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Sales Training Solutions - Improve Sales Productivity and Manageability

Porter Henry Co. selected as Global Top 20 Sales Training Company for: Sales Training, Custom-Design, Sales Tools

Porter Henry & Company, the salesforce specialists, has had a single mission since 1945 – improving sales productivity. As a result, 3000 salesforces sell their products and services better and more profitably to more customers.  A recent Porter Henry client satisfaction survey indicates that 100% of our clients would work with us again – and most do.  We’ve developed 250,000 field sales managers and trained over one million sales representatives and account managers, and work closely with our clients to track sales productivity improvements and bottom-line results.

We work closely with our clients to identify high-payoff opportunities and then do what’s required to leverage productivity gains.  Typical assignments include needs analyses and sales process development; training programs and reinforcement systems; territory-management systems, standards of performance, and salesforce audits; visual presentations and sales tools.

One common element in every client project is our custom-design process.  Each client need, problem, or opportunity is different and often unique.  Therefore, a custom-designed solution – one that meets your needs and budget – provides a workable plan to generate optimum results.

Porter Henry & Co., Inc. has been a leader in designing salesforce development programs since 1945 with over 30 leading-edge workshops in our SalesAbility, AccountAbility, and ManageAbility series.  Eighty-four Fortune 500 salesforces have participated as partners in the development and validation of these courses.

SalesAbility

Meeting the Challenges in

Today’s Competitive Marketplace

SALESABILITY  SERIES is a CORE SALES TRAINING WORKSHOPS with unique features include systemized learning from pre-work to follow-up, customized components, self-study, two versions (Product/Service, Reseller), and a customer-focused, consultative model. It also covers High Impact Modules on Advanced Sales Training

SalesAbility II

Content Overview: Sales call planning,  lead-in, identifying needs, presenting benefits, handling objections, closing

Unique Features: Consultative model, FOCUS questioning process, listening, negotiating to close, and building relationship

Account Territory/Portfolio Management

Content Overview: Allocating calls based on ROI, managing time

Unique Features: Determine (EV) Expected Value of accounts, routing by frequency/potential  

Prospecting for New business

Content Overview: Telephone and related methods for prospecting, tracking results

Unique Features: How to plan cold calls, sell appointment, qualify customer, handle gatekeeper, voicemail challenge

Achieving a Competitive Edge

Content Overview: Preparing a competitive comparison to head off real or potential threat

Unique Features: Using TOP tool to analyze “total offering”, how and when to present to customer

Presenting Value-Added Benefits

Content Overview: How to quantify value-added (free) services to “recapture” value and differentiate

Unique Features: Using IMPACT resources and QPA formula to quantify cost or benefit

Selling to Multi-Level Decision-Makers Implementing Account Strategies

Content Overview: Identifying decision-makers, selling high, wide, and deep

Unique Features: Analyzing account decision process, decision-makers, opportunities, gaining access

Introduction to Selling

Content Overview: Introduces a variety of strategies and tactics for account penetration

Unique Features: Defines skills vs. strategy; covers strategies like setting up a “coach”, team sell, negotiating, etc.    

Implementing Account Strategies

Content Overview: Basic selling course for people who have not sold before nor have “indirect” sales responsibility

Unique Features: Ideal course for (1) potential sales people and (2) for those with customer contact, internal sell

ACCOUNTABILITY SERIES

Advance, Strategic Sales Training

The AccountAbility series consists of major strategies for penetrating high-potential accounts:  Strategic Business Development, Value-Added Negotiating, Strategic Multi-Level Selling, Team Selling and Solution Selling.  Each strategic program is a system in itself, consisting of Preworkshop Assignment, a fast-paced, intensive workshop, tools for field use, and a manager’s guide to follow up/monitor performance.  The participants acquire the strategic process, supporting tactics, and skills through participation, practice and field application.

Strategic Business Development

Content Overview: Provides tools and 3 major strategies for penetrating complex accounts, variety of sub-strategies

Unique Features: Account analysis, action plan process; Alignment, Multi-Level Selling, Allocation of Resources strategies

Value-Added Negotiating

Content Overview: How to plan and execute effective negotiations

Unique Features: Negotiating styles test, how to plan negotiation, use 10 tactics, offset customer tactics, team negotiating

Strategic Multi-Level Selling

Content Overview: Selling high, wide, and deep in complex accounts (advanced version of ½ day workshop)

Unique Features: Strategic Multi-Level Selling tool (MAP) to navigate account, gain access with 10 tactics

Team Selling

Content Overview: Covers team planning steps, sales calls, planning and delivery of “finalist” presentation

Unique Features: Planning “finalist” presentation using R-E-A-D profile to present to decision  committee

Consultative Selling

Content Overview: In-depth, value-added consultative selling to identify customer profit opportunities, help develop and sell-in solution

Unique Features: Employs OAG (Opportunity Analysis Grid) to identify problems, IMPACT process to quantify and project value of solution 

Strategic Selling Simulation

Content Overview: Employs combination of hypothetical and real-life situations for application and practice

Unique Features: Provides tools for analysis, identifying opportunities, planning strategy plus application with strategies:: multi-level selling, selling value,  group presentations

Value-Driven Selling

Content Overview: Provides training on how to quantify solutions, benefits, intangibles, savings, negotiable issues

Unique Features: Using Q1, Q2 questions to qualify and quantify values, determine/project total $ values

MANAGEABILITY Series

SALES MANAGER DEVELOPMENT

Field coaching, sales leadership, and the ability to manage sales performance are critical requirements for every sales manager.  ManageAbility meets the challenge of developing these abilities with leading-edge content, media, and field application in three highly specialized programs. The workshops are highly participative, reinforced with practice and real-world application. The complete series includes 10 leading-edge workshops.

Field Coaching

Content Overview: Comprehensive field coaching program, covering both strategic and tactical coaching

Unique Features: 180 CAP tool to assess performance before and after workshop; how to allocate coaching time for ROI

Sales Leadership

Content Overview: Covers 4 abilities: Vision, Influence, Decision-Making, Personal Characteristics

Unique Features: 360 SLP tool assesses leadership, before and after workshop; includes many assessments

Managing Sales Performance

Content Overview: How to monitor 10 sales performance indicators, identify gaps/gains, take appropriate actions

Unique Features: Provides model for tracking sales performance, uses simulation format to apply Principals

Recruiting & Selecting Stars

Content Overview: Process and skills for recruiting to final decision on applicants

Unique Features: STAR questioning process to evaluate behaviors; decision matrix to select best candidate

Motivational Sales Meetings

Content Overview: Designing and delivering effective sales meetings

Unique Features: How to plan and conduct effective sales meetings

Sales Coaching

Content Overview: Provides system   for coaching sales rep skills

Unique Features: Total system and training for tracking improvements  with two-way  feedback for coaching

Counseling for Improved Performance

Content Overview: Counseling sales reps with problems caused by attitude or motivation

Unique Features: How to prepare and counsel to surface causes, build a joint plan to improve

Managing Priorities & Time

Content Overview: Enables sales managers to compare priorities, determine “ideal” time allocations by  10-15 activities

Unique Features: Managers work in homogeneous teams to compare current time allocations,  priorities, develop “ideal” time models

The Ultimate Sales Manager Simulation

Content Overview: Highlights and applies seven critical sales manager abilities

Unique Features:  Participants manage simulated sales team with variety of team & & rep challenges