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Customized workshops that deliver results to your business' bottom line.
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Sales Simulation Results: Preparing your sales people for the field

Profit Point recently worked with a medical device manufacturer who was struggling with how to test the knowledge delivered during their new hire sales training program, as well as provide a good roadmap for success. The client wanted to ensure that their sales people knew and could demonstrate the key elements for success in the field.

The management team was faced with implementing a training exercise to provide a real-world practice environment and the appropriate feedback so that their new-hires could have the necessary "playing time" prior to reaching the field. The management team was also looking for the best way to pull all the process and product training together and ensure that the new hires were ready for their new customer base.

Profit Point addressed their need with a custom Sales Simulation. This 2-day exercise simulates the exchange between the client and their customer. The simulation is an integration of both the selling and buying processes focused on building industry and sales expertise. This format offers a practice environment and provides professional feedback, based on research-based principles and industry best practices. It also leverages the client's sales tools to increase the confidence and competence of the newly hired sales people prior to the field.

The results have been overwhelming. The salespeople and management alike have raved about this practical, skill-building exercise.

    Sales Simulation Participant Testimonials:
  • "I learned more in these two days than in any other part of the 15 months of training."
    - Andrew Osuch, Account Manager

  • "This simulation helped us focus on the WHY of the product features. Why are they important? And why does the customer care?"
    - David Landman, Account Manager

  • "EXCELLENT use of time and resources! This Sales Simulation was VERY BENEFICIAL as it was specific to our solutions and customers, and facilitated by our mentors in our current role/their former role."
    - Kelli Longshore, Account Manager

  • "The realism of this exercise... on a scale of 1-10 was a 9, where most of our other training classes performed at about a 4."
    - Dhruv Jyoti, Account Manager

  • "Excellent class. The simulation took us through all the logistics of a deal (both internal and external)... very helpful... we didn't get this type of 'live' training anywhere else."

  • "Very well thought out, detailed and real-world information. We walked through the entire process — learning through mistakes before hitting the field."

  • "This is the best exercise we did during our 10-week training program. It really drives home the information and skills we learned in the weeks prior about product, process and the company."



Customer First™ : Training with Proven Results

We recently worked with a medical equipment manufacturer with a field service force of nearly 4,000 engineers. They were having difficulty maintaining customer loyalty due to heightened industry competition and increased customer expectations regarding communications.

Early in 2005, the company's leadership created a customer loyalty initiative. The management team was faced with growing their NPS (net promoter score), which is focused on loyalty in order to retain, grow and add new customers to their current base. They said they needed a way to increase customer communications and enhance the overall customer experience, taking a "focus on the fundamentals" approach.

Profit Point addressed their need with Customer First™, a training solution focused on customer communications — from the inside out. The training initiative included over 110 facilitated sessions, from coast to coast, and resulted in a 5-point increase in their NPS score. View workshop details.

    Customer First™ Workshop Feedback
(Feedback from Field Engineer evaluation forms)
  • "Excellent class; it will help me engage my customers more effectively."

  • "Great approach — real impact on customer focus."

  • "Instructor was clear, knew his subject very well, and created a good learning environment."

  • "Great training. I have always felt that the business should focus more on customer service."

  • "Great to see our new focus come out of the finance statements, and back to the front line."

  • "WOW."

  • "Great job. Highlighted the awareness of all of my team members. Went from 'why are we here?' to total participation."

  • "Good content, good pace, very interesting."

  • "The course is very effective in giving new ideas in our relationships with a customer, in giving thought to what we say, what we do and how we come across."

  • "Reminded me of some of the customer skills I may have learned once and either forgot or just didn't use... Great course."

(Feed back from an attending Manager)
  • "We had great conversations about the topics, shared best-practices, and the participation was much greater than I expected. Many Field Engineers told me that it was refreshing to invest time focusing on customer training and that this session was one of the best ever."

Read more of what our clients have to say about Profit Point workshops.

We invite you to learn more about Profit Point LLC's sales consulting services. Contact us to begin.

  Contact
Find your Profit Point.
P. O. Box 248 • Fishers, IN 46038-0248 • Phone: 317.679.4330 • info@profitpointadvisors.com
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