Chapter 15: FranklinCovey Sales Performance Solutions

franklinCovey

FranklinCovey is a publicly traded company that helps organizations achieve results that require a change in human behavior. FranklinCovey began its Sales Performance Group in 1999, led by thought leader Mahan Khalsa. FranklinCovey then partnered with Khalsa, Randy Illig and Craig Christensen to form NinetyFive 5 with the goal of integrating a body of work around Helping Clients Succeed into an end-to-end sales success system. In 2013, FranklinCovey reacquired the people, assets and learnings of NinetyFive 5 and integrated them into its Sales Performance Practice (FCSPP).


Focus

FCSPP offers solutions for large and mid-sized businesses. SPP is founded on the principle that the more you help your client succeed, the more they will help you succeed. SPP’s core sales methodology is called Helping Clients Succeed™, which is the subject of a well-respected book, Let’s Get Real or Let’s Not Play—Transforming the Buyer/Seller Relationship, written by Ninety Five 5 partners Mahan Khalsa and Randy Illig. FranklinCovey is a global brand, and FCSPP has global reach. In addition to its managing partners, they have about eleven facilitators each in the USA and Europe, and three in Asia Pacific.

Featured Clients and Case Studies

FCSPP showcases many well-known company logos on its website, including Microsoft, HP, Accenture, Dell and Fiserv, most of which sell high-value solutions to other businesses. They also feature compelling success story videos from Waste Management and from Vynamic, a healthcare consulting firm. Additionally, they offer several “fast facts” documents highlighting the impact they’ve helped clients achieve. As with all case study materials, remember to ask your sales training provider for case studies from clients in a similar industry or clients who faced challenges similar to those you want to overcome. Ask for details on how they designed and implemented the solution, how they measured impact, unforeseen challenges, and what they would do differently if given the chance to do it again. This will help you select and shape the solution to work best in your organization.

Awards

FranklinCovey’s Sales Performance Practice has been named as one of the Top 20 Sales Training Companies by Training Industry, Inc. for seven years in a row. In addition, Selling Power Magazine ranked FranklinCovey in their list of Top Sales Training Companies in 2014.

Core Sales Training

Offering FCSPP’s core offers are based on its “Helping Clients Succeed” methodology, which is broken down into three components: Filling Your Pipeline, Qualifying Opportunities and Closing the Sale.

The program trains sales professionals to improve the personal aspects of sales with a focus on the following learning outcomes and skills:

  • Creating trust and intimacy by focusing intent on helping clients succeed
  • Breaking down the adversarial relationship that inhibits the buying/selling process
  • Ensuring clients feel understood and valued by asking effective questions and genuinely listening
  • Meeting the client’s desired results and buying criteria by crafting precise solutions
  • Enabling clients to make the best decisions for their business
  • Building mutual value through win-win negotiations
  • Creating new sources of value for clients that help grow the account

Delivery Options

FCSPP offers three delivery options: FCSPP instructor led, Train-the-Trainer and self-paced eLearning. If you are considering “Train the Trainer,” make sure your trainers will have high credibility with the people they are training. Ideally, this should be an experienced sales manager who has come-up through the ranks with a solid track record of success.

 
FCSPP offers very high-quality eLearning but know that most eLearning, no matter how high the quality, has very low completion rates. Consider 5 Online for reinforcement of instructor-led training as opposed to a substitute.

The Full Solution

FCSPP has really thought through all of the elements, from start to finish, necessary to make its program stick. These include: sales leader training, sales team training, play books, sales coaching, virtual interactive video-based training, eLearning (5 Online) and program measurement and reporting through the ROI Institute’s process.

Advice for Sales Training

Buyers The company offers numerous information sessions in major cities around the US for sales training buyers to experience portions of the program. This is a very generous offer, and one that you should accept if you are considering the program for your organization. The bottom line is that you need to be clear about your needs, and then find a provider who can meet your requirements and who you trust to deliver for you.

franklincovey sales training solutions

You have written an excellent piece. I do not say that lightly

VP of SALES, $3 Billion Revenue Co.

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