• Sales Professionals—are provided with projects that put their new knowledge into action, gather hard data on your market and test best practices
• Sales Managers—become the center of sales performance improvement, empowered with sales meeting agendas that direct the discussion of projects, identify best practices and ensure that those best practices are used and improved.
• Upper Management—is provided with executive summaries from every report and project assignment developed by PSI. Hard facts, collected by your own sales team are boiled down into big-picture overviews and actionable suggestions.

• Reinforce lessons learned from the seminar by guiding the roll-out of the processes and techniques taught.
• Strengthen the role of sales managers by providing projects and sales meeting agendas that equip them to be involved and to drive your sales improvement process.
• Provide additional sales-training content that makes sales meetings more effective training opportunities.
• Provide a system for identifying best practices, refining them and motivating the entire sales team to use them.

• An audio program (on audio cassette or CD) that reinforces a critical aspect of the training and addresses a challenge being faced by your sales team. These programs can turn drive-time into productive learning experiences.
• Written review and market intelligence tracking that turns new knowledge into performance-improving habits while gathering hard facts on your specific prospects. This means that what is being learned about your target market is being tracked and analyzed, rather than walking out the door with every sales person who leaves. For an example written project, that will open as a pdf document, click here.
• Trainers guide for sales managers to use when leading discussions that identify and track, best practices and market intelligence. This improves the effectiveness of sales meetings so that sales professionals leave with actionable plans and your company gains meaningful and organized information on your market.
• Templates for organizing and analyzing your market intelligence. This can be paper-based, designed for a database or integrated into a Web site. PSI also works with our clients to ensure that the market intelligence brought in by our follow-up projects can most effectively be entered into whatever lead-tracking or customer relationship management (CRM) software that a client organization may be using.

The number of follow-up projects developed depend on your specific needs. PSI will consult with you to determine how best to achieve the sales results that you want.

Coaching
For thirty days following your seminar, PSI is available by phone or email to work personally with you and your sales professionals. You can talk through specific challenges, develop more effective responses to objections or discuss how to better identify and reinforce best practices.

• Tracks knowledge retention—A section of each project tests for knowledge taught in the seminar. This determines whether the knowledge being taught is actually being retained.
• Enhances compliance with a more effective approach to selling—Completing monthly projects requires your sales professionals to use the techniques and processes taught in the seminar. This ensures that the knowledge being taught is actually being used.
• Gathers market intelligence on actual prospects—Projects typically require your sales professionals to track and analyze how real prospects are responding to them. This provides hard data on your market and the effectiveness of your approach to selling.
• Drives more informed decisions—Data gathered during the projects will be compiled, tracked and used to better inform management decision makers. This is facilitated by using PSI-provided templates for mining critical knowledge from raw data. For example: competitor strengths and weaknesses, top concerns expressed by prospects or common objections.
• Identifies and reinforces best practices—Projects require sales professionals to track and analyze their selling techniques and processes. This information then drives sales meetings, conducted by your sales managers following written guidelines provided by PSI.
• Integrates your sales managers as central to sales performance improvement—PSI provides the projects and structure that help sales managers lead frank discussions of actual experiences. Your sales team learns what the best practices are and how to implement them. What was put in motion by a PSI seminar becomes a repeatable process for continual improvement that is conducted and managed by your own people.