The Criteria for Success sales training is a key component of our development program.  It lays the foundation for future work.  By participating in this sales intensive, usually delivered off-site with your sales team, you become part of an experience that affects you at a profound level and stays with you for the remainder of your sales career.  It is designed as a guide to delivering successful solutions to your clients using powerful criteria that we have compiled from working with thousands of sales people.  If the principles from the training are followed correctly, you will have many personal breakthroughs in your own productivity.

This is not a training based on pouring a lot of information into your head.  It will require you to become an active participant, both mentally and physically.

What does this mean?  In order to learn something well, it helps to hear it, see it, ask questions about it, and discuss it with others.  Above all else, you need to “do it.”  That includes figuring out things for yourself, coming up with examples, rehearsing skills and performing exercises with partners as well as in a group.

This course introduces a sales playbook, which you are expected to interact with frequently.  It is available online and will continue to evolve.  It contains much of the information we will cover in the workshop as well as information that you will provide afterwards.  The sales playbook is a compilation of all the best selling practices in your organization; we call this process, combining “philosophy and mechanics.”

Here’s what we want you to commit to in order to get the most from this program:

1. Use your time in this course to support the learning objectives through your active participation.
2. Take responsibility for your own learning instead of waiting for others to motivate you.
3. Help others make the most of their learning experience by listening to what they have to say and offering constructive responses.
4. Think about, review and apply what you have learned in this course.
5. Be back on time from all breaks.
6. Respect all individuals, including trainers and participants.  Challenge the content, not the validity of the person expressing their viewpoints.