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Sales Training Philosophy

Breakthrough and take your team to the next level. Provide them with training that will help them create mutual respect between themselves and their prospects to earn the right to ask questions, which questions to ask, and when.

The 4-P's of Sales

At The Harris Consulting Group, we took a long hard look at the most common sales training questions and determined that successfully scaled sales organizations are built upon four simple tenants.

People

Performance

Process

Planning

From this simple philosophy we are able to provide a holistic approach to sales training, which allows us to easily customize the services and sales training to meet your specific needs based on:

Your Uniqueness

While sales challenges may be similar, the uniqueness of each organization is what matters most. We work with you to make sure your sales reps have real-world sales skills tailored to meet your specific sales process.

Interactive Role-Playing

We believe people learn from doing, not just listening to a lecture. Each training module is designed to integrate your real-world selling conversations so you can feel confident the training will work based on your business model, not a theoretical one.

By understanding your uniqueness we can custom build sales training that meets your goals and requirements based on the different roles in your sales organization such as BDR, Demand Generation, Lead Generation Sales Teams, Inside Sales Teams, Mid-Market Sales Teams, Enterprise Sales Teams.

Methodology: Built for Scale

It is simple. We want our sales training to provide your team with improved results from day one. We focus our training to utilize best practices as associated with The 4-P’s of Sales and someone’s specific role in the sales process.

As you might suspect, depending on your organization’s stage and growth trajectory, the priorities within The 4-P’s of Sales will change over time. This is why our sales training is customized to your organization and providing the foundations to build for scale.

If you think about People, Planning, Process, and Performance, you also need the guiding principles of Need, Economic Impact, Access to Authority, and Timeline internally within the organization as much as you do externally. This is what we call N.E.A.T. Selling™.

Step 1: Initial Interest

Goal: Create a frame of reference for each party to see if there is a good fit and if deeper discussions make sense. Topics include:
  1. Past – Where did things begin?
  2. Present – What is instigating this initial conversation?
  3. Future – What does a successful sales org look and sound like?
  4. Commercial Terms
  5. Determine if next steps make sense
Exit Criteria: All parties agree that additional discussions would be worthwhile.
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Step 2: Assessment and/or Scoping

  1. Have a direct conversation and uncover current challenges and potential solutions.
  2. Sales Strategies & Tools: CRM, Dialer, Motivation, Research, etc.
  3. May include additional team members.
  4. Define a successful outcome.

Exit Criteria: Both confirm everyone is on the same page with the right end goals in mind.

Step 3: Confirmation & Preparation

  1. Finalize deliverables, time frame, and commercial terms
  2. Go / No Go Decision
  3. Contract signed

Exit Criteria: Final confirmation by both parties with signed contract.

Why Our Clients Choose Us

Step 1: Initial Interest

Goal: Create a frame of reference for each party to see if there is a good fit and if deeper discussions make sense.

Topics include:

  1. Past – Where did things begin?
  2. Present – What is instigating this initial conversation?
  3. Future – What does a successful sales org look and sound like?
  4. Commercial Terms
  5. Determine if next steps make sense

Exit Criteria: All parties agree that additional discussions would be worthwhile.

Step 2: Assessment and/or Scoping
  1. Have a direct conversation and uncover current challenges and potential solutions.
  2. Sales Strategies & Tools: CRM, Dialer, Motivation, Research, etc.
  3. May include additional team members.
  4. Define a successful outcome.

Exit Criteria: Both confirm everyone is on the same page with the right end goals in mind.

Step 3: Confirmation & Preparation
  1. Finalize deliverables, time frame, and commercial terms
  2. Go / No Go Decision
  3. Contract signed

Exit Criteria: Final confirmation by both parties with signed contract.

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What Our Clients Say

"Your training reminded me that everyone in the organization is selling, not just sales."

Ted S.

CFO, GainSight.com

I've used Richard's training at multiple companies to help us shape our lead generation efforts with our SDR teams as well as outside sales executives. He helped us examine our process, tune it up, as well as train the team on the NEAT methodology which had an immediate impact on our selling efforts.

Bryan S.

VP Sales

Sometimes trainers do not acknowledge that specific industries have specific eccentricities to their sales process so it was nice that he did not assume anything and gave us time to share our input on situations too. I have used a lot of what I learned each day and feel more confident in the sales process.

Team Member in Computer Software

Mid-Market

We've seen a big improvement in the depth of the conversations our team is having with customers. Our team now have a much better understanding of the customers' pain and can then best recommend if our platform is a good fit for them or not.

Donal T.

Small Business Owner

He easily adjusted to our environment and nuances, and his suggestions have proven to bear fruit with getting prospects on the line. I'd definitely work with Richard again.

Freddy D.

Enterprise Account Executive

Richard was adaptable to our needs and our ambitious timeline. He delivered CONCRETE tools that our team was able to apply the DAY AFTER. We credit him with enabling us to create a string of breakthroughs in the days and weeks following our training.

Natalie P.

VP Sales

Richard helped provide insights into how to successfully lead a discovery call. His wisdom and expertise will leave you in a better position to sell more.

Team Member in Information Technology and Services

Small Business

Some of Our Clients

Customized Sales Training To Meet Your Needs

Interactive group sessions, real-world experience, and proven sales training skill sets.