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Salespeople

After 30 years of training sales teams across every major industry, and extensive research in the field of high-integrity sales excellence, HORN has categorized the four core capabilities of world-class sales professionals.

HORN Practice Areas that Make a Difference

blended learning
Blended Learning Solutions

Designing and delivering customized, instructor-led and virtual training programs.

Performance Consulting

Eliminating barriers and developing mechanisms to support learning and performance.

HORN Centre of Applied Measurement

Designing and executing customized, actionable assessment and measurement strategies and tools.

Executive Coaching

Optimizing the personal leadership performance of key leaders.

HORN Solutions

HORN develops a deep understanding of each client organization. We identify the most significant capability gaps, precisely define learning objectives, then reverse-engineer training to close those gaps.

Client Impact

Our results are our clients’ tangible business results: measurably improved sales performance!

Salespeople Learn …

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Self-Management

Overriding unproductive thoughts and remaining positive, accountable, action-oriented, empathetic and goal-focused, even during challenging times is crucial to success.

Programs employed:
Managing your Mindset Thinking Like a Business Owner Adopting the Customer's Mindset Being a Change Agent Active Listening

Next: Strategic Skills
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Strategic Skills

Seeing the big picture, identifying issues and opportunities and creating breakthrough customer plans are key skills for successful sales professionals. Honed strategic selling skills optimize the efforts of a sales team and improve productivity.

Programs employed:
From Supplier to Valued Business Partner Key Account Management Strategic Account Planning Category Management Critical Problem-Solving Agile Decision-Making

Next: Product & Industry Knowledge
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Product & Industry Knowledge

Possessing the foundational knowledge required to fluently navigate organizations and conversations internally and externally, including knowledge of the customer’s business, competitors and marketplace trends, is essential for differentiation and ultimate sales success.

Programs employed:
Data to Insight to Action Business Acumen Finance Fundamentals Creating your Unique Value Proposition Product/Industry/Market Knowledge

Next: Tactical Skills
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Tactical Skills

High-integrity, influential salespeople move others through consultative and insightful communication and dialogue.

Programs employed:
Prospecting for Success Consultative Selling Influential Storytelling and Presenting Objection-Handling & Commitment Selling to the C-Suite Negotiating to Win

Next: Self-Management

Results After One Year of HORN Training

+32%

Sales through hospital channel grew 32%

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Rose from #4 to #1 recommended brand by physicians

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Sales reps are perceived as best-in-industry by key customers

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Rose from #7 to #1 ranked manufacturer in overall performance

+7%

Number of buying customers increased by 7%

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Sales Managers

Sales managers require a unique skill set to effectively lead their teams. These skills differ from those of sales professionals and leaders in other departments. The ability to lead a sales team to consistently meet targets – weekly, monthly, quarterly and annually – requires regular meeting cadences, designed to:

  • SET – clearly define expectations/KPIs related to sales results and activity that drives results
  • TRACK – regularly track activity and progress and identify gaps in achieving results
  • ACT – coach to the required skills, behaviours and activities that deliver the desired results

HORN Practice Areas that Make a Difference

blended learning
Blended Learning Solutions

Designing and delivering customized, instructor-led and virtual training programs.

performance consulting
Performance Consulting

Eliminating barriers and developing mechanisms to support learning and performance.

HCAM
HORN Centre of Applied Measurement

Designing and executing customized, actionable assessment and measurement strategies and tools.

Executive Coaching

Optimizing the personal leadership performance of key leaders.

HORN Solutions

HORN equips sales managers with the required processes, skills, and tools, to effectively lead, manage, coach and support high-performing sales teams.

Client Impact

Our sales management training solutions are ultimately designed to motivate and build the skills of salespeople to deliver top performance and tangible results!

Sales Managers Learn …

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Self Management

Overriding unproductive thoughts and remaining positive, accountable, action-oriented, empathetic and goal-focused, even during challenging times is crucial to success.

Programs employed:
Managing your Mindset Thinking Like a Business Owner Choosing to Lead, not Do Leading Change Managing your Team and Time

Next: Planning
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Planning

Seeing the big picture, critically assessing team and business strengths and gaps, and formulating strategically and financially sound business plans are key skills for successful sales managers. Honed planning skills are central to salesforce effectiveness and productivity.

Programs employed:
Sales Strategic Planning Strategic Customer Management Critical Problem-Solving Resource Planning

Next: Activity & Results
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Activity & Results

Best-in-class sales managers focus on key performance indicators (KPIs) that measure high-impact activities and results. They follow regular management meeting routines with team members to track, assess progress and course-correct. And they create a culture of accountability to keep everyone focused on results.

Programs employed:
Influential Sales Meetings Driving Activity and Results Funnel/Pipeline Reviews KPI/Scorecard Management Difficult Conversations

Next: People Development
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People Development

Highly-effective sales managers understand the capabilities, motivations and psychological needs of each team member and capitalize on coaching moments to elicit self-discovery, motivation and course-correction. They manage to both empower and drive performance.

Programs employed:
Inspiring Accountability Management Rhythms One-on-One Meetings Coaching for Performance Team Building Succession Planning

Next: Self Management

Results After One Year of HORN Training

+13%

88% of managers were complying with new management routines, up 13%

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Highest revenue in six years

91%

of salespeople perceived new management practices as building a positive sales culture

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Significant increase in use of sales management tools

+65%

increase in sales team knowledge acquisition

Start Developing a Stronger Sales Force Today!

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