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The Training Resource Group
Tel: 215-320-4650
Fax: 215-564-2175
123 South Broad Street
Suite 1325
Philadelphia, PA 19109
info@trainingresourcegroup.com |
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Frequently Asked Questions
How is The Training Resource Group
and Sandler different from other sales training programs out there?
There are many excellent training programs available, but The Training Resource
Group combines several areas and takes a holistic approach to improving sales
concerns. First, we have a results-focused program. Many training programs
available will talk about the training, but never address results. We feel
that the only reason to invest the time and money in training is to obtain
traceable results.
Before training starts, we provide an evaluation to gauge the strengths and
weaknesses of each producer. It does not make sense to treat everyone the same
when we each have different areas of strength. After we evaluate the sales
team (or individual producer) we provide training to teach the Sandler System.
Conceptually we are teaching two ideas: getting in front of qualified prospects
more quickly and effectively, and qualifying or disqualifying prospects more
quickly in the process. Members of the staff at The Training Resource Group
also provide individual coaching. Finally, we track the results to ensure that
clients are seeing a financial return on their investment.
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What
industries does The Training Resource Group work with?
Over the past nine years The Training Resource Group has worked with companies
in more than 60 different industries. We are most successful for clients who
work in the professional services field. Currently our client list includes:
financial services professionals (brokers, wholesalers, bankers); non-selling
professionals (attorneys, accountants, architects, and engineers); professional
consultants; and staffing firms, to name a few. Our services are not appropriate
for services sold solely on the Internet, retail stores, or selling situations
where there is no personal contact with the prospect.
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I've spend a lot of money
on other training programs. What kind of return on my
investment can I expect?
Results are the primary way that a program should be measured. Our biggest
difficulty when talking with new prospects is the scars left from money spent
on programs that did not work. Typically, our clients who are experienced sales
people see an increase of 25-40% of total sales each year they
work with us. Some new sales people and start-ups have tripled their business
in the first year. We have developed a Return On Investment Index and use this
to track progress throughout the entire program.
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Do you provide any one-day
programs?
Our ideal approach is to provide on-going training over time, not one-day programs.
Research shows that most participants retain less than 20% of what they hear
at one day programs because too much information is dispensed at one time,
and there is no opportunity for reinforcement. Studies show that participants
are motivated after a one day program, but, 30 days later, there is no difference
in performance. Are you one of those people who has a book case full of materials
from one- or two-day programs?
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I'm the sales manager,
shouldn't I be the one to train my people?
Most sales managers and owners that we work with are overworked, and don't
have enough time in the day. They are expected to teach, produce, and manage
their people. There isn't enough time to develop a sales process and monitor
all of their people. Sometimes, the managers need to get debriefed and get
their own support. Most are experts in their field, but don't have the time
or expertise to develop professional sales training programs. Other companies
find that sometimes when an outside consultant delivers a message, the producers
are more willing to listen than if the same message is conveyed internally.
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What kinds of programs
do you have for business owners or sales managers?
We provide an on-going management program for business owners, sales vice presidents,
and sales managers. These are interactive programs that include training, exercises,
and problem solving with peers and a facilitator. Most of these clients come
to us with concerns on: time management, delegation, hiring and firing, dealing
with difficult employees, prioritizing problems and concerns, and getting peak
performance from their employees.
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We are a law firm/accounting
firm. Why should we care about sales?
These days we find that it is more and more important
for attorneys and accountants to learn business development
skills. Our experience tells us that the top 3-5 partners
acquire approximately 80% of the business for accounting
and law firms. In today's economy, more and more law
firms are laying off professionals and going out of business.
Firms with older partners are finding that as the partners
retire, nobody is bringing in the business to replace
the lost revenues. Most professionals have never taken
a "sales" class in school, and aren't sure
how to best develop new business, or where to find the time to bring in new
files. Learn these skills in our "non-selling professionals" program, and become
a producer in 2.5 hours per week.
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I've been in sales for
more than 20 years. What can you teach me?
Our experience has been that strong sales people (those making in excess of
$100K) with lots of experience have the best results with our training. Experience
and studies show us that the bottom 20% of sales people will never improve
from where they currently stand (we say these people are un-trainable). Sixty
percent of the population will see good results from the training (an increase
of 25-40% in the first year). We find that the top 20% of sales people strive
to be in the top five percent and will do whatever it takes to get better.
These are the people who improve the most.
Ask yourself: Who is the top golfer in the world? It's Tiger Woods. Even though
he is the best in the world at what he does, he has a coach. Why do you think
that is?
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