Chapter 23: Sales Performance International
SPI is focused on global companies who sell high-value solutions to sophisticated buyers, such as business and financial services, technology, telecommunications, manufacturing and life sciences. The company believes strongly in continual learning, and offers some of the most comprehensive offerings for developing sales professionals over an extended timeframe for measurable performance improvement. SPI is flexible at integrating its processes and methodologies into each client’s business, and has a highly robust measurement methodology.
SPI names dozens of well-known companies as clients, such as Maersk, Siemens, HP, IBM, Bank of America, Becton Dickinson, ADP, Honeywell, Autodesk and AT&T. SPI also works with many mid-market companies that do business globally, which is becoming more prevalent in today’s business world. They offer a number of case studies that provide a good taste of the problems they help clients solve and the results they help them achieve.
SPI made Trainingindustry.com’s “Top 20 List of Sales Training Companies” for the past six years. They are also listed on SellingPower’s “Top 20 Sales Training Companies” list for 2014. Obviously, SPI is a very strong provider that is well respected in the industry.
SPI offers a comprehensive library of courses, public workshops and reinforcement solutions that they customize to the client’s needs. They also have programs that are targeted specifically for small and mid-sized businesses, and they have created a version of Solution Selling® adapted specifically for life sciences companies.
Participants in the program learn how to:
SPI offers a full Solution Selling® Learning Library—an integrated curriculum for skills and knowledge improvement for sales reps and managers. Modules can be selectively applied to meet skills gaps, or for an end-to-end educational platform for all roles in the sales organization. Programs range from prospecting to opportunity management, negotiations, account management, territory management and a full array of sales management and coaching programs.
One of SPI’s most impressive offerings is SellingStream™—a steady stream of continual learning and reinforcement for specific selling and management roles, and one of the best-thought-through systems in the industry.
SPI offers delivery of many of its programs through instructor-led workshops, virtual instructor-led training, public seminars, eLearning and books and in nearly every major language. The Full Solution SPI offers sales process consulting, sales talent assessments, technology to embed its process into CRM workflows, and measurement methodologies.
Implementing a new methodology, such as Solution Selling 2.0®, to get everyone “singing from the same song sheet” may be a major change for your people and your organization. Don’t underestimate the time, effort and commitment at all levels that will be necessary to adopt a new approach. Adopting with consistency and upskilling your people will pay dividends, but it requires patience, persistence and discipline to get there.
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