Sales Team Development
Create High-Impact, Comprehensive Sales Programs
JDA has developed a five-step approach to working with you and your sales professionals to improve communication, collaboration and, most important, bottom-line sales results.
Step 1: Conduct an introductory site visit
JDA will hold an introductory conversation with your sales management team and conduct an on-site visit to:
- Benchmark current sales levels
- Determine the needs of the sales force
- Assess the objectives and scope of the project
- Understand current sales practices
- Examine the current best practices of the top performers
- Assess the commitment of senior management
Step 2: Assess the level of your sales force
A. Conduct assessment interviews with:
- Managers
- Customers or clients
- Internal associates
B. Shadow your sales people during client/customer meetings
The JDA Coach will meet with your sales person in the field, where they will:
- Shadow and observe sales calls with customers or clients
- Debrief and review the call with the sales person
- Provide coaching, feedback and instruction
Following the shadowing, a written report of findings for each sales person will be provided.
Step 3: Customize and design the training program
Based on our assessment of all the data we have gathered, we develop a customized program that will address the individual and shared needs of your sales team.
Step 4: Deliver instructor-led skills training
JDA will deliver the skill-based training program that has been developed specifically for your team.
At the completion of the program, participants develop concrete action plans that integrate the workshop's learning outcomes and further insure practical application.
Step 5: Train managers to reinforce skills and provide on-going coaching
It is critical that each salesperson continue to receive feedback, instruction and ongoing coaching to support their developmental action plan. We believe these responsibilities rest with the sales manager, and we provide training in these areas for them. This reinforces and sustains the best practices taught in the training program, keeps sales people motivated and allows the sales manager to more readily measure progress against benchmarks.