The iMap Workforce Training Process

The iMap Process is a designed to get to the heart of what your organization needs, and develop
custom solutions, based around the Dale Carnegie Training Techniques. We follow a 5 step process
that is centered on workforce training:
 

1. INTENT
Your organization's strategic vision - the "should be" as opposed to the "as is".
 
 
2. INQUIRE
A strategic conversation with you to understand where the operation is today, where you want to take
it, and what needs to change to get there.
 
 
3. INVOLVE
Through assessments, surveys, and a unique BID process, determine the alignment around the vision,
competency gaps that needs to be closed, and attitudes that undermine change.
 
 
4. INNOVATE
Design interventions that support your strategic intent, provide measurable results, map directly to
the competencies needed to power the strategic intent, blend competency development with
attitudinal change, and align emotional intelligence with corporate
initiatives.
 
 
5. IMPACT
Ingrain long-term behavior change and gain emotional and intellectual engagement with corporate
objectives.
Competency Areas
The Competency Based Development System consists of unique modular programs designed to focus
on areas that are important to the success of an organization. The system was created to reinforce
organizational competencies and address performance gaps while giving participants the ability to
apply what has been learned in their own work environment.

Competency Areas:
 Values  Interpersonal Skills
 Vision  Communication 
 Attitude  Influence
 Diversity
 External Awareness
 Conflict Resolution
 Professionalism
 Teamwork
 Initiative  Adaptability
 Results Oriented  Change Management
 Stress Management  Management Controls
 Creative Thinking  Human Resources Management
 Decision Making  Leadership
 Customer Acquisition
 Customer Experience

Sales Training Designed to Win With Every Buyer, Every Time

There is no second act in selling. Buyers have too many options and not enough time.
When your salespeople show up, they must be exceptional — cutting through the noise
and distilling what matters most.

So how does a seller compete?

Build Modern Selling Capabilities.

While buyers are savvy, busy, pressured, risk averse, and more demanding, they still
need guidance to make the best business and personal decisions. Even though
customers have unprecedented access to knowledge, they face the difficulty of sorting
through what matters most and finding the value among all of the options. More
information doesn’t always translate into accurate, clearer understanding; customers
still need sellers to accurately diagnose their unique situations and identify the best
solutions to make an informed buying decision that drives the results that they need.

To be truly and wholly effective and differentiated in the eyes of today’s buyers, sellers
need to create value in the buying experience itself — that means helping customers to
better understand the true nature of a business issue and how best to address it. It is
not about manipulating or controlling the customer; it’s about building credibility,
fostering trust, and creating value for the customer and, in turn, creating opportunities
for you as the seller.
Successful selling strategies today are not achieved through one tactic or approach.
Rather, it requires a broad set of selling capabilities that are constantly put into practice
and refined.
         

         

WIN OPPORTUNITIES
The sales skills effectiveness workshop is designed to enhance or install a
sustainable process to help you win competitive opportunities by building
awareness, understanding, skills development and belief.  During this
time, you will focus on applying best practices and innovative approaches
to your most important opportunities. Holden will collaborate with you to
choose and align the most applicable content and tools to support the
desired skill development and business outcomes.
 Example Outcomes:
 Qualify and assess the win potential of your opportunity
 Improve intelligence gathering techniques and skills
 Identify and articulate relevant and compelling customer value
 Identify and gain support of influential people who can provide insight and
advance your objective
 Select and implement the best approach to optimize customer value to
win your objective and defeat your competition
 Determine key actions to improve win potential on your important
opportunity

BUILD ACCOUNTS
The sales skills effectiveness workshop is designed to enhance or install a sustainable
process to help you accelerate the further penetration and development of key
accounts.  During this time, you will focus on applying best practices and innovative
approaches to your most important Accounts. Holden will collaborate with you to choose
and align the most applicable account focused content and tools to support the desired
skill development and business outcomes.

Example Outcomes:
 Determine importance of account, revenue potential and goals
 Clearly and succinctly identify account structure, financial performance, key
executives, products/services, and target customers

 Determine revenue gap analysis, and prioritize key opportunities to win and
create

 Target key corporate and business unit executives

 Define key strategic milestones and timelines

 
BUILD TERRITORIES
The sales skills effectiveness workshop is designed to enhance or install a sustainable
process to help you develop, manage and optimize your Territory.  During this time,
you will focus on applying best practices and innovative approaches to your Territory.
Holden will collaborate with you to choose and align the most applicable content and
tools to support the desired skill development and business outcomes for your Territory.

Example Outcomes:
 Identify and characterize critical aspects of your Territory

 Ensure selling time is focused on opportunities and accounts with the highest
potential

 Create strategic territory goals that align with both your company’s and
customer’s interests

 Assign specific direction to your Territory development efforts, enabling you to

make directionally correct decisions 

CREATE PIPELINE
The sales skills effectiveness workshop is designed to enhance or install a sustainable
process to help you create demand within existing and new accounts by building
awareness, understanding, skills development and belief.  During this time, you will
focus on applying best practices and innovative approaches to your most important
accounts. Holden will collaborate with you to choose and align the most applicable
content and tools to support the desired skill development and demand generation
business outcomes. Prior to the engagement Holden will conduct primary research on
your targeted accounts to ensure your newly formed opportunities are relevant and
compelling

Example Outcomes:
 Identify executive priorities

 Form a solution hypothesis by linking your products/services to a customer

executive priority

 Quantify impact of your approach

 Identify 4 key buyer types

 Complete Executive proposal

 Simulate Executive meeting

SALES LEADER AND MANAGER

EFFECTIVENESS
Sales leaders and managers are critical to sales success. When the leaders and
managers are the change they want to see, positive results are accelerated and
intensified.  Holden has a variety of offerings tailored to specific needs.

Example Offerings and Outcomes:

 One-on-one coaching with sales leaders focused on creating individual insight
that accelerated leader effectiveness and team engagement

 One-on-one coaching with sales leaders focused on creating, leading and

implementing specific sales initiatives within the sales organization

 Group workshops on coaching sellers to improve forecast accuracy and win

potential on opportunities

 Group workshops on coaching sellers to further develop accounts

 Group workshops on coaching sellers to optimize and accelerate performance at

the territory level

SALES SKILLS
 Executive Presence

 Closing Business

 Research Techniques

 Questioning Techniques

 Call Planning

 Gaining Executive Access

 Conducting Executive Meetings

 Compelling Value Messaging

 Identifying Influential Stakeholders

 Qualifying Opportunities

 Professional Etiquette
 Creating Customer Presentations

 Social Selling Techniques

 Negotiating Business

 Business Acumen

 Financial Acumen

 Handling Objections

 Competitive Differentiation

Explore Sales Training Solutions by Challenge

 Aligning and Executing Sales Strategies
What good is a strategy without good execution?

Finding New Customers

Do you have the right mix of new
and existing customers?

Differentiating
What percent of your employees can actually articulate what makes you unique?

Hiring, Developing & Retaining Talent

Is your employee retention rate where you want it to be?

Driving Team Performance

If you only have one dollar to spend, spend it on your sales managers.

Retaining and Expanding Relationships

Bring increased value and insight to your relationships.

Not Hitting Our Numbers

Hit your numbers by leveraging your sales managers more effectively.

Winning Opportunities
Is your team bringing insight in a way that differentiates you from your competitors?
 Developing Selling Skills for Non-Sales
Leverage the full potential of your organization to maximize performance.

Better Business Conversations

It’s not news to hear that selling is increasingly