Sales Training to Farmers
As technology increases, your customer's access to fact check, research, and test credibility require the sales approach to adapt. It is critical for salespeople to anticipate key learning opportunities for growers and assist in driving the credible sources of information. For example, in consultative selling learning to identify the customer level of understanding of problems, challenges, or difficulties is a crucial step.Salespeople must also adapt their interviewing skills to become more customer-centered in their approach.
Each customer is different and is in various places in their farming journey. With such diverse farming practices uncovering solutions that match the comfort level of growers is critical.
So, to provide basic knowledge and skills to sell to modern farmers, we focus on practical skills that have clearly defined success factors. Through clear steps and practice, participants can quickly identify the skills that make a difference when working with customers. We utilize hands-on adult learning-focused teaching techniques that allow for both discovery and practice. Our practice is always to a defined standard so participants can check themselves against a baseline of effectiveness. The theory of selling is excellent but must include practical application to real-world challenges.
In summary, we design training always to balance three criteria. The essential criteria include agronomic applications, technical product expertise, and customer-centered training. We bring three elements in a way that our customers will see definite success with the techniques that are most effective today.
We will work with your subject matter experts to utilize your products to practice selling. We will also work with your subject matter expertise to align our program with previous training your teams may have taken. By doing this, we can adapt the language, terms, and market focus of your training, making it unique to your needs.
Instructional Design-employee & Customer training
As a leader in adult education, we can help any presentation improve its connection and impact on the audience. By utilizing the latest in adult education activities and exercises, we can transform the experience.
We focus on bringing hands-on application exercises appropriate to engage your audience.
Whether you are using slides, flipcharts, or the latest survey technology, we can help convert your training into success.
Knowing how adults learn gives you the advantage of retention and application of essential concepts. We ensure maximum execution is the result of your efforts in presenting.
We can either provide a facilitator/instructor or work with your in-house presenters to ensure your training success. Our goal is to maintain professional and enthusiastic events that have a lasting impact.
Optimizing Product Sales Training
We have worked with some of the agricultural industries' biggest product launches. Having done dozens of product launches partnering with Sales, Marketing leadership, and technical subject matter experts to drive the performance of internal training. We focus on the translation of critical information to the sales force so that they can best communicate effectively with their customers. Our training designs include a format that best suites adult learners and considers the end-user conversation. All of our focus is to ensure product launches meet and exceed expectations in customer adoption.
Adult Education Design Expertise
One of our specialties is taking existing presentations and help to format and align them to work with adult learners. Adult learners have a great need to connect to previous knowledge and experiences.
We can align your training and topic to connect to the audience you need to impact. Build confidence and competence with your training ensuring maximum impact of time spent.
Training Gap analysis
A detailed analysis of your salesforce's current skills versus the skills that are essential for the company and individual success per the role is what we do. Many times, this is a first step in designing a training program that brings the group up to high performance. We work with leadership teams to define critical skills and then utilize survey methods that measure the gap in skills. This calibration is done by observation, skill demonstration, or self/managerial observation. Following the GAP analysis, we can work with leadership to look at technical, marketing, leadership, business acumen, and fundamental sales skills to build a multi-year training program.
High-performance speaking and training
When the stakes are high and individual speaking is critical, we can step in to improve the skill in individuals dramatically. Working with their natural style, we can provide techniques that raise the bar of the effectiveness of message delivery. We can also delineate the difference from speaking to inform and training a group. Each purpose in front of the audience has different considerations in delivery and interaction. We can bring out the best and exceed fundamental skills. We use effective techniques and feedback that can make the difference between a message said and a message heard.
High-Performance Team Building/personality assessments/team assessments
These subjects have lots of books that hint to a single aspect of teams. We can utilize a combined approach to bring out the performance of both functioning and dysfunctional teams. Our process includes first getting to know each other's norms to hone in on the working culture for a group. The outcome of this training is a well-oiled team that can leverage group differences—increased knowledge of how to leverage the team's uniqueness of individuals. By bringing self and group awareness, the tough issues can be brought to the table safely and candidly. Throughout the training, we will focus on courage and candor that still reflects respect and cultural differences. We often utilize agricultural activities that require teamwork and cooperation.
Ride along-coaching/performance improvement
In sales, nothing substitutes personal coaching and feedback as applies to real-world scenarios. We develop rubrics for sales calls that allow a consistent and calibrated measurement of performance. We provide two services in this area. We can train internal sales managers to perform the ride-along process with the tools using training. We can also do personal ride-along assessments using the rubrics as a third-party non-biased assessment. We measure sales skills that specifically that apply to the products sold. We can focus on multi-call complex selling as well as one-time quick sales. Our feedback provides managers, and baseline databases can track calls overtime for an organization. The tracking feature allows for seeing improvement and sales scenarios that individuals excel in. By monitoring the data, we have found it more useful to then provide managerial support on everyday training needs.