Building Best-in-Category Account Managers
Consumer Packaged Goods
Real change in behaviour. Accelerated sales performance.
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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.
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 …
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
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
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
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
Results After One Year of HORN Training
+32%
Sales through hospital channel grew 32%
Rose from #4 to #1 recommended brand by physicians
Sales reps are perceived as best-in-industry by key customers
Rose from #7 to #1 ranked manufacturer in overall performance
+7%
Number of buying customers increased by 7%
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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.
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 …
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
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
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
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
Results After One Year of HORN Training
+13%
88% of managers were complying with new management routines, up 13%
Highest revenue in six years
91%
of salespeople perceived new management practices as building a positive sales culture
Significant increase in use of sales management tools
+65%
increase in sales team knowledge acquisition
Case Studies
Start Developing a Stronger Sales Force Today!
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