Train your sales team how to shift to strategic sales
at a fraction of the cost of classroom training
Online Training Start Date:
1 p.m. Central, Monday, June 12
Dealerships with 1-5 participating sales reps: $250 per month
Dealerships with 6-10 participating sales reps: $500 per month
Dealerships with more than 10 participating sales reps: Call Mitch Morgan for pricing at (913) 269-7255.
*Non-members: The first payment requires an extra $430. Non-member tuition includes a one-year BTA dealer membership. Completion of all sessions required for one-year membership to remain in effect.
BTA members may apply their $150 educational discount received with their membership toward this workshop. If selected upon checkout, BTA will apply the discount to the final payment or the full amount if paid upfront.
The industry is shifting from transactional sales to strategic sales, and sales reps need new skills for this transition. Transactional sales are characterized by:
An equipment focus
Selling a payment
Replacement of base (current or net new)
Strategic sales are characterized by:
Probing for pain
Alignment of solutions to a prospect's business goals
Determining (and getting to) the right level in the organization
Justifying incremental spend
Determining which accounts and which opportunities require a transactional approach and which accounts require a strategic approach is a skill required to be successful today and into the future.
Growth Achievement Partners has trained hundreds of sales reps — from brand-new reps to seasoned, successful major account executives. Its Strategic Methodology Framework (SMF) is a step-by-step sales process that contemplates the transactional and strategic sale, and is specifically designed for the office technology industry.
Learning is not a one-time event. In order to optimize learning, a variety of methods should be utilized.
Wouldn't it be great if your entire sales team (including leadership) could travel a journey to success together by utilizing time-tested processes that work?
Multiple learning methods are required to truly impact business performance. This workshop appeals to visual, auditory and kinesthetic learning. The methods that are employed include:
Sales Leader Briefing: Course content and delivery of the Strategic Sales Toolkit to sales leadership in advance of the class.
Bi-Weekly Web-Based Training: Distance learning content delivered in a step-by-step process over time to enable students incremental learning and the ability to put new concepts to work in the field.
Sales Meetings in a Box: Reinforcement of concepts at a local level with sales leadership and peer interaction.
Peer Collaboration: Interaction with a national group of sales executives that are on the same journey through open sessions and a Yammer (business social network) site.
Self Evaluation: Precourse self evaluation and periodic assessments through the semester to ensure concepts are put into action.
Smartphone App: Critical concepts and field-relevant tips "anytime, anywhere" through a customized learning app available for Apple and Android users.
The BTA Strategic Sales Semester consists of 13 online training sessions held every other week over six months. These sessions are 45 to 60 minutes in length and geared to specific parts of the sales process. Each module includes skill-building exercises and field-based activities reps will be asked to complete. These online training sessions include opportunities for polls, test questions and interactive Q&A. Participants will also receive the modules in an app so they can listen to training anytime, anywhere, and repeat sessions or establish a library for future use. The first session will be a pre-workshop session with the dealership's sales leaders that will educate executive leadership on the content, concepts and flow of the class.
The course modules include:
Competencies & Self Assessment
Company Story & Four-Sentence Reference
Technology Shift & Establishing Relevance
Managed Services in Sales Process
Strategic Sales Process (SMF)
Transactional vs. Strategic Accounts
Account Reviews/Account Management
Business Process Optimization
Here & Now: Expanding the Equipment Sale
Utilizing the Specialist
Territory Planning & Execution
Business Process Understanding
The BTA Strategic Sales Semester will also include collaboration through Yammer, an enterprise social network; sales manager materials; monthly open-forum sessions; an initial assessment; and ongoing evaluations.
GAP will be available to do on-site classes when needed, whether to kick off the program or to get a deeper dive into strategic concepts and skill building. These sessions will be priced separately and directly with each company.
Want to learn more? Check out this video to hear workshop instructor Mitch Morgan discuss the BTA Strategic Sales Semester:
Thirteen 45- to 60-minute sessions occurring every two weeks
Mitch Morgan is a partner at GAP. He founded the Connectivity Dealer Program at NIA in 1991. After his business was acquired by IKON Office Solutions in 1996, he led its Technology Services division. In 2001, he formed the Professional Services division for IKON. Morgan has been consulting with CEOs on strategy, operations, organizational development and sales since 2005. He can be reached at email@example.com or at (913) 269-7255.
Chris Ryne, a partner at GAP, brings significant experience in driving growth and profitability, possessing a comprehensive understanding of the industry that includes traditional and emerging markets from both a sales and operations perspective. His tenure includes 10 years with IKON, where he built and led a successful professional services business unit from startup to a well-integrated team. He can be reached at firstname.lastname@example.org or at (913) 522-5454.