Chapter 29: Wilson Learning
Wilson focuses primarily on skill development as opposed to sales process or methodology. It is helpful to think of process and methodology as the “what to” and skill development as “how to.” The company has a presence in over 50 countries and can provide its training in more than 30 languages, which enables it to service thousands of global clients. However, they also service smaller local clients through their certified partners.
A company the size of Wilson undoubtedly has many clients, but they only showcase a handful of case studies—most of which are of global companies. The case studies are succinct, and demonstrate Wilson’s ability and willingness to measure results at a very granular level.
As a company that focuses mostly on skill development, Wilson has a good reputation in the learning and development world for soundness of instructional design and facilitation. For the past six years, Wilson was named a “Top 20 Sales Training Company” and “Top 20 Leadership Training Company” by Trainingindustry.com, and they were named to Selling Power Magazine’s 2013 and 2014 “Top 20 Sales Training Companies” lists.
Wilson Learning offers a comprehensive sales curriculum and practical coaching tools for sales leadership effectiveness. They offer several levels of customization, from the addition of logos to materials to ground-up design, to meet your budget and needs.
Other Sales Training Programs
Wilson offers programs for all ranges of experience and developmental needs, including:
As you would expect from a large, global training company, Wilson offers a range of delivery options including live instructor-led training, train-the-trainer, public seminars, virtual instructor-led, eLearning and blended programs.
Wilson will work with you to understand your specific issues, your organization, your offering and your customers before suggesting a solution. Once the right approach is agreed upon, they have the resources and flexibility to make sure every aspect—from measurement to delivery of content, follow-up coaching and evaluation—is tailored to your organization’s learning needs, timeframe and budget. They offer some impressive Learning Services, such as:
Be clear about your needs, especially distinguishing between methodology (i.e., “what to”) and skill development (i.e., “how to”). Keep in mind that it is not uncommon to use one sales training provider for methodology (e.g., Miller Heiman Strategic Selling) and another for skills (e.g., Counselor Salesperson). However, as methodologies get embedded with technology into CRM workflow, the level of customization required for your skills program will probably increase significantly to reflect your methodology’s language and process. This isn’t a bad thing, but it takes time and budget to execute.
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