Training and Talent Management

Failed hiring and training costs $300,000 per year, per position.

How can you better manage your sales talent?

The #1 recruitment shortage: sales talent. Revenue Storm’s talent management services accelerate profitable revenues by helping develop your team and equipping them—from sales manager through in-field sales—with proven, comprehensive tools and techniques that align with your sales strategy.

We will help you select, engage, develop, leverage, and retain top sales talent.

Click here for a fact sheet on our Talent Management practice.

Your training is killing your sales

It is a myth that salespeople are born: they can be identified, trained and coached. Though nearly every sales organization employs some form of sales training, that training fails to align with an optimum sales strategy and lacks integration with sales talent prediction tools or effective measurement of progress.

Not surprisingly, it is common for only 10% of sales personnel to reach their quota.

Our talent management targets measurable results within six to eighteen months

Revenue Storm takes a comprehensive approach. We help you predict, benchmark and track sales talent. We install effective methodologies and tools. We take a deep dive into live sales opportunities… real accounts… real results. We can re-launch your entire team with the alignment, skills and reinforcement to start a revenue generating engine.

We focus on your specific challenges

Our talent management is competency-based. We use science and rigorous methodologies to target specific knowledge and performance gaps in your sales organization and drive both recruitment and development.

Some companies need an integrated methodology, while others need specific training for a key division, or even coaching for specific individuals. Revenue Storm offers proven solutions for each challenge.

Results-oriented services

Our experience has shown that managers and sales representatives require specific, focused attention. We offer results-oriented assessments and training for each:

• Assessing Sales Talent: Sales Talent Predictor™
  The Revenue Storm Sales Talent Predictor (STP) is a state-of-the-art psychometric tool and measurement service designed to help you hire, train and coach high performance salespeople. For those without sales experience, for example college recruits or employees in non-sales roles such as sales support and marketing, our Sales Talent Indicator (STI) is a validated shorter version of the STP that can assess raw sales potential.
• Preparing Sales Managers: Managing to Revenue™
  Before sales teams receive training, their managers need skills and techniques to be effective. Managing to Revenue (MTR) is a two-day session that covers tricky team-related issues such as pipeline reviews and performance management, as well as broader business issues—from account/territory planning and internal resource procurement to sales funnel forecasting and reporting.
• Launching Successful Sales Teams: RevenueStorming™
  Our flagship training service, RevenueStorming, is a hands-on, intensive three-day working session—combined with an electronic and paper-based toolkit—that shows your salesforce how to develop meaningful, actionable plans using their live sales opportunities. It helps participants rigorously address strengths and weaknesses in 27 sales competencies, and establishes effective techniques for results—such as how to create entry points in a new account.
• Advancing Sales Manager Skills: Coaching to Revenue™
  Once we train the team, we boost performance by helping managers effectively lead sales pursuits and manage client relationships. Over two days, Coaching to Revenue (CTR) covers essential sales leadership skills such as coaching pursuits, handling win/loss reviews, playing an effective role in sales calls and even damage control.

Performance packages

Most Revenue Storm clients, particularly those without a sales methodology in place, win the greatest revenue gains by bundling training and coaching services:

• Comprehensive Training: Installing a Demand Management Process™
  This comprehensive two-phase training and coaching program installs a Demand Management Process in a field sales organization. A three-day Demand Creation Session™ closes the knowledge gap around making new customers, followed by personal coaching to close the performance gap between knowledge and the ability to execute in daily sales pursuits. After 60 to 90 days, a three-day Demand Capture Session™ focuses on capturing customers, followed by personalized coaching.
• For Sales Managers Only: Improving Revenue Management
  Revenue Storm addresses the plight of sales management to deliver greater results with fewer resources by combining its two management-level sessions—Managing to Revenue and Coaching to Revenue—with our Shadow Management coaching. By ensuring effective management, we drive measurable performance gains.