Got ROI?

Got training budget?
Got time for training?
Got funding for developing your team?

We know the answer - Not only are budgets tight but the expectations of what you can expect to receive with your investment is extremely high. In the past, when a manager took her inside sales team off line for training for a few days, they were thankful to get away. These days, a manager will confront hostility and sheer laugher as the response may be, “you want us to do what? for how many days? and get what out of it?”

So a response such as a “this will be a good refresher” or “there’s always one thing you can learn” or “it gets us all together” are simply not good enough.

ROI is an overused, abused and misused term. Everyone wants it but no one really knows how to get it. I believe an ROI discussion happens at the time of engagement and continues long after you have delivered your services. ROI is a partnership and doesn’t just happen one way.

When I engage with a prospect who inquires about my training and asks me about ROI, I include them in my response- because withouth their buy-in, their reinforcement, their support, it will not be a success. Once I get that, I explain my training delivers the following results:

1. We deliver an unparalleled tool kit of sales strategies that work immediately—the TeleSmart 10—across the entire inside sales organization and throughout the sales process.
2. We teach inside sales teams to transform prospects into clients using the most efficient sales 2.0 tools available—the telephone and email.
3. We galvanize prospecting efforts, so team members move away from the No-Po zone and focus on the Power Buyer zone.
4. We provide salespeople with an arsenal of killer questions, designed to immediately uncover needs and generate leads.
5. We instill an ethics of ownership, empowering individuals to plan, strategize and manage their territories as their own businesses.
6. We turn up the volume in the pipeline, sharpening focus on their numbers and increasing their closing ratio.
7. We motivate and inspirie team member to keep it steady during wobbly times.
8. We challenge team members to capture more from each call and move away from paralysis.
9. We coach the coaches, inspiring them to motivate with metrics and give strong feedback.
10. We energize teams to unite and cohere in pursuit of sales excellence—so inside and field relationships became symbiotic.

What’s your ROI?