Sales Training International Capabilities

Content Matter Experts

Years of dedicating resources and conducting ongoing research in narrowly focused areas produces an extraordinary data base of knowledge, skills and strategies.

Sales Training International is the content matter expert in the professions of Sales, Sales Management and Customer Service.

Future visions of what selling will be like in the years to come are continuously trended and course work developed well before our competitors recognize a change has occurred.

If there is a training or consulting need in these areas, we can provide a course, module or research resource to address it.

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Sales Competency Model

Our unique and comprehensive Sales Diagnostic Questionnaire, researched for more than 15 years, was formally introduced in a presentation at the American Society for Training and Development's International Conference in 1994. Since then, it has been validated against independent competency model studies completed by Fortune 500 and other successful companies.

The SDQ enables our clients to start with a valid competency model without spending a significant amount of money. Off-the-shelf courses have been redesigned to follow the clear patterns of skill development needs discovered from our data base of SDQ results.

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Instructional Strategies Development

To ensure clear learning objectives are met and results are measurable, all STI programs and modules are the product of the Instructional Strategies Development (ISD) Model.

• Assessment - clearly defined needs analysis
• Design - defining the business, performance and learning objectives
• Development - writing the course content and structuring the learning activities
• Implementation - beta test, pilot and roll-out
• Evaluation - determine the extent to which the objectives are achieved at four levels:

Level 1. Participant reaction and productivity projection
Level 2. Ability to demonstrate knowledge and skills in class
Level 3. Transfer of knowledge and skill back on the job
Level 4. Business objectives achieved, R.O.I. determined

Accelerative Learning

Instructor Led courses are available in the Accelerated Learning format. Our research shows a 47% decrease in errors during practice sessions with this model. Our accelerated learning design includes:

• Overview - Transition to topic and its purpose
• Introduction - Learner objectives
• Active presentation - Lecturette, movie, slide, etc.
• Primary activation - Work through example
• Secondary activation - Independent/group practice
• Passive presentation - Baroque music ... option
• Active concert - Voice surfing ... option