Practical Sales Training and Coaching Programs
We specialize in improving the effectiveness and productivity of sales organizations with Madison Method™ sales programs.
These programs have served thousands of sales professionals in a variety of industries and countries, for over 30 years.
We combine interactive classroom trainings with proven methods and tools, adapted to your products, customers and business situations.
Continuous one-on-one coaching ensures participants apply what they learn to current opportunities and develop effective habits.
Whether you need focused support or a broader approach for your organization,
we’ll work with you to select the right program and priorities for your commercial goals.
Sales CheckUp™
Sales Force Assessment
Identify your sales force’s strengths and weaknesses,
and establish performance benchmarks
One of the most challenging problems for senior management is the accurate evaluation of the sales force.
Norlumen’s sales force assessment tool, Sales CheckUp™, is a comprehensive field observation and one-on-one interview based assessment of the sales department.
It provides management with valuable insights into the functions and segments of the sales organization that are most often misrepresented or misunderstood within companies.
Do you know:
How effective are your sales managers at managing and developing their subordinates?
Is the CRM tool your company invested in being effectively utilized by your sales personnel?
Are your current training programs elevating your sales managers and sales reps to their next level?
How well prepared are sales reps prior to calls?
What percentage of sales reps take notes during calls?
Is all pertinent customer information captured, categorized and utilized to increase sales opportunities?
Norlumen’s Sales CheckUp™ is the ideal tool to identify strengths and weaknesses within the sales department and to establish performance benchmarks. Management can then objectively review the needs of the organization and develop an appropriate response to meet these needs.
Historically, most companies undertake Sales CheckUp™ as a first step, and then proceed to either restructure the sales organization and systems, or selectively choose to strengthen the sales organization through additional programs based on the recommendations.
E.P.I.C.+™
Sales Force Effectiveness (SFE)
Generate genuine culture change within your organization, to increase sales force productivity and sales revenue.
E.P.I.C.+™ is a comprehensive, proprietary, five-step SFE program to change the way your sales force thinks, acts, manages and sells.
Step 1: EVALUATE
The initial step for an SFE program starts with the understanding of the existing situation within the sales organization. A field-based audit or Sales CheckUp™ is conducted to evaluate sales manager, sales rep, HQ activities, capabilities and skills set.
The Sales CheckUp™ is designed to identify the key strengths and weaknesses of the sales force and identify problem areas. The audit is based on extensive fieldwork, field accompaniments and interviews with both senior sales management and sales personnel, followed by the development of recommendations for sales force performance improvement.
Step 2: PLAN
The second step for the SFE is to develop an action plan based on the findings of the audit.
Areas of focus include territory evaluation/realignment, CRM usage, and training activities, the creation of the “Foundations” (job descriptions, forms, guidelines, evaluation criteria) and the development of training programs for sales reps and sales managers. Additionally, One of the most important element is the early identification of the internal trainer (SFE Coach).
Step 3: IMPLEMENT
Upon development and internal agreement on the contents and schedule for the SFE plan, the third step is to implement the SFE program.
The SFE program includes class and field based training programs with a strong focus on Field-On-the-Job-Training (FOJT) for sales managers (and internal trainers, when appropriate), “Foundations” and territory realignment, if needed.
Step 4: COACH
The fourth step for EPIC+™ is coaching. Coaching provides individual, real time guidance and support to turn sales skills into everyday habits. Sales personnel practice specific situations which are most applicable to their daily work, such as customer meetings presentations.
Step 5: REASSESS
The final step of the E.P.I.C.+™ program is Sales TuneUp™, a reassessment to evaluate against previously agreed to SFE standards and include FOJT field accompaniments to insure the continued development of the sales force.
A follow up effort is key part of maintaining the ongoing effectiveness of newly acquired skills and habits, and ensures the reinforcement of new techniques, activities, methods and requirements established during the implementation phase or the program.
Individual mentoring and coaching programs for new or under-performing sales managers provided, as needed.
PARTNER™
Key Account Management (KAM)
Grow strategic accounts, increase incremental sales and build strong customer relationships.
With our six-step PARTNER™ key account management program your sales teams will develop relevant planning, probing, and implementing skills and methodologies to generate incremental sales revenue at key accounts while utilizing proven techniques, tools and templates.
Your company will have better transparencies to key account strategies and future activities, identifying central stakeholders at these accounts and have a better overall understanding of customer needs and pain points that need to be solved.
Further, all these critical key account information and activities will be shared across your organization’s key account team to maximize team work and success.
Trade Show & Exhibition Training
Strengthen your company’s trade show effectiveness
and ROI
The objective of the Trade Show Training program is to improve trade show sales force effectiveness (SFE) and maximize ROI.
Here are some key questions for all companies participating in trade shows:
Do the participating sales staff members fully understand their specific roles and responsibilities?
Are they prepared to engage prospective customers with strong product knowledge and enthusiasm?
Are they able to adequately answer questions?
Do your frontline sales associates have an effective "elevator speech" ready and rehearsed?
Are they capturing and recording valuable customer data and information in a structured fashion?
Is there a standardized follow-up process in place?
Norlumen’s Trade Show Training program will guide your organization through the entire process of preparation, implementation and follow up. This includes: defining the roles and responsibilities for all staff members attending the trade show, establishing KPIs for each sales associate attending the trade show, and providing the necessary skills and mindset training to successfully achieve these objectives.
PTS™
Practical Training Series
A wide range of specialized sales training programs for specific skills, roles and situations.
Focus on specific skills with practical one- to three-day programs, available on their own or as part of a wider development plan. Training and activities reflect your team’s needs and customer situations, with tools participants can use immediately.
Contact Us
Wondering how the Norlumen can improve your sales force’s effectiveness?
Have other questions, or want to learn more?
Contact us and we will be in touch shortly!