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Producing Value
Develop high-impact sales plans


	Audience All B-to-B sales professionals, managers, and sales support professionals responsible for leading and managing major sales opportunities.

Program Benefits
Producing Value, from The Real Learning Company, is an innovative experiential learning program that helps sales professionals, their team members, and their managers create powerful, analytical, action-packed plans to manage both straightforward and complex sales opportunities-from inception through commitment. Incorporating many principles of other Real Learning SALES MASTERY programs, Producing Value creates awareness of and skill in applying the seven best strategic practices sales professionals can leverage to ensure that their opportunity plans produce winning results. After experiencing Producing Value, salespeople will be able to:

use a robust set of sales strategy "power tools" to better understand and analyze major sales opportunities
apply a simple and sophisticated sales opportunity management process
use a common language for assessing, planning, and managing sales opportunities
understand the business drivers of managing important sales opportunities
improve the coaching process with managers
use an effective reporting system for pre-call planning, executive briefings, coaching reviews, and sales forecasting
communicate more effectively with sales support staff

Program Description
During Producing Value, sales professionals and their colleagues learn to use a comprehensive opportunity planning, analysis, and reporting tool that creates common language, clear communication, and alignment through the evolution of the sales cycle and at all levels of the sales organization. This tool is available as a paper-based kit or a powerful Web-based application. Managers are prepared before the workshop to perform their natural coaching role during the training. They are also prepared to help their teams implement the process and principles back in the field, through strategic coaching and regular account reviews. Producing Value has six key elements:

Electronic pre-work: Participants are given criteria for selecting a current sales opportunity and a data collection form for completion before attending the workshop.
Sales manager learning day: Principles and practices of the program are unveiled, and managers are prepared to coach participants during the workshop and to perform post-program account reviews.
Introduction to strategic practices: During the first workshop activity, participants working in teams leverage learning map technology as they experience and problem-solve each of seven strategic steps while progressing through a typical sales cycle.
Application of the opportunity management system: Participants learn about and use their new opportunity management system in the context of a custom sales cycle typical of their business. They learn each of the key areas for capturing opportunity information, conduct analysis, and plan next steps.
Current account application: Participants work individually on the accounts they selected in their pre-work and, in triads, asses their strategy, analysis, and effective use of the new tools and reporting system. Managers play the role of coach and provide feedback (as they will do back on the job) as teams progress through opportunity development.
Post-workshop coaching for managers: Managers receive guidance from an assigned coach after the workshop. Each manager receives two hours of telephone coaching before and after holding team account reviews, and/or providing individual strategic coaching.

Program Cornerstones
Producing Value's cornerstones form a foundation for the program's content: reallocate performance time improvement budget - 50% learning/50% embedding

engage learners early
strategically customize
engage managers in training - supporting process/building skill
balance between pre-work, classroom, and field implementation
pull, not push - self-discovery with accelerated learning (not PowerPoint lecture)
leverage the Web - pre-work, classroom, and post-classroom

Implementation/Customization
A customer case study is created as part of a simulation-based activity to practice creating and coaching the application of new principles and to build knowledge and skill. Web tools automate the plan development process and provide just-in-time analysis tools and self-coaching. There are also options for interfacing the Web-support system with any client's SFA or CRM system.

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