This is the third company in twelve years where Art Jacobs has come in to do the training. One of the key reasons I joined was that the company was serious about adopting the best field process. - (P.C., London)

It’s not enough just to communicate more efficiently with common terms – you can achieve that from almost any training. We needed to be able to communicate more effectively with a precise language that gets us thinking critically about what it’s really going to take to win our campaigns. The STRATEGY program is just what we needed – I’ve seen nothing as powerful in all my career. - (T. R., Baltimore)

EXECUTION, Field Control Audits

Description:
(In 1.0 to 1.5 day increments) – EXECUTION events are typically a series of one-and-a-half day follow-ups and engagements in the field to insure the client’s proper implementation of the STRATEGY, EXECUTIVE, MANAGEMENT, and MARKETING programs, or the BATTLEPLAN process. If we are going to attach our success to productivity increases and closing business in specific sales campaigns, then we need to be out in the field helping people do their jobs and determining what is actually happening. Our commitment to our products is to insure that they are providing their agreed upon value. We have a vested interest in the outcome of the sales campaigns presented in class. Rather than selling you another program, we’d rather be in the field helping people close deals or to find out why they are not closing deals.

Topics:
The days we spend in the field are sponsored by local management, and “user-defined.” They are generally a amalgamation or combination of the following:

  • Analyzing & testing specific sales plans or opportunities to insure the right skills are being applied.
  • Assisting the field in advancing their sales campaigns with high-gain tactics, and actually closing orders.
  • Assessing and reporting on the strengths and weaknesses of the field sales operation so that adjustments can be made.
  • Reviewing and reinforcing the critical modules and concepts from previous Valkyrie classes to ensure that those skills are being used.
  • Working with sales management on their coaching skills and development plans to upgrade the sales citizenry.
  • Ad Hoc – Helping managers test and improve their internal business plans, initiatives, and projects.
  • Actual Sales Calls – On a select basis, accompanying salespeople on client calls.

Participants:
Certainly not restricted to, but usually includes the people who have been on one or more of the programs and are familiar with the concepts and material.

Outcomes:

  • Accountability – Measuring our effectiveness and that of the field sales organization.
  • Reinforcement – Behavioral change only occurs when concepts become a habit.
  • Return on Investment – Protecting the original program money with follow-on work.
  • Visibility – Signaling the field that this company sales process is real & here to stay.
  • Mission – Driving a sustainable and repeatable process for scale and leverage.