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Salespeople

Prepare your sales team for a new world of business

 

It is no longer business as usual. Buyer expectations have changed; the way salespeople work has changed; selling has changed.

Give your sales leaders and sales team the skills they need to meet the new expectations they face, for today and tomorrow.

HORN Practice Areas that Make a Difference

Virtual and classroom learning solutions

Transform your team’s performance through award-winning,  customized, behaviour-changing learning.

Digital learning

Revolutionize sales performance through highly engaging and effective e-learning or microlearning.

Coaching

Accelerate individual or team performance through one-on-one or group coaching delivered by our experienced and certified coaches. 

Consulting solutions

Solve the underlying organizational challenges that may be limiting your sales team’s ability to perform.

Client Impact After 1 Year

+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%

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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Mindset

Success starts with mindset. The mindset to see and capitalize on opportunities; the mindset to build strong client relationships – regardless of channel.

Programs employed:
Managing your Mindset Being an enterprise thinker Growth mindset Embracing continuous change Adopting the Customer's Mindset Being a Change Agent Active Listening

Next: Sales Fundamentals
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Sales Fundamentals

As omnichannel becomes the norm, building the capability of your sales people to conduct influential dialogues across channels has become critical to success.

Programs employed:
Virtual selling Hybrid selling From supplier to valued business partner Key account management Strategic account planning Category management Critical problem-solving Agile decision-making

Next: Strategic Selling
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Strategic Selling

First it’s seeing the big picture; next it’s identifying issues and finding opportunities; finally it’s creating the breakthrough plan, including optimal omnichannel touchpoints. For most, these skills do not come easily! HORN strategic selling programs hone these skills to improve productivity and accelerate results.

Programs employed:
Omnichannel planning Prospecting for success Consultative selling Influential storytelling and presenting Objection-handling & commitment Selling to the C-Suite Negotiating to win

Next: Product & industry knowledge
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Product & industry knowledge

Possessing knowledge of the customer’s business, competitive landscape and marketplace dynamics is essential for salespeople to successfully navigate.

Programs employed:
Data to insight to action Business acumen Finance fundamentals Creating your unique value proposition Product/industry/market knowledge

Next: Mindset
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Sales Managers

Unleash sales manager potential and sales team performance

 

Strong leadership is a key determinant of sales team success. Today’s sales leaders need to set strategic direction, engage the team, coach 1-on-1, and maximize productivity and results … across a range of channels, virtually and in person.

HORN Practice Areas that Make a Difference

Virtual and classroom learning

Transform your team’s performance through award-winning,  customized, behaviour-changing learning.

Digital learning

Revolutionize sales performance through highly engaging and effective e-learning or microlearning.

Coaching

Accelerate individual or team performance through one-on-one or group coaching delivered by our experienced and certified coaches.

Consulting solutions

Solve the underlying organizational challenges that may be limiting your sales team’s ability to perform.

Client Impact After 1 Year

+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

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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Sales leadership fundamentals

Leadership has never been so challenging; success requires the right mindset and skillsets to create a climate of engagement, productivity and wellbeing.

Programs employed:
Managing your mindset Growth mindset Leading hybrid teams Leading transformation Leading continuous change

Next: Strategic planning
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Strategic 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: Results acceleration
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Results acceleration

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: Sales leadership fundamentals

Start Developing a Stronger Sales Force Today!

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