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Zodiak®: Sales Professionals
Business acumen training for account representatives, sales managers, and sales support

To win sales and earn customer loyalty, sales executives credibly and confidently position their products and services within the context of a customer's financial and strategic objectives. Developing business acumen competency increases a sales professional's ability to take a consultative, customer-centric sales approach.

When sales professionals understand a customer's business operations and challenges, they gain an edge over competitors. They develop a trusted relationship with clients, engage in meaningful discussions with prospects and earn access to high-level decision makers.

Zodiak®: Sales Professionals is a sophisticated simulation disguised as a board game — a fast-paced, energizing and engaging way to build the business acumen of your sales personnel to impact revenue, profitability and cash flow. It's an effective sales training program that works right out of the box for companies in any industry, and yet can be fully customized to address your unique account strategies and business challenges.

AUDIENCES:Sales professionals, sales managers, marketing team members and other sales support employees.

THE SIMULATION: Participants take the role as owners of a company and make critical operating decisions. They deal with such issues as selling products and services, managing the relationship between price discounting and profitability, and using business knowledge to build customer loyalty. They handle chance events, move game pieces and respond to investors. And they embrace new insights — not just about how the numbers work but how their actions affect financial success.

CONNECTIONS: Exercises after the simulation create a bridge to real-time work environments. With the fresh perspective of "running" a company, learners explore their own organization's strategies, processes, terminology, profit drivers, cash flow, competition and more. They connect their day-to-day behaviors to how they impact the bottom line. (Connections exercises are provided with Zodiak, or you may wish to work with us to customize the exercises for deeper relevance to your issues and/or your audiences.)

TRAINING OUTCOMES:Sales representatives develop greater confidence in analyzing customer needs and positioning products and services within the context of a buyer's financial drivers and strategies. They also demonstrate financial literacy in sales situations, engage in more strategic discussions with prospects, and open doors at higher levels. Sales managers become more effective coaches by using financial and strategic data to help their sales team position products and services. They also link team objectives for revenue generation to overall corporate strategies. Marketing and sales support personnel learn how they impact top-line revenue, bottom-line profitability and cash flow. They also understand where they fit in supporting their organization's customer-focused mission.

USES:Zodiak is an excellent way to boost an existing sales training curriculum ... energize and educate sales personnel at an event or meeting ... introduce new products and services ... and build collaboration between sales representatives and the sales support team.

TIME FRAME:Zodiak is a one-day program, incorporating a four-hour game session and a two-hour Connections session. Optional extension exercises can be modified or customized.

DELIVERY:We can train your in-house facilitators or provide our experienced discovery learning facilitators to conduct your sessions.
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