Playing the role of the customer gave me a very good
perspective of what it takes to build trust, relationships
and how trust leads to business deals and ventures.
Much more relevant to what sales people face each day in
the context of our positions. It is something we can take
back to our customers and continue to grow.
The time restraints really exposed the weaknesses and opportunities
in our daily approach to business.
It’s reality: it’s not just about selling product,
but solving issues first.
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Sales Competition Experience
The Sales Championship II™ is our most comprehensive,
customer-focused sales simulation to date. Participants
become the sales force for the world’s largest consumer
packaged products company. They work in groups comprised
of three account teams, sharing insights, instincts and
motivation, while driving towards a common goal: sales volume
and seizure of market share. Account teams must dig deep
into their customer’s business issues and use a broad
base of expertise that they acquire from internal resources
at their disposal (marketing, logistics, finance, consumer
market knowledge and customer analysts). The account teams
then deploy the knowledge and tools that they gain to solve
customer problems. In order to effectively solve these problems,
they collaborate with their resources and creatively offer
practical win-win solutions for and with their customer.
Participants learn to think outside the conventions of traditional
sales tactics and develop an ability to nurture fruitful
relationships with their customers in a safe selling environment
where one can gain from their mistakes and successes. In
essence, the sales account executives learn how to win big
with their customers while satisfying their business needs,
all to the benefit of their own organization.
Sales Championship II™ Program
1. Highly competitive full-day sales training
program:
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Welcome, Introduction and Warm-Up
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Sales Competition
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Debrief, Feedback and Application Session
for Turning Learning into Action
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Awards Ceremony
2. What’s different? The Sales Championship
II™:
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Can be facilitated over one, two, or
three strategically focused days
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Highlights the role of the customer
general manager
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Uses our proven, tested sales model
as behavioral assessment in Sales Championship analysis
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Leads participants to strategize as
a part of a sales duo, putting an accent on communication
and teamwork
Debrief and Direct Application:
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Competition Overview and Analysis
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After Action Review Process: Turning
Learning into Action
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Participant Feedback from Customers,
Resources and Sales Executives
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Personal Development Dialogue and Performance
Improvement Planning
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Understanding how to reach win-win agreement
on behalf of your organization and customer
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Improving communication skills; leading
to improved personal business relationships and fruitful
business ventures in the long-term
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Increasing multifunctional/general management
knowledge
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Successful deployment and leveraging
of internal resources in order to deeper understand possible
customer solutions
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Getting things done; juggling; planning;
strategizing; meeting in a hectic, information-loaded
and time sensitive environment
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Improving selling skills through personal
feedback from your customer
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Understanding the depths of customer
needs and how to develop deep relationships with them
I learned to trust in my abilities and have confidence.
I enjoyed using resources and realizing enhanced sales
when we best utilized them.
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