Chapter 15: FranklinCovey Sales Performance Solutions
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.
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.
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.
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:
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 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.
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.
This comprehensive 62 page eBook will answer every single question you have ever had about sales training.
Included in this guide to sales training methodologies from top training companies - we detail their approach, features, benefits of their sales training programs. Plus templates, budget worksheets, and more - all to help you identify your sales training needs and the right sales training companies to help you.
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