Behavioral Skills Training

Drive improved performance and efficiency.

Driving performance improvements in any team requires a focus on proven, adoptable skills and techniques.

Our behavioral skills training content is based on our collective experiences over 30+ years of direct sales, channel management and sales leadership. The skills and techniques we cover will support virtually any sales methodology and help your sales resources find the most effective ways to drive increased performance. From increased win rates to deeper partner engagements to shorter sales cycles to higher partner investments, our content will challenge even the most experienced sales resource to achiever their personal “next level” of performance. Our facilitators are all tenured sales executives in the high-tech industry who’ve “been there” and “done that” before.

Review our standard behavioral skills training content below based on your selling role and situation.

The most effective Channel Managers are part sales manager, part executive business consultant, part project manager, and part franchise owner. Traditional career progressions rarely develop the kind of broad skill competency required to be a successful Channel Manager; as a result, diligent enablement and skill building is a critical success factor to any Channel organization. The EQ Selling^TM Through Channels program develops and fine-tunes the business skills necessary to excel in a Channel Management role. Rather than modifying traditional sales training for Channel Managers, our program is built specifically to drive Channel Management Excellence. Focused on the three key pillars of Channel Management Excellence, the program develops, refines and/or validates a Channel Manager’s revenue management skills, partner account development skills, and portfolio business management skills.

The most effective Sales Reps are part opportunity manager, part executive business consultant, part aggressive hunter, part project manager, and part franchise owner. Traditional career progressions rarely develop the kind of broad skill competency required to be a successful Sales Rep today; as a result, diligent role-based enablement and skill building is a critical success factor to any sales organization. The EQ Selling^TM for Enterprise program develops and fine-tunes the business skills necessary to excel in a Direct Sales role. Focused on the three key pillars of Sales Excellence, the program develops, refines and/or validates a Sales Rep’s opportunity management skills, account and/or territory development skills, and business management skills. The EQ Selling^TM for Enterprise program has content appropriate for Account-based Sales Reps, Territory-based Sales Reps, and Sales Support Resources.

Many smaller organizations are simply too small to take advantage of high-cost, enterprise-level, industry-leading sales training offerings. The EQ Selling^TM for Small Businesses solution is designed to address that challenge! It takes enterprise-class, large-organization-proven sales excellence training and makes it available to even the smallest sales teams. Through a subscription-based service, small and medium businesses can take advantage of the same sales excellence training content and activities available to their even their largest competitors. This exclusive online, self-service offering allows you to deploy the training one concept at a time, one team at a time, and according to your desired time frame. Driven by your sales lead (e.g. sales manager, CEO, or founder), the offering provides all the tools required, including video presentations by an industry-veteran sales training expert, behavioral skill activity templates and instructions, coaching guides, and detailed coaching videos. From penetrating new accounts to navigating opportunity politics to negotiating based on value to forecasting and pipeline disciplines, it’s all included.

A big part of the sales leadership role is to enable and coach team members towards higher and higher levels of productivity. As such, much of the skills training efforts around Sales Leaders is equipping those leaders with the tools and techniques needed to effectively drive adoption of appropriate sales skills in every team member. The EQ Selling^TM for Enterprise and EQ Selling^TM Through Channels programs provide deep management coaching and support for Sales Leaders. However, Sales Leaders also need enablement directly related to their other responsibilities. The EQ Selling^TM Leadership solution provides sales leadership specific enablement assets to drive increased performance in your sales leaders beyond just coaching their team members.

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