Our Programs

We specialize in improving the effectiveness and productivity of sales organizations through utilization of the Madison Method™ Sales Programs.

Business meeting in a conference room with seven people, a man in a gray blazer is presenting at a large screen with a graph, and the others are seated around a white table with glasses of water and electronic devices.
A man with glasses and dark hair styled back, wearing a white shirt and dark blazer, smiling indoors with windows in the background.
A woman with shoulder-length blonde hair wearing a white collared shirt and a black lanyard, standing at an indoor event or conference.
Two people, a man and a woman, are working together at a table filled with fabric samples, sketches, and a laptop in a modern office with large windows.

Read more about our programs below.

SalesCheckUp

Sales CheckUp™ (Sales Force Audit)

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, while increasing sales force productivity and sales revenue.

E.P.I.C.™ is a comprehensive, 4 step SFE program to change the way the sales force 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.

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.

Programs such as Sales TuneUp™ evaluate against previously agreed to SFE standards and include FOJT field accompaniments to insure the continued development of the sales force. Individual mentoring and coaching programs for new or under-performing sales managers provided, as needed.

Three men in business suits engaged in conversation and examining a product at a trade show or conference, with a booth in the background displaying information and graphics.

Trade Show 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 mind-set training to successfully achieve these objectives.

Contact Us

Do you have questions about our programs, or want to learn more?


Contact us to book a short discovery call to explore fit and next steps.