WE'RE DIFFERENT. DIFFERENT IS BETTER.
Most training on the market today addresses a narrow window of selling: what to do when you’re face to face with the Decision Maker. So how often do your reps get to do that? They need help finding that Decision Maker, getting him on the phone, and keeping him engaged. Not to mention voicemails, emails, and closing for the next call. Don't do sales theory, let's train them together on how to do their job.
Live calling and coaching DURING training. BOOM!
AWARD WINNING TRAINING
What can we say? We’re a little bit proud! We strive to be the best but the real reward is when our clients and peers think we're the best.
WHY INVEST IN TRAINING?
Do you need help justifying the budget? Studies prove that organizations who employ professional training programs outperform their counterparts who do not.
Numbers don't lie. Study after study shows that reps who are given high-quality, professional training outrank those who do not in quota attainment, ramp time, and attrition.
- 85% of sales teams that rank best-in-class use a professional sales curriculum. - Aberdeen
- High-quality training for new hires can cut their time to quota by 50%. - Training Magazine
- 83% of best-in-class companies consider in-person instructor led training most effective. - Aberdeen
- Total team attainment of sales quota is 11% higher among companies providing real-time, deal-specific rep coaching. - Aberdeen (that’s why we do real-time coaching and why we ALWAYS provide corresponding manager training!)
WHY CLIENTS CHOOSE US
You didn't learn to ride a bike by reading a book, right? Phone selling is a hands-on sport; we train it like one.
- LIVE selling + expert coaching during training. You’ll see immediate results!
- We customized our materials so your team learns to sell YOUR services to YOUR customers (not sales theories that are hard to apply).
- We use sample call recordings in each class so class participants can hear the skill / skill gap and analyze the customer reaction.
- A corresponding Management course is given on how to recognize, coach, and grow new Rep skills.
- We have a fifteen-year veteran at the helm. We’ve made the calls, coached the Rep, and have been the Leader. We got this.
"The reps that went through your training are my highest paid reps in the company; I've created a career path just for these guys. They're like my Seal Team Six. They just get it."
- Michael Poe, SVP Operations & Global Optimization, Service Source
08/09/16: Insightful Training! Regina's level of preparedness and her ability to switch gears to suit our individual business needs was incredible. Her Factor 8 training has given me a better focus with each call I make and an efficiency that I didn't have before. I would definitely recommend that anyone who works as a consultant/inside sales person learns these techniques to improve your results.
05/25/16: The textbook definition of a 'Game Changer'. Kathleen Liles did a perfect job of coaching and instilling techniques into our day to day routines. I, and well as everyone on my team, saw a significant impact in our performance and results only 1 day later. She related the techniques to our business model as well as basic human psychology perfectly, making us learn how to converse with people in a way that we would have otherwise not discovered ourselves. A literal game changer!
06/03/16: The training was not only extremely helpful, but also provided us with more confidence on the phone. I know I speak for the team when I say there is a new excitement for cold calling. Thank you Kathleen for helping us take control of our calls and tweak our value questions. This training was truly valuable!
04/12/16: Great way to jumpstart sales success. John and Factor 8 are unlike any sales training I have every had. John did a great job keeping the class interactive as well as providing real time feedback on actual sales calls. Wish i would have found them years ago.
03/30/16: Above and Beyond. Just terrific at providing content, data and other advice for a growing business like ours. I really don't know where we would be today without their help and guidance. Truly outstanding in every way.
01/25/16: Factor 8 - best training ever. The sales training with Lauren was simply awesome! I learned how to sell value better. Lauren explained us what to say and WHEN to say it, which was very important for me in order to improve my selling skills. In addition, the whole training process was led in a very interactive way. I am using the newly acquired skills on an everyday basis and thanks to Lauren I like my job even better now as I can see the results. Many thanks!
85% of Sales Teams that rank as best-in-class use a professional sales training curriculum.
World-class sales organizations spend approximately $1500 per Rep on training annually.
The number one challenge in Inside Sales is "Lack of Development".
American Association of Inside Sales Professionals
50% of Sales Reps today have to be retrained or removed.
Joint study by CEB and Bain & Company
83% of Best in Class companies consider in-person instructor led training most effective.
Connect and Sell's outsourced team of SDS reps were struggling to engage Decision Makers. They were closing appointments at an average of 3%. Factor 8 was brought in to provide 2 days of onsite training and 3 months of remote coaching.
With a curriculum customized to address Connect and Sell’s specific problem areas along with its corresponding Manager curriculum, reps were quickly armed with the necessary skills to engage Decision Makers, keep them on the phone and close more appointments and Managers were taught how to recognize these skills and coach to them.
Within one week of the onsite training, Connect and Sell’s SDS agents’ close rates spiked to 9% and in the weeks following they maintained a 6% close rate. Now as a Factor 8 fan, Connect and Sell resells Factor 8 curriculum and services to their clients to be used in conjunction with their appointment-setting technology. Today, they continue to implement Factor 8 training for new reps and managers.
Ingram Micro’s arm of wholesale distributor of consumer electronics and accessories, DBL Distributing, had a team of Reps that was averaging approximately 70% to quota with negative growth. When partnering with Factor 8, it became evident that Reps needed to transition from being “order takers” to acting as consultants to grow the business.
Factor 8 provided a multi-stage training, manager coaching, and incentive program to implement changes in the culture, behaviors and habits of long-tenured Reps to transition them from inbound order takers to outbound Account Executives.
The Reps embraced the training and the results were phenomenal. $200M in new category pipeline was uncovered during training and the floor finished over %120 to goal for the year with record growth.
Oakwood Worldwide’s team of Inbound Account Coordinators were struggling with both the quantity and quality of leads being passed to the closing Sales ISE team. Less than 60% of the team was hitting hitting quality goals, many were bogged down with “tire kickers”, and a case majority were failing to truly engage the customer in the sales process.
Factor 8 provided a tailored a set of training modules to address the upfront interaction with the customer. Reps were helped to focus on engaging the customer in the conversations instead of checklists, quickly qualifying and selling Oakwood properties with sizzle.
With the training given to Oakwood Reps, lead quality scores spiked to 92%, quantity grew by 18% (including a rise in “hot handoffs” – customers immediately ready to close), and the team met or exceeded all sales goals the following month and for the next 12 months following training.
Total Defense, an internet security company, along with renewal partner, Service Source, recognized that Reps were lacking product knowledge and value-selling skills. Additionally, they struggled with overcoming objections and competition, and were “cherry picking” leads.
Factor 8 was asked to partner with Service Source to build product knowledge and provide sales training. As part of the Needs Analysis, Factor 8 also identified gaps in handling upset customers, sales process, and working with channel partners. A whole solution was provided by creating 15 customized rep training modules, 3 manager training modules, multiple training tools, and training to Reps and Managers over a three month timeframe.
As a result of the training, Reps regained their confidence and were now equipped to educate customers on total solutions and value and overcome objections. Service Source reported a one-quarter uplift from ~70% to goal to over 110% to goal. Now, the team that completed this training are the highest paid in the company and are referred to as the company’s “Seal Team Six”.
I'm in love. How do I contact you?
Can you show me your classes?
We sure can. Our classes are like no other. They're interactive, real-time training classes that can be applied immediately. You can't hide in our classes! Check out the classes here.
Hmm. What are others saying?
We're glad you asked. We're delighted to see how class participants have transformed the way they work - they're crushing their goals. Check out the unbiased reviews over at AA-ISP. We can't edit these!