MVO Training News
The PAS
The Digital Sales Method
The Next Step Action (NSA)
The PSR
The VirtualSalesTeam
The PAS
The PAS – Personal Assessment System is a support solution for sales representatives, managers, and support staff, designed to help themdevelop their skills.
It automatically analyzes interviews,
Measures the gap with the company's approved sales method,
Provides immediate debriefing:
Step by step
Valid behaviors that generate results
Provides concrete, personalized, and measurable areas for improvement
Provides self-study exercises on areas for improvement
The PAS transforms training into a catalyst for continuous performance improvement:
- Each user receives objective, rapid, and actionable feedback on their interviews.
- Managers have a consolidated view of their teams' skills, know-how, and interpersonal skills, and can track each individual's progress in real time.
- The company ensures that its sales pitch is consistent with its objectives, gains operational efficiency, and the ROI on its training initiatives becomes measurable.
- HR can develop an action plan that is perfectly tailored to the needs of teams observed in the field.
All this in a secure environment that is GDPR compliant and adaptable to all commercial functions (B2B, B2C, industry, retail, sale of goods and services).
- 32% increase in conversion rate
Over two weeks, based on a sample of eight B2B sales representatives. - +40% individual debriefings
. - +35% perceived efficiency
By users in their customer interviews (internal survey).
In summary, the PAS is:
- 1 self-training device
- 1 management tool
- 1 HR tool to target training paths
The digital sales method
The digital sales method is a reference guide covering the entire sales process, from preparation to customer follow-up. It can be consulted anywhere, anytime, and provides step-by-step guidance for each phase:
The sequence to give to its sale
Sales techniques to apply
Behaviors to adopt and avoid
Topics to be covered
Words to prioritize
Built as the sum of the most successful commercial behaviors
In summary:
- Provides sales representatives with a reference document that is easy to use and can be consulted anywhere, anytime.
- Enables managers to increase their effectiveness in coaching, integrating new employees, and during training sessions.
- For the company, the assurance of compliance with processes and language elements
As part of our monitoring of results, we have observed the following:
- -47% turnover rate among sales representatives in the year following hiring.
- 15% increase in conversion rates on a like-for-like basis
- 50% increase in customer satisfaction with the clarity and transparency of the process.
The Next Step Action (Boost your sales)
Next Step Action is a sales training and management method designed to raise the bar for salespeople in terms of their behavior and actions. It encourages each salesperson to move from "I'll try" to "here's what I'm going to do, when, and how." Designed for mature teams that have been trained regularly and for whom traditional training no longer has an impact on results, it is based on the following principle: every meeting, every week, every objective translates into a concrete, dated, and verifiable action.
What this training brings to teams:
- Immediate clarification of priorities
What really matters in achieving the objectives. - Rapid and visible improvement in performance
- Individual accountability
Every employee knows exactly what to do to move forward. - Better managerial predictability
Managers have simple indicators to track actual implementation. - Aresults-orientedculturewithout losing sight of the human aspect
Measure progress, not just effort.
In summary, Next Step Action gives salespeople back control and provides managers with visibility.
The NEXT STEP ACTION method
Personal diagnostic questionnaire
A short, intensive training course in small groups
The development of individualized action plans
Long-term monitoring and anchoring
The system draws on the psychological drivers of commitment, consistency bias, and measurable micro-goals.
Teams that implemented the Next Step Action method observed:
- +28
Increase in the number of qualified appointments per sales representative in 6 weeks. - +35,
Actions that are genuinely followed through to completion. - −40
Energy wasted on non-priority tasks. - +43
Improvement in conversion rate on short cycles. - 100
Participants report that they "know exactly what to do the day after the training."
The PSR: Results Monitoring Process
It is a system that enables tangible and measurable results to be achieved at the end of training programs. It is a process that ensures implementation in the field and monitors the ROI of the programs.
The four steps of the PSR are:
Step 1
Step 2
Step 3
Step 4
In summary, PSR means higher revenue, higher margins, better NPS... training that really works!
The Virtual Sales Team
This is a business game in which participants must manage a sector and lead a sales team.
Participants are placed in managerial situations from the start of the course: they are given responsibility for managing a sector consisting of a team of sales representatives and/or technicians with different results, profiles, behaviors, motivations, etc.
The profiles, behaviors, results, and various indicators in the case study must be representative of the reality of the sector concerned.
Throughout the training course, participants will be required to manage this region and their teams according to pre-written scenarios.
The case study will be divided into "acts" spread out over time:
- Developing your business strategy
- Set goals
- Evaluation of results
- Evaluation of sales representatives' activities and organization
- Skills assessment
- Develop an action plan to put every "salesperson" in a position to succeed.
- Organize, plan, and distribute tasks
- Start and end of the day
- Individual meeting to set and reviewobjectives
- Refocusing discussion on results or behavior
- Sales observation
- …
Participants will be able to use PAS® (Personnel Assessment System) during and after the training sessions.
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