Services

Our in-depth analysis of your current salesforce will answer four critical questions:

• Can we be more effective?
• How much more effective can we be?
• What will it take to accomplish that?
• How long will it take to accomplish that?

In order to do that we will answer the following questions:

• How Does Sales Leadership Impact Our Sales Force?
• Do We Have the Right People in the Right Roles?
• What Are Our Current Sales Capabilities?
• How Motivated Are Our Salespeople and How Are They Motivated?
• Why Aren't We Generating More New Business?
• Are We Reaching the Actual Decision Makers?
• Why Isn't Our Sales Cycle Shorter?
• Are We Selling Consultatively?
• Are We Selling on Price and Who Can Become a Value Seller?
• Is Our Value Proposition Consistent?
• Can We Close More Sales?
• Do Our Systems and Processes Support a High Performance Sales Organization?
• Are We Being Consistent with Our Sales Process? (page 54)
• How Well Are Our Sales Leadership Strategies Aligned?
• Do We Need to Change Our Selection
• Do We Need to Change Our Selection Criteria?
• Is Our Ramp-Up of New Salespeople Fast Enough?
• Can We Improve Our Pipeline and Forecasting Accuracy?
• Can We Improve Our Sales Culture?
• Who Can Become More Effective in Their Roles?
• What Are the Short-term Priorities for Accelerated Growth?

Continental Sales Training is designed for experienced salespeople who are looking for an edge, as well as business owners who need to find, recruit, hire and manage top producing salespeople.
 
With today's selling environment, many sales people are feeling increased pressure to lower margins at the same time that competition is getting tougher.  Prospecting for new business is more difficult than in the past as buyers, armed with the internet and social media, are savvier than ever. Decision makers hide behind voicemail and unreturned e-mails and try to turn sales people into a free source of information.
 
 
Other programs we offer include...
 
Selling a la Continental- A program designed for professionals like CPA's, engineers, attorneys, non-profit organizations and others who don't consider themselves salespeople, but still want a way to expand their business, have more referrals and maintain their price integrity.
 
Selling for Entrepreneurs - Many entrepreneurs suffer from "peaks and valleys." Whether you're a one person operation, or have a handful of employees, you are probably the primary salesperson for your company. So when you bring in new business to work on, it cuts into your time to keep looking for more business and eventually you'll see a lag of new business coming in.  The "peaks and valleys" problem kills more small businesses than any other problem.
 
Selling for the "Pro" - When you first begin in sales, you usually have someone else in the organization that has been around the block and can help mentor you through your first few months on the job.  So what happens after you've been selling for a few years and now you are the experienced "Pro" in the office? This is a problem for many top producers who feel that they still want to see the large percentage increases in sales that they saw in the beginning of their careers, but now with much larger dollar amounts. Bust through and Break out now!
 
Sales Management Training - A Sales Manager must wear many hats. Not only are you responsible for managing your sales numbers and pricing, you must recruit, screen, hire and on-board new sales people. Once on your team, you will be training, coaching and mentoring your sales people at the same time that you are holding them accountable. Many managers are looking for a proven system to put this all together in a manageable way. Call today for more details at 406-721-3000 ext 1111.
 
Continental Salesforce Development may or may not be a fit for you or your organization, but it's worth a call to find out.  Call today 406-721-3000 ext 1111.