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The Life of the Sales Executive
Professional salespeople in all industries are faced with a myriad of challenges and complexities in the current marketplace:

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Improve Sales & Influence


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The Life of the Sales Executive

Professional salespeople in all industries are faced with a myriad of challenges and complexities in the current marketplace:

  • Balance the competing demands of growing existing accounts, securing new clients, ensuring delivery of high quality products and services and providing exceptional client service.
  • Develop internal relationships and processes to cross-sell the full portfolio of offerings.
  • Stay up-to-date on product knowledge, competitive intelligence, marketplace developments and emerging needs.
  • Create unique, new competitive advantages in the marketplace – and sustain them over time.
  • Continuously advance their selling skills and capabilities to remain relevant and competitive in the future.
The reality of your sales program

In working with clients on sales force effectiveness issues, we use our Four Corner Consulting Framework in conducting a Sales Program Assessment, looking at four categories of interrelated needs:

  • The Business Needs define the end results the sales organization must achieve to meet its business objectives.
  • The Performance Needs describe the day-to-day sales behaviors and processes that are most critical to achieving the Business Needs.
  • The Talent Needs identify the sales resources and associated skills and capabilities that salespeople must possess to successfully execute the sales activities defined in the Performance Needs.
  • The Infrastructure Needs define the systems, procedures, tools, investments and other items needed to support the Training and Development, Performance and Business Needs.

Through our Sales Program Assessment process, we’re able to quickly develop a comprehensive understanding of the current state of the sales program, a vivid articulation of where the sales program needs to go, and priorities, steps and strategies for bridging that gap.

Developing consultative selling skills

Where sales skills development appears necessary, we conduct a tailored version of our GUTS workshop. GUTS—the Grand Unified Theory of Selling—is Catalytics’ consultative sales training program. GUTS brings together the very best elements of a wide variety of selling principles, influencing models, consulting practices, communication technologies and personality assessments into a unique, simple and powerful model to teach and develop consultative selling skills.

Non-Sales selling

Today in the U.S. and around the world, one-tenth of all workers are employed in sales roles. The other 90% also spend a significant amount of time – 40% of their work day on average – trying to persuade and move others in non-sales situations. However, these non-sales sellers receive little if any formal training or development on how to be successful.

Catalytics Inner GUTS is a consultative selling program for non-sales professionals. Our approach takes the underlying principles of our well-established GUTS selling model and adapts them to other functional areas and non-sales roles where the ability to understand and influence through consultative principles and practices is key to success.

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About Catalytics Performance Consulting

Catalytics Performance Consulting, the brainchild of Co-Founders Bill Guerin and Kim Carter, was created to help people-driven organizations address imminent and pressing business challenges by implementing long-term business strategies. We believe self-actualizing, adaptive leadership is the lynchpin to sustainable growth. By understanding the values of your organization and the intrinsic strengths of team members, it is possible to spark a cultural ripple-effect that can outlast the tenures of your executives. If you’re ready to create a legacy of performance, our groups may work well together.

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