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Real Time
Maximize New Sales Strategies and Skills
 Program Benefits
Real Time, from The Real Learning Company, is a unique, high-impact, capstone experience that ties your sales training together and moves your sales team into a position of competitive advantage by focusing on business outcomes. This sales simulation replicates all the nuances of your business and builds on the sales training foundation you have already constructed. Participants put the pieces of good selling together, in a compelling way, to craft a win in a highly competitive, complex sales opportunity. They experience an entire sales cycle from opportunity identification to shootout, and receive in-depth feedback on sales skills and strategy throughout the sales cycle. After your sales team has completed Real Time, they will be better able to:
- apply all of their previous sales and product training
- maximize the use of new sales strategies
- participate effectively in team sales situations
- manage complex accounts
- adjust sales tactics and approaches as account circumstances change
Program Description
The Real Time simulation pits four sales teams against each other in a competition to win a particular account. The teams are challenged to develop an overall account strategy and modify it as the simulation progresses, circumstances change, and strategies become outdated.
Starting with the same knowledge base – the account’s website, org charts, and notes from a brief phone conversation with a key contact in the account – each of the teams must determine what their sale will be and how it will be executed. Teams have six sales calls to gather data and transform the information into a winning sales strategy. Several weeks pass between each sales call, and changes occur in the account between those calls. After each sales call, real-life sales manager facilitators meet with each team to give feedback on how well the call was executed. During planning sessions, a strategy room advisor (real-life sales manager) works with each team in an account review/planning process to reinforce the strategic planning principles and strategy tools used in your organization. At the conclusion of the simulation, a competitive “shootout” determines the team that can best navigate the complex buying process. Each team observes the sales presentations of the others, and is able to see firsthand the differences in sales strategies, information obtained during the sales calls, and proposed solutions.
Implementation/Customization
Real Time is a one-day workshop appropriate for groups of 15 to 100. It can take multiple forms, such as a Top Gun school or a vehicle to ramp up your sales force to sell a strategically important product. Real Time works best when the sales team has completed a face-to-face selling skills program.
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