Tracking the effectiveness of your sales training investments.

It's generally getting tougher to sell things - particularly as products and services become more complex. As complexity grows, vendors look to combine products and services to create larger and longer term relationships with their customers. As these potential and actual relationships change, so too does the challenge for sales people.

Skills, methods and tools need to move ahead of the changing sales challenge if sales teams are to succeed in delivering the new vendor business strategies.

As vendors move to focus more on selling complex deals, or more generally to up-skill their sales teams, it quite often becomes apparent that only a small number of their sales team are actually equipped for the new challenges.

Many are good at selling one or two products at a time - what we call 'simple' deals - and some can string several products together in a single sale - what we call 'multiple' deals. But usually only two or three people can sell the big strategic 'complex' deals.

So, a training programme is usually set in motion to move salespeople up the sales capability ladder from, say, selling Simple deals, through selling Multiple deals to being able to sell Complex deals.

And in this setting, the purpose of TrakSkill - Sales is essentially three fold.

• to help you establish the future skills and capabilities that are going to be needed by your business.
• having established the future requirement, TrakSkill - Sales will help you assess the current capabilities of the sales teams.
• having helped you to create the optimal training programme, TrakSkill - Sales then allows you to pre-emptively track the effectiveness of sales training against a range of specific targets.

To learn more about TrakSkill -Sales, view the webcast
(which lasts about 10 minutes).

To find out more...

You can find out more by contacting Robert White [CEO of Lucidus] by telephone on +44 (0)1608 678134 or via the Contact web page.