Forte was born out of a mutual passion for reversing a trend in sales: that too many organizations perpetually invest in great sales training, yet fail to obtain a positive return. Recognizing that training is important, there is an opportunity to combine coaching with sales training, creating sustained business growth.
How we work with clients:
Our Approach
Forte™ brings to your organization sales consultants who take a number of different roles when interacting with salespeople to challenge their thinking, inspire creativity, help fine-tune their approach, and promote processes that support the flow of sales. This means that Forte sales consultants pivot to assume the roles of coach, consultant and/or mentor depending on the individual salesperson or team and the matter at hand.
Forte™ sales consultants customize each experience for the client-whether it’s an individual or team. We work with salespeople to hone their skills to win more business. Below are some examples of skills we foster:
- Provoking client dialogue through powerful questioning and active listening
- Persuasive positioning
- Personal branding
- Managing resistance
- Negotiating
Engaging with Clients
When Forte™ engages with clients, we implement a simple yet proven methodology to understand your organization’s current situation & paths to success, develop a strategy to engage and execute to drive results. We realize that one size does not fit all when it comes to your organization. With that in mind, we fully customize the experience provided for each client using a unique combination of tools following this process:
Align
Prior to engaging with an organization, Forte's™ consultants will align our coaching process to your goals, your current selling structure and culture. We will identify the current situation, sales strengths and opportunities for improvement. We will also assist in clarifying the organization, team and individual’s goals.
Design
Once we have a clear picture of where you are and where you would like to go, we then will design a specific coaching and development plan for success. Outcomes from this phase may take several different paths depending on the need. Many of our clients will choose to a customized workshop to become familiar with concepts that salespeople may ask to be coached on and/or identify strengths to further develop.
Execute
By aligning a Forte™ sales consultant to an account team, individual or opportunity we will work with individuals and groups that have the potential for increased wallet share in their territory or existing accounts. This process also provides an organization with one on one coaching for several members of the account team (sales professional, executive sponsor, project managers, other key team members)
The bottom line is that we work with all facets of the sales process to win deals and grow your business.
Guiding Principles
- The status quo is the biggest competitor of salespeople and sales teams
- Greatness lies within everyone
- Personal development manifests in behavior control/change, is rooted in the basics of neuroscience and begins with self-awareness
- Salespeople and the organizations that house them have access to excellent sales training
- Great sales training is foundational yet not enough to secure the behavior change necessary to drive extraordinary sales results
- Sales training is treated as an expense vs. an investment due to its perceived negligible impact on results stemming from lack of reinforcement and a common language
- The return on the sales training dollar can be significantly improved when salespeople have an opportunity to reinforce and refine the skills that drive behavior through coaching
- Great coaching is an effective developmental experience that inspires creativity and problem solving that many salespeople miss out on due to its lack of availability
- A high-performing team is made up of individuals who are seeking both personal and team success