#2 Problem Solved

According to the partners I speak to, the second biggest challenge (btw, the #1 challenge is finding good sales people) goes something like this:

How to get sales people effective training that:

• Isn’t marketing “fluff”
• Doesn’t take them out of the field for too long
• Can be replicated and is consistent
• Gets results

It may not surprise you to learn that I do have a solution to this problem. Catalyst has recently launched a Virtual Classroom format for providing the real world sales training that your people need. Now, I know what you are thinking (because I was thinking the same thing.) Did Catalyst just take the death by power point webinar format, slap some lipstick on the ol’ pig and call it a “virtual classroom”? The answer to that is a resounding “no.”

The best way I can explain this is by addressing the weaknesses of webinars and show you why this is different. Here’s the challenge with webinars:

• Sales people multi-task and don’t pay attention — our virtual classroom classes have Jim Sevier constantly engaging each and every student with questions to see how well they are absorbing the information.
• Webinars are too bloated and have such a large audience, it’s hard to get your questions answered — these classes are small (15 or less students) and highly interactive. Jim creates an atmosphere that causes the students to think things through and ask questions.
• Webinars are often just fluff and one-sided — Jim doesn’t work for a manufacturer so he can give students the “real deal” and map solutions to business initiatives.  At the same time, he helps students understand a bigger IT picture so students can make Avaya solutions relevant to prevalent initiatives like data center consolidation and business continuity. As a result, students know how to make this stuff “fit” with what’s really going on out there, not sell inside a vacuum that doesn’t exist.

Below are the upcoming classes that run $250 each (Avaya JMF approved). Times are eastern, click on the date to register.

Oct. 9~Friday 10am – 3pm       SIP, Aura and Session Manager

Oct.16~Friday 10am – 3pm      Avaya Applications

Oct.23~Friday 10am – 3pm      ECG and SME Product Overview

Oct.30~Friday 10am – 3pm     Presentation and Prospecting Skills

Nov. 6 ~Friday 10am – 3pm       SIP, Aura and Session Manager

Nov.13~Friday 10am – 3pm       Avaya Applications

Nov.20~Friday 10am – 3pm      ECG and SME Product Overview

Nov.27~Friday 10am – 3pm     Presentation and Prospecting Skills

I’ve sat in on one of these trainings and am so confident in this medium that I’ll refund the cost if anyone sends a student to a virtual classroom training and isn’t happy.

Please call me if you have any questions. 480-403-8525.

Good Selling,

Tom