Sales Force Development

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Enable Your Sales Team To Perform At Their Best

Solution for Sales Capability Building

Help your sales team develop their functional and behavioral competencies. The program uses a blended approach, with role plays and case studies customized to reflect real-world scenarios. We offer practical customized sales interventions with the following benefits:

    • Our Sales Interventions are infused with the client’s organizational terminology
    • The case studies/role plays are customized to the client’s business realities
    • EWC team engages right from pre-work to post-work providing the learning experiences for imbibing the desired behaviors. 
    • EWC team also provides the option of coaching support to support implementation. 

      Inspire your Sales Teams to Build Lasting Client Relationships

      Learn How
      EWC Salesforce Development Programs include:

      Sales Excellence

      Sales professionals enter the profession of selling with varied backgrounds. While the technical competencies can be developed through a systematic study and understanding of product offerings, the ability to understand the Customers- needs, quantify them, recommend solutions, and close the sale throws up a new challenge. Understanding Customer requirements and engaging with them with the intent of providing them with a solution requires a good understanding of the following:

      • Buying Cycle
      • Sales Process
      • Building relationships with Customers
      • Effective Communications Skills– Questioning Skills, Listening Skills, Rapport Skills, Influencing Skills

      There is a need to understand the Customer’s requirements both from a technical perspective and an emotional perspective. The experience of the Customer during the buying cycle greatly depends on the ability of the salesperson to demonstrate the value of the product/solution and service along with the ability to build and keep rapport. This program builds skills around these areas using a blended approach. All the role plays and case studies are customized to reflect the real world thereby enhancing the transfer of skills to the workplace. 

      • Reach out
      • Fix meetings/ appointments
      • Create positive impressions by opening strong
      • Understand the Sales Process & the Buying Cycle
      • Practice Questioning Skills, Need identification, FAB, Closing
      • Handle Objections and Demonstrate Value

      Target Audience: Sales Professionals

      Relationship Management Excellence

      Relationship Managers have to do more than present what their organisation has to offer to prospective/ existing clients. They have to build the kind of long-term business relationships that ensure their organisation is well-trusted, which in turn ensures steady business.

      Gaining clients’ confidence and trust is the key to developing good business relationships. Too often, Relationship Managers go into meetings like ‘gangbusters’ deluging clients (or potential clients) with too much information and barely drawing breath or with an overtly friendly approach.

      Business Relationship Building is all about the fact that it’s ‘you they buy’ at a gut level. This means that it’s less about the product and a whole lot more about how the Relationship Manager connects and engages with their clients.

      The participants will be able to:
      • Understand their clients
      • Create opportunities for a deeper engagement
      • Engage with their clients
      • Use the right influencing approach
      • Build relationships with clients
      • Communicate succinctly and with confidence
      • Look out and manage potential pitfalls
      • Move the client up on the value chain
      • Build their network to enhance their business coverage
      • Build trust

      Target Audience: Relationship Managers with 5+ years of experience who engage with Existing Clients & Potential Clients on a daily basis

      Key Account Excellence

      The program equips the Sales Executives / Managers with Key Account Management skills resulting in an ongoing profitable engagement; managed through a combination of professional, strategic account planning and relationship management skills.

      Key Accounts are not only the most important to retain and develop – from a new business perspective – they are the hardest to win! 

      The participants will be able to:
      • Systematically map the account
      • Building strong relationships
      • Plan and implement growth strategies
      • Increase business
      The program covers the following topics:

      Understanding Key Account relationships and how they work

      • Stakeholder mapping
      • Integrating with the need-based consultative selling process
      • Moving up the value chain – from service provider to consultant
      • Developing trustworthy relationships
      • Advising and guiding partners to maximize business
      • Using knowledge/ expertise to enable partners to overcome barriers
      • Use sales processes and data analysis
      • Key account planning templates
      • Time and Territory management

      Target Audience: Sales Executives / Managers who have the responsibility of Key Account Management

      Sales Management Excellence

      Most organisations depend on their sales teams to propel growth. Every organisation believes that their sales managers will help them tide over every crisis and help them grow. However, most sales managers are in a reactive mode, always reacting to stimuli from the external environment and their leadership. They are found reacting and putting the blame on factors supposedly not under their control for all their shortcomings. Invariably, this leads to sales teams using their creativity to do post-mortems rather than planning to take the lead.

      How can sales managers face this challenge and get out of this downward spiral?

      This program provides the front-line sales managers with the proven skills, knowledge, and tools they need to drive bottom-line performance. It includes self-assessments and covers critical sales management abilities that include setting goals, managing sales performance, sales coaching, and sales leadership. 

      The program would help the Sales Managers to:
      • Acquire the desired knowledge, skills, and attitudes to succeed as a leader by driving optimum contribution and productivity
      • Improve sales results by implementing a behaviorally-based performance management system
      • Learn how to prioritize management actions
      • Develop the full potential of the team with proven sales coaching techniques
      • Allocate coaching time based on ROI
      • Develop leadership skills and leadership style
      • Use the right balance between intrinsic and extrinsic motivators
      • Understand what are the motivators for your sales team
      • Build a team of great sales professionals

      Target Audience: Sales Managers

      Sales Coaching Excellence

      Coaching uses a process of inquiry so that people can access their own energy or inner strength to reach their own level of awareness. Tapping into a person’s previously unused strengths and talents advances personal growth and learning, which in turn challenges people to discover their personal best. People are more open to working on what they discover for themselves.

      A Coaching conversation exactly does that!

      Our solution for sales capability building requires a unique approach for each Sales Rep and not a “one size fits all” approach. Just like any Coach, a Sales Coach draws from his or her experience, but truly successful Sales Coaches or Sales Managers are data-driven and analytical. They ensure the successful performances of their team members by measuring hard data and subsequently measuring improvement and progress after Coaching sessions. A Sales Coach focuses on the behaviors or the steps that the Sales Rep takes to get to those results.

      This program puts together a Coaching framework and equips the participants with skills to start their journey as Sales Coaches. 

      The program would help the Sales Managers to:
      • To understand various Sales Developmental methods
      • To use an appropriate Leadership framework
      • To understand when to Coach
      • To list and practice the skills required to engage in a Coaching conversation
      • To practice coaching using the GROW Model
      • To use various Coaching styles based on the maturity continuum of the Coachee
      • To identify Coaching opportunities on an ongoing basis

      Target Audience: Sales Managers

      Equip your sales teams with the skills needed to excel

      Learn How

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