Sales Best Practices Assessment
PMI believes that to provide the highest value to clients, an assessment
of sales effectiveness and
must be conducted prior to deploying
any new best practices, tools or conducting field
sales team training.
This collaborative assessment takes into consideration a client’s existing
sales processes/tools, sales leadership and coaching, competitive
landscape, customer value requirements and the needs for effective account
PMI then validates findings from the sales best practices assessment
with client senior sales leadership and makes recommendations to provide for the deployment of new skills, processes, best practices, tools and job-aides.
Our primary objective is to help our clients determine “what” is the state of their current
sales effectiveness, “where” they ultimately want to be, “who” within the organization will be impacted with new approaches and “how”
they can best get to this next level of sales performance and execution.
Customized Solution Development
Following the Sales Best Practices Assessment to determine client needs,
PMI then provides consulting
to assist in the design, development and deployment of the customer's own Customer Engagement Methodology™ – and we guarantee clients that their PMI solution will fit their unique business requirements
while leveraging existing processes and tools that
they are using and integrating with other training in
they are invested.
We believe that effective customer engagement first requires an understanding of what customers value most. With this information
serving as a foundation, PMI's clients are enabled and equipped with customer “value-focused” best practices, processes, skills and tools to ensure that their sales teams consistently meet and exceed the value
expectations of their customers.
PMI helps clients engage more effectively with their customers throughout changes in their growth and
go-to-market strategies, competitive landscapes, technology lifecycles and new product/solution launches.
Armed with this background our clients are able to initiate and implement their own
Customer Engagement Methodology™, drive sales execution, collaborate
and plan with their customers
and, as a result, gain competitive advantage and increase revenue.
Deployment and Training
PMI designs and deploys customized training workshops with clients equipping and enabling their
sales teams to reach their next level of effective sales execution.
PMI workshops are designed with a balance of presentation and individual and team exercises in order to build a fast-paced, high-impact environment for engagement. PMI deploys an active coaching model during each workshop, equipping and enabling client sales leaders and managers to
begin the field coaching process before the training workshops have concluded.
The PMI approach to workshop delivery is one of interaction, collaboration and exchange of ideas and expertise among
Actual, selected sales opportunities and accounts are used within workshop exercises creating a “real world” customer-centric framework for workshop participants, as opposed
to tired case studies that do not stimulate participant interest.
Client sales people leave PMI workshops with takeaways that they will immediately use
them win business and grow accounts.
Adoption and Reinforcement
Following training and deployment workshops, the question that must be asked is "How can we ensure adoption and reinforcement of our new sales best practices solution?"
PMI provides our clients with specific reinforcement programs that
engage their sales leaders as proactive field sales coaches to enable the levels of change, adoption and traction that is required for a successful implementation. These adoption and reinforcement programs are custom-designed to leverage prior deployments of leadership and coaching skills that the client may have implemented, as well as providing new skills and tools that measure the sales training objectives that the client had established initially.
ES Research Group, Inc. (ESR) has recognized PMI as one of only 4 sales best practices organizations in the world to be awarded their prestigious "Certified Measurement Program" designation (ESR/CMP).
PMI understands the importance of assisting clients with the development of customized measures and metrics to equip and enable them to track and evaluate the success of their investment in sales best practices.