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Design, build, and deploy learning & development programs for your salesforce, through physical, digital, and virtual training, supported by Learning Management Systems (LMS).
The days of the average B2B “order-taker” salesman are over, and B2B sellers need to specialize in acting as consultative sellers using physical, virtual, and digital customer touchpoints to succeed. We help the salesforce get there and help the commercial organization build the content & infrastructure for continuous learning & development.
We help sales leaders, commercial excellence, and HR create and deploy knowledge, skills & mindset development programs for their salesforce (sellers and managers) while building the Learning Management Systems (LMS) and content to provide continuous learning & development.
Our sales development experts have decades of experience designing, creating & deploying sales development programs for companies in a broad range of B2B industries (legal services, shipping, construction, professional services, IT, industrial manufacturing) and are accustomed to working with all major sales methodologies.
We work with both existing company learning management systems or help implement new LMS if required.
Salesforce capability development is typically conducted in close collaboration with sales leadership and internal commercial excellence/training resources. Besides involvement with key people in the sales organization, we have a strong preference for involving marketing and use their knowledge and expertise to create meaningful and company-specific sales training content.
Each salesforce capability development project is different, depending on clarity of capability development needs, the company’s desired level of involvement, and scope of the task, but typically follows six steps:
The result is always a sales organization equipped with the right skills, tools & mindset to succeed, developed through company tailored learning content and delivered through senior consultants.
The CCO of a global safety services company needed to equip the salesforce with new skills to succeed with the launch of a new set of company solutions, different from the commercial organization’s traditional “products”.
He needed a sales training program that could be rolled out globally, with limited need for regional tailoring, equipping the global salesforce with the ability to sell based on value (Value-Based Selling), and acting as a trusted advisor to their customers (Consultative Seller).
Over four months, the company partnered with Kvadrant Consulting to create a company tailored program built around value-based selling and consultative selling, delivering training & skills development through a mix of e-learning, virtual & on-site training sessions.
Our latest thinking, perspectives & recommendations for Sales Training & Development.