COMMUNICATE – Direction, purpose, strategy and game plans
MANAGE – Bring order to the sea of complexity with sound processes and systems
LEAD – Inspire the hearts and minds of individuals to willingly do more than they normally would.
We have a range of customised training solutions to develop high performance sales managers.
- Sales Strategy
- Performance Dashboards
- Effective Communication
- Coaching & Development
- Sales Planning
- Driving Motivation
- Resource Allocation
- Team Building
- Developing Culture
Train The Trainer
Repetition is the mother of skill!
We know that one off training rarely changes behaviour of salespeople. They require multiple instalments of learning over time in combination with coaching on the job and consistent feedback.
Many of our clients understand this imperative and are committed to reinforcement of learning over time. By adopting a Train the Trainer approach they can own the materials and leverage internal resources (trainers, HR managers or sales managers) to run quality training on any topic they like, as many times as they like, in any order they like.
BIG has a dynamic program to develop these internal skills to help your training initiative live on for years, multiplying the return on your investment in learning.
- How adults learn differently
- Facilitation Skills
- Understanding Modular Training
- Designing Training Sessions
- Setting Up the Training Room
- Linking Training to Coaching
- Using Training Equipment
- Tracking Training Outcomes
Are your sales people
high performers?
Contact BIG now to end the pain of missed sales budgets.
Case Studies
With the golf industry suffering from low growth globally and disruption from the internet, Callaway has continued to grow and thrive by implementing strong selling disciplines that are customer centric. They have also realised that sustainable improvement in sales capability comes from an ongoing commitment to developing their people long after the initial launch.
Campari now has a world class sales development program that is available around the world, with a development pathway for each sales role and a very engaged salesforce who are continuing to grow sales 7.5%. BIG and our European associate offices are responsible globally for ongoing deployment and development of all sales training throughout the Campari world.
Taylors have entrusted the development of their sales force to BIG for 17 continuous years where they know they can pull on a flexible resource, who knows their business and importantly is part of their family.
Now in to our eighth continuous year working with Dulux, BIG have become their first choice designer and deliverer of sales training to drive ongoing sales capability development across the group in Australia and New Zealand.
Five years later we are still involved in content evolution, supporting reinforcement, on boarding new arrivals and spreading the News Corp selling way to allied functional teams.
Besides positively impacting on new business and repeat business for the divisions who deployed the program, the technically strong consultants are now far more confident in being able to initiate and conclude new business discussions with their clients, further deepening the client relationship for the betterment of both parties.
