The Challenge:
A challenge for many companies is to consistently meet or beat their sales goals year after year. The primary cause of this is inadequate sales practices and processes within their sales team. This, in part, is a result of poorly designed and executed sales performance initiatives within their company. The typical approach to improving sales is having a 2 or 3 day “shot-in-arm” sales training event. This practice at best produces a temporary spike in sales but rarely produces sustained and universal sales increases across the majority of the sales team. VBI has, and continues to deliver this kind of program if the client prefers it; however, we’ve experienced far better results with higher retention and utilization rates when clients enroll their sales team in our 3 or 6 month Value Based Selling Certification program (VBS).
Program Description:
The VBS Certification program is a comprehensive sales performance improvement program which produces sustained and measurable sales increases for those who complete the course. Participants begin by attending a 1-day Seminar/Workshop where course materials are distributed and the programmed is launched. Immediately following this 1-day reinforcement, a coaching session is scheduled with each participant. From then on participants attend Webinars and Coaching sessions scheduled in alternating weeks.
At the end of the program participants are assessed, measured and rated in both the art and the science of the 33 Value Based Selling practices and processes. Actual sales performance improvements are measured and reported as part of their Certification. Certificates are awarded based upon each participant’s performance. Graduates of the program receive handsomely designed VBS Certification plaques.
