Research and Sales Training Technology from The Sales Board!
The Sales Board and Action Selling will make an immediate and lasting difference in the
performance of your entire sales organization. We combine extensive research and new training
technology to create the best sales curriculum.
What separates The Sales Board from other sales training companies?
The Sales Board has helped over 2,000 clients generate measurable revenue and skill gains with
Action Selling training. The Sales Board’s competitive edge includes these key differentiators:

Sales training content based on the skills assessment of your sales force

An unmatched degree of customization to your company

Development of your Best Sales Practices

Comprehensive reinforcement plans that ensure the long-term success of Action Selling

Detailed measurement of your team’s knowledge and application of Action Selling

Ability to leverage technology so students learn efficiently
What is Action Selling ?
Action Selling is a complete sales process that salespeople use to differentiate themselves, their
company and their products or services. Salespeople that master Action Selling sell more, sell it
faster and make more money.
Your customers go through Five Buying Decisions when making a major purchase. These decisions
occur in a pre-determined sequence (Salesperson, Company, Product, Price, and Time to Buy).
When customers make these buying decisions out of order, the salesperson loses control of the sales
call as well as the chance to gain new business.
The role of the professional salesperson is to walk customers through these buying decisions in
sequential order. The “9 Acts” of Action Selling teach salespeople exactly how to synchronize their
presentations with the Five Buying Decisions. This results in strong commitments and long-term
business relationships.
How is Action Selling implemented in your company?
Action Selling is a multi-media sales training program that is customized to your selling environment.
It has teaching options that include: Self paced, facilitation by your trainer/manager, facilitation by our
professional trainer or web-based learning. We consult with you to prescribe the best approach. In
most cases a “Blend” of options works best. At a minimum, you can expect to accomplish these
outcomes:
1. Managers and trainers will gain the skills to become better sales development coaches.
2. Salespeople learn a proven method for differentiating their products and services.
3. Your Best Sales Practices are documented and distributed to all participants.
How is Action Selling customized to a client’s selling environment?
Action Selling’s unique “open architecture” allows
customization to occur simultaneous with learning.
While participating in a workshop, every detail that
makes up your organization’s selling situation is
incorporated into the Action Selling framework. The
byproduct is a customized sales process shaped
specifically to the way you want your salespeople to
sell.
An example of this customization is the
documentation of your sales cycle for adding
accounts. Salespeople learn how to use Action
Selling to navigate through each step of your sales
cycle. Your salespeople will decrease the time it
takes to move the sales process forward.
With Action Selling you will document your Best
Sales Practices. Replicating these selling habits
throughout your sales team leads to increased
sales productivity and stronger business results.
How is Action Selling reinforced and measured?
Managers conduct meetings, conference calls, or exchange e-mails with their salespeople to
complete Skill Drills reinforcement. This 12-week program deepens everyone’s understanding of
Action Selling and further develops your sales force’s ability to use it in the field.
After reinforcement, participants take the Action Selling Skills Assessment to measure their
knowledge and application of Action Selling. This assessment prescribes needed retraining and
practice using our Certification Exercises program. After completion of the prescribed exercises your
salespeople will be prepared for Final Certification.
What is the impact of Action Selling Certification?
Research of over 1250 salespeople proved that Action Selling Certified Salespeople grew their
sales at twice the rate of non-certified salespeople (15.8% vs. 7.7%), and improved margins by
.5%. Action Selling Certified Salespeople sell more than non-certified salespeople while reducing
sell-cycle time and increasing margins.
A recent pilot study of 20 salespeople from Citibank’s e-Business and World Wide Security Services
(WWSS) revealed a $16.8M revenue increase and $10.3M added to their sales pipeline. All
results were attributed to Action Selling. Based on that, Citibank trained the rest of their e-Business
and WWSS sales teams worldwide.
Who benefits from the Action Selling training?
Organizations of all sizes and industries use Action Selling to improve their performance.
following is a partial list of companies who have adopted Action Selling as their sales process:
For more information, visit our Website at http://www.teamapproach.com/
Or call us at 800.864.4911  P.O. Box 70  Brownstown, PA 17508
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