Capabilities

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.

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.

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

Modular Design

All training materials are designed in modular format. This enables us to quickly develop a targeted curriculum for customers. Other features include:

Diagnostic process and questionnaire to identify priority areas to strengthen that will get the biggest return in the shortest time for the least investment
Stand alone design
Modules combined and modified to address specific group needs
Individual skill sets from modules separated and combined as needed

Accelerative Learning

STI courses are available in the Accelerated Learning format. Our research shows a 47% decrease in errors during practice sessions with this model. All redeveloped and new courses are being designed to follow this advanced learning technology. Our accelerated learning design includes:

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

Trainer Materials

Each train-the-trainer course provides two basic manuals; Facilitator's Reference Manual and the Classroom Guide.

Facilitator's Reference Manual - divided into three sections:

The introduction section provides a quick snapshot of the course that includes: a course summary; learning objectives; estimated time; materials list for facilitator and participants and methods to evaluate the results.
The content section of this manual provides an in-depth knowledge base of the course to help the facilitator feel confident that he/she knows the material.
Finally, the facilitator's tips section contains information for the new trainer or non-training professional on logistics, platform etiquette, facilitation process, taking care of participants and handling troublesome participants.

Classroom guide - This three-ring bound manual offers two styles of classroom guides. For our Customer Service Excellence courses, the facilitator notes are on the left page and the participant manual page is on the right. Our sales courses use the note boxes provided on each page for the trainer instructions.

Other features include:

Icons that signal what is to happen next
Overheads that can be pre-loaded for easy use
Activities and generic case studies included for skill development (flexibility allows customized case studies to be inserted)

Facilitation Options

We offer the following delivery options:

Web-based Training with sales managers/supervisors or STI staff / Affiliates providing in-person coaching (coaching guides are online).
Facilitation by STI trainers at any suitable location selected by the client
We offer " Train-the-Trainer" to support faciliation by in-house trainers
Blended approach using a combination of learning methods to sustain learning and in the field application

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