Sales

PEP, inc. is a certified and licensed provider of Porter Henry training curriculum.

Sales Management Training

Managing Sales Performance

Today's field sales managers - challenged by expanded sales teams, greater responsibility, competitive pressures - need a performance management system to facilitate decisions, accelerate sales growth, and minimize turnover. Managing Sales Performance, a half-day workshop, will help your sales managers:

Modules and topics include:

Recognize performance "warning signs and symptoms" before they become sales performance problems
Analyze a wide range of performance indicators that many managers overlook
Proactively develop their people by identifying gains and gaps in expected performance
Determine root causes of performance problems and choose from a wide menu of solutions
Select the most appropriate actions to reinforce gains and eliminate gaps

Field Coaching

A highly interactive one-day workshop designed to help field sales managers:

Modules and topics include:

Assess their Own Coaching Strengths and Development Needs through a 360° Diagnostic Tool
Implement Strategic Coaching
Allocate Coaching Time According to ROI
Plan Motivational Coaching Visits
Act as Coaches (Not Players) on Sales Calls
Conduct Constructive Tactical Coaching Conferences
Collaborate with Direct Reports for Ongoing Professional Development

Sales Leadership

Offering a practical approach to improving field sales managers' leadership skills, this one to one-and-a-half-day workshop focuses on:

360-Degree Feedback on 40 Leadership Competencies
Creating and Executing a Sales Vision
Enhancing Decision-Making Skills
Exerting Positive Influence to Motivate the Sales Team
Improving Personal Leadership Abilities

Motivational Sales Meetings

Designed to help managers "excite and ignite" their teams before, during, and after sales meetings, this one-day workshop covers:

A Personalized Profile of 30 Sales Meeting Competencies
Establishing Meeting Objectives and Agendas
Site Selection
Planning and Executing a Motivational Meeting
Avoiding the Ho-Hum Syndrome
Improving Personal Delivery Style

Recruiting and Selecting Stars

The quality of every salesforce is ultimately determined by an organization's ability to recruit and hire future sales "stars". Recruiting and Selecting Sales Stars meets this need by enabling your sales managers to:

Search efficiently for and select high-potential salespeople
who can develop quickly to achieve success
Reduce the significant cost of sales turnover with improved interviewing skills and selection decisions

Recruiting and Selecting Stars is a one-day training program that provides a fail-safe selection system.

Recruiting and Selecting Stars is fast-paced and starts with a brief "Star Search" simulation to set the stage and to challenge the participants. It uses a variety of individual and team application exercises including screening and interviewing role practice. Most important, the program includes custom components such as a profile of your "ideal" sales candidate and realistic resumes (with backgrounders) to fit your marketplace.

Sales Training Packaged Programs

SalesAbility II

This consultative, relationship-based approach to selling skills is based on the "best practices" demonstrated by top salespeople in a variety of Fortune 1000 organizations. Through customized case studies, role plays, team exercises, and video models, participants in this interactive workshop learn sales process and practical selling skills to guide their customers through a defined "customer decision process." Pre-workshop materials and post-workshop reinforcement tools ensure a systematized approach to learning that is easily transferable to the field sales environment.

SalesAbility II is available as one and two-day workshops.

Modules and topics include:

Building trust relationships
Providing value to your customers
Planning effective sales calls
Opening the sales call (the three essential elements)
Asking "FOCUS" questions to identify customer needs, priorities, and goals
The sales presentation: relating benefits to customer priorities
Obtaining feedback
Active listening skills
Handling customer resistance
Gaining commitment/closing
Following up

Available in two versions: selling to end-users and selling to resellers.

Introduction to Selling

This workshop is designed for non-sales professionals who have some sales responsibilities. Available in one- and two-day versions, this highly interactive workshop focuses on learning and practicing the fundamentals of a consultative yet persuasive approach to selling. The program can be customized to meet your learning and development needs, and it can be facilitated by our professional trainers or we can certify your internal associates.

