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Overview:
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Sales Training Department looking for partnership support for 1 day of their Field Sales Trainer (FST) training program.
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Issue:
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The Sales Training Department had a hole in their agenda for their upcoming FST training program specifically around Coaching and Presentation Skills. They needed to find a partner to develop and facilitate this programming to ensure their existing and new FSTs were fully prepared to be the best FSTs they could be. |
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Need:
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Presentation Skills and Coaching Workshops
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Solution:
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Riverbend was asked to customize their existing workshops specifically to the client’s needs, as well as facilitate both workshops during the FST training week. |
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Result:
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Based on the success of the workshops, Riverbend was asked back to train the next FST class on the same programming. Specific client feedback was: “Thanks so much for the excellent delivery of both the Presentation Skills and Coaching workshops! The FSTs gave very positive feedback and all said they learned a lot from both sessions! Thank you again for pulling together a great training. I truly saw a very positive difference with this Train the Trainer’s vs. the previous TTT that we’ve put together…thank you!” |
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Overview:
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Sales Training Department looking for partnership support for 1 day of their new District Manager (DM) training program.
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Issue:
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The Sales Training Department was looking for a partner to develop and facilitate a workshop to help the new DMs learn how to effectively build a successful team of sales representatives. |
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Need:
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Building Effective Teams Workshop
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Solution:
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Riverbend developed a customized workshop based on its action-based learning methodology. The highly interactive and business-applicable workshop focused on helping these new DMs learn how to build an effective team from the start, the stages of team development, and overcoming roadblocks to effective teams. |
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Result:
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Based on the success of the workshop and the participant feedback, Riverbend has become an on-going partner to this company. |
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Overview:
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Overcoming 5 Customer Product Objections
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Issue:
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Sales Representatives were facing 5 tough objections by their customers. Management new these would be roadblocks to revenue and/ or market share success unless they were handled effectively. |
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Need:
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A training and teambuilding program on how to handle these 5 objections, while maintaining a competitive and teambuilding-type of atmosphere.
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Solution:
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Riverbend created a ½ day objection handling ABL. The ABL had its traditional 3 components: training (on the 5 objections), an activity (5 rounds of competition each analogous to one of five objections), and the debrief (discussion and business application of the activity). |
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Result:
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The sales representatives re-entered the filed better equipped to handle objections, including recall due to analogies that help them retain the correct objection messaging.
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Overview:
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A Regional Sales Manager identified the critical success factor to his region’s success at winning this year’s incentive trip.
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Issue:
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Need:
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To create a burning platform for the region’s district managers and sales representatives realize, commit to, and rally behind the critical success factor, as well as to provide training to better solve for the critical success factor
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Solution:
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Riverbend suggested a sales simulation ABLTM to not only reinforce the critical success factor’s importance and to build excitement around “the cause,” but to provide a “real life” opportunity to further develop and practice the skills needed to conquer the critical success factor.
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Result:
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We will let you know how the region comes out at the end of 2008! However, in the meantime, we received feedback from the RSD that his most seasoned sales representative said the ABL was “one of the best training programs that he had ever participated in – it was relevant, engaging, and fun.”
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Overview:
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Roll-out of new Sales Management Core Competency model.
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Issue:
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Need:
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To train and reinforce the new District Manager Core Competency model – with the focus on retention and applicability to their day-to-day job.
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Solution:
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Riverbend customized and facilitated its Amazing Race: Las Vegas ABL to the sales management team. Each core competency was specifically targeted during each leg of the race. The ABL concluded with an extensive debrief during which the DMs made direct applications to their responsibilities and shared best practices. |
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Result:
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The team was “quizzed” post program on retention of core competencies and scored 100% (compared to less than 50% prior to program). |
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Overview:
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VP of Sales created a sales council comprised of a nominated group of sales management and representatives, marketing, and other commercial operations representatives. VP was planning an off-site meeting to “launch” the team and its goals.
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Issue:
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Need:
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A platform for the VP to share his vision of the team, as well as take the first step in building team camaraderie
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Solution:
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Riverbend was asked to develop and facilitate a customized ABLTM that would not only bring the group together as a team, but would announce and reinforce his 5 goals of the council. |
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Result:
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All while providing a shared experience from which team members are still recalling laughing about together; the ABL resulted in clarity, common vocabulary, and commitment to the council’s 5 goals. |
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Overview:
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Director of Marketing and Sales vision was to increase profit by compressing the sales cycle.
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Issue:
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Need:
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A program to generate understanding of the benefits and potential results for compressing the sales cycle, as well as a compelling program to learn how to compress the sales cycle – all while having some “fun” as the program was to take place in place of a free afternoon during a national meeting.
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Solution:
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Riverbend developed and facilitated a customized a sales simulation ABLTM for entire sales force and sales management team. |
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Result:
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The program’s success led to a continued relationship with the customer – in being asked back every national meeting since the first ABL to continue to develop and facilitate ABLs to meet current company needs.
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Overview:
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Customer recently went through a merger of several divisions. Sales forces are not aware of full portfolio of products; hence, missing out on solution selling opportunities and leaving revenue on the table. In addition, lack of relationships/ teamwork across company due to not knowing their counterparts.
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Issue:
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Need:
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To cross-train sales and support staff on key products/ services across 4 new divisions, as well as to initiate teamwork.
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Solution:
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Riverbend customized and facilitated its Amazing Race: Las Vegas ABL to meet the aforementioned needs. The ABL began with a rotation format of division education and solution selling discussion. The activity portion reinforced the learnings via each division’s key products/ services being the centerpiece of one leg of the race. |
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Result:
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Client was so satisfied that recommended Riverbend to different division of company who subsequently hired Riverbend for a sales program.
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