Training Programs that Achieve Results

Our training works to improve sales results because it’s based on best practices of top sales performers identified in our proprietary research. Since 1999 when we conducted our first national study, the research has involved hundreds of top sales producers and managers in the financial sector.

We offer two training approaches for companies to choose from:

1. On-site instructor-led sessions
2. Web-based solutions

On-Site Training

Several factors distinguish our on-site training from other companies:

• A pre-needs analysis is conducted before the training class begins;
• A customized curriculum is delivered that includes case studies based on participants’ specific issues;
• The sessions are highly interactive and incorporate adult learning techniques for maximum retention; and
• New learning material is reinforced with follow-up 4 to 6 weeks after class.

Web-Based Training

Three components make our web-based training "best in class" in the financial industry:

• The student’s sales knowledge is measured to determine which training courses are needed. The sales topics that are measured encompass six critical areas:
  • Prospecting
  • Pre-qualifying
  • Presenting
  • Overcoming objections
  • Influencing/convincing
  • Closing
• The student’s weaknesses are then matched with web-based e-learning that addresses the specific knowledge issue. There is no wasted time and money on courses that are unnecessary.
• The e-learning sessions are comprehensive and engaging. The courses are self-directed with videos, material testing and printable take-aways that can be used on sales calls. Because it is web-based, students have 24/7 access to course material.