Modules and topics include:

What is selling? Negative connotations and positive realities
Ten secrets of master salespeople
Setting sales contact objectives
Planning sales contacts for maximum effectiveness
Approaching the customer/client; optimizing the first 30 seconds
Asking the "right" questions to identify needs
Listening techniques that really work
Presenting your recommendation (features/benefits)
Handling resistance and objections
Closing skills / gaining commitments to next steps

The workshop features customized role plays, skill practice and feedback, team and individual exercises, and a participant's workbook/reference guide.

Influencing Skills

How do you achieve results through other people when you do not have direct authority over them? This highly-interactive workshop, ideal for project managers and others who work in a matrix or team environment, offers practical skills and strategies for influencing others. Role plays, case studies, and action learning assignments (in which participants apply skills to their actual "influence challenges") help participants transfer skills and strategies to immediate and practical use on the job.

The program focuses on these four major areas:

Ten Principles of Influencing Others
Persuasion Skills as Influence Tools
Negotiating so Everybody Wins
Dealing with Problematic People and Situations

Available in one- and two-day workshops.

Retail Selling Success

This highly-interactive and practical selling skills program is guaranteed to achieve results for selling at retail. Group interaction, team exercises, and customized role plays build skills and create team spirit. One- to two-hour modules allow you to offer training with great flexibility and focus.

Topics include:

Greeting the Customer
Establishing Rapport and Trust
Identifying Customer Needs and Preferences
Making On-Target Recommendations
Closing
Handling Customer Resistance
Cross Selling and Up Selling

Advanced Sales Training

We offer six leading-edge advanced sales training courses.

Strategic Business Development

A one-and-a-half- to two-day workshop designed to help move salespeople from tactical sales calls to long-term strategic selling.

Enhances the salesforce's ability to identify opportunities, set long-range goals, develop strategies, and execute action plans for major accounts.

Salespeople learn how to:

Analyze major accounts to identify strategic opportunities
Establish sales, strategic, and "value" goals for accounts
Implement an alignment strategy to strategically position themselves as a preferred vendor, business consultant, or partner/ally
Allocate resources according to account potential
Access vertical and horizontal decision-makers and influencers
Interface with top-level executives
Employ strategies such as negotiating, team selling, consultative selling, & more
Develop and execute a strategic action plan for every major account

Participants receive a workbook/reference guide as well as a Strategic ToolBox of diagnostic and planning tools to help them systematically identify opportunities and plan and execute account strategies.

Custom Training Capabilities

Custom Sales Training Programs

PEP, inc. partners with Porter Henry & Company to develop custom-designed training programs for sales representatives, customer service personnel, and sales managers produce outstanding results. We meet your objectives by identifying and building on existing skills and knowledge levels. In fact, every element of the program is geared to your specifications.

Consider the benefits of a PEP/Porter Henry & Company custom-designed program:

Cost Effectiveness:
Initial investment may, in some cases, be higher than an "off-the-shelf" program. Long-term cost is always less. Since you own a Porter Henry & Company program, you eliminate royalties or kit purchases. The more you use the program, the faster your investment is amortized.

Relevance:
Objectives, treatment, and content are 100% relevant to your needs. Porter Henry & Company programs focus on real-world situations the participants can identify with - because they're based on your markets, products, customers, and terminology.

Format:
The delivery vehicle depends on your objectives, the learner's needs, content, and your training time frames. You can select the format and media or rely on our recommendations: workshop, self-study, leader's guide, manual, cassette-workbook, video, computer-based training, or CD-ROM.

Value added:
Most Porter Henry & Company programs are significantly enhanced in the development process. Value-added components surface in many ways: Better learning methods, new selling approaches, improved management tools. The value add-ons are crossbred from other industries or designed by our creative staff to make your program work better.

Results:
Our track record with successful custom-designed sales training, customer-service training, and management-development programs spans 50+ years.