sec-solutions
Sales Challenger™ Training
It's How You Sell, Not What You Sell.
How you sell matters far more than what you sell.
In a study conducted by the Sales Executive Council, 53% of what drives customer purchase decisions is the quality of the sales interaction itself. Not your brand, value, nor price.
What customers want from your sales reps is not to buy your products, but rather to understand how your offerings can help them to compete in the marketplace. This relies heavily on your reps ability to challenge the customer’s assumptions by Teaching the customer something new about their business, Tailoring the message for resonance, and Asserting Control during the sales process. As documented by the Sales Executive Council, these reps – known as Challengers™ are 4X more likely to be high-performers.
Sales Challenger™ is a comprehensive sales training program designed for the new and complex selling environment. Leading organizations are currently deploying this training program to:
- Create a differentiated sales experience
- Build critical skills to improve sales rep performance
- Accelerate results by advancing coaching capabilities of managers
- Sustain skill development over time to provide measurable ROI
- Align marketing and sales to improve commercial outcomes
Sales Challenger Training applies the best adult learning approach and caters to all learning styles with:
- Custom Skill Assessments
- Custom Interactive Classroom training relevant to your company and industry
- REALplay modules that go beyond the classroom experience to improve success at actual accounts
- Challenger Toolkit™
- Manager Coaching Programs
Proven Results
SEC Solutions accelerates top-line growth for the world’s elite selling teams through sales training, manager development, and other sales productivity services. Learn more at secsolutions.com
Across the 300 organizations that have partnered with SEC Solutions® - spanning all industries, 35 countries and 27 languages - our average client realizes significant outcomes, such as:
- 6-12% gains in top-line growth
- 20% increase on the return on sales expense
- 30% improvement in forecasting accuracy
- 25% reduction in the cost of sale
Sales Management Trends in HBR
Read the latest insights on effective selling strategies covered by our team and the Harvard Business Review.
Free Download Unlocking Productivity Potential: Ten Steps to Drive Sales Growth
Understand the key issues and trends that have emerged as organizations have undertaken productivity improvement initiatives.
Free Download B2B Sales Index
A SEC Solutions contribution to Selling Power Magazine on key selling trends and how leading selling teams are gaining more face time in front of customers.
Email secsolutionsinfo@executiveboard.comto speak with an SEC Solutions Representative about Sales Challenger™ Training or other sales productivity services.
