Sales Learning Frameworks

Sales frameworks - shortcuts for bridging the experience gap, for learning sales methods and sales skills.

Sales Learning Framework

We use the term, 'Sales Frameworks', to describe a new set of guides that help sales people learn the methods and skills employed by top performers. The models or representations we have developed help compensate for lack of experience and enable salespeople to become productive sooner. The frameworks are simple enough to memorise yet offer access to the insight and judgement of veterans.

No two situations are the same. The most successful sellers are those who adapt their approach to meet the needs of each opportunity and situation. Having a framework helps less experienced people recognise and adopt the best approach or sales method.

Frameworks are based on the the behaviours of top performers. Less experienced staff can approximate best practice from the representation and emulate successful techniques without first acquiring equivalent intuition and judgement.

Using the framework models in training accelerates comprehension and equips participants with effective thinking tools that focus attention on forethought and sales methods which improves judgement.

Examples of framework representations used in training and coaching

  1. Learning Cycle
  2. Value Cells
  3. Approach Strategy
  4. Decision Maker Focus
  5. Planning Discipline
  6. Meeting Tactics
  7. Interpersonal Style
  8. Is there an Opportunity
  9. Can we Win
  10. Will it be worthwhile
  11. Right Issues
  12. Right People
  13. Decision Roles
  14. Decision Styles
  15. Relationship Standing
  16. Value Proposition
  17. Common Vision
  18. Competitive Strategy
  19. Alliance Strategy

See 'Bridging the Sales Experience Gap' for a detailed example.

Experienced salespeople can use the framework representations to recognise and communicate their expertise to others. This approach has proved to be a powerful teaching method that enables students to learn sales skills and methods from others and avoid having to repeat the mistakes that led to the know-how.

If you need to improve sales methods or develop sales skills we can help. We use sales frameworks to bridge the sales experience gaps. To find out how this might apply telephone +44 (0)1392 851500. We will be pleased to learn about your needs and talk through some options. Alternatively Send email to custserv@salessense.co.uk for a prompt reply or use the contact form here.

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