Rise Above Your Best Framework Training™

A sales group from ABC Pharma was struggling to define internal performance benchmarks. Everyone wants to do their best. But what does "the best" look like?

At a POA meeting, management introduced a new sales training model—Rise Above Your Best Framework Training™. This novel and engaging approach combined the competitive atmosphere of a game with the learning environment of a classroom. Framework Training ™  provided evaluation tools that let the team dissect every aspect of a call, regardless of the scenario or specifics. Through effective moderating from the sales coach, the group was able to come to a consensus as to what the “best” looked like, and left with a toolbox of strategies for how to achieve it, each and every time. 

In their reviews of Framework Training™ the participants agreed that they had gained more useful information about their products and better strategies for positioning them for prospective customers. They felt more able to utilize existing resources and most importantly, they increased their sales. 

Let us show you how this unique, competitive and collaborative method elevates performance.

 

Rise Above Your Best Cable Connections™

A large sales organization's internal surveys showed their managers were intimidating sales force, not inspiring them. With the pressure to meet sales goals a given in a tough economy, how could managers demand results while better supporting sales staff?

The company asked their managers to complete Rise Above Your Best Cable Connections™.  Cable Connections™ increases mindfulness by demonstrating how every interaction, no matter how casual or insignificant, makes the connection between manager and team stronger, or weaker. In one role play, each group was given a number of single strands of string to create a cable.  Throughout the training, strings were added or removed based on a skill learned or scenario presented. At the training's end, the managers were ask to pull on both ends of their completed cables. Some of the cables broke immediately, while others withstood the combined efforts of all the trainees to break them. 

The idea that many parts make a stronger whole is not the illuminating moment of the exercise. Participants were struck by the fact that they could not always remember why they had lost, or gained, a string—in the course of their busy day, they had not realized the positive or negative potential of their most routine interactions. It was not until their cables were tested that they had to re-evaluate how they had handled themselves throughout the training. Participants reported a heightened mindfulness and commitment to respect and service.

Let us show you how Cable Connections™ can forge bonds between your team—and help you create a bond of trust with your customers and clients.

 

Rise Above Your Best Integrity in Selling™

A newly hired pharmaceutical sales representative felt the offices she called on were unusually skeptical of her company, and their product. She believed in the therapy she was promoting, but she wasn't getting through to physicians. How could she convince clients she wasn't just trying to sell them something—she was trying to sell them the right thing?

Rise Above Your Best Integrity in Selling™ challenged her to make a "Total" office call, and taught her the steps to do it. She began to employ the POD model with one particular physician. She Promised what was expected in her job description, and then Over Delivered on that promise. And she made the personal commitment to always do so, in every interaction with this physician and his team. In a routine call, she posed a thoughtfully composed Interest Question, which convinced the physician that she had heard and understood his needs, and was offering her product as an informed solution. 

Her respect, consistent service and customer-centered questioning established a bond of trust between herself and the medical team. She reported increased sales based on increased customer confidence—her clients knew she was an honest broker.

What if an honest salesperson isn't an oxymoron? Find out what building bonds of trust can do for your bottom line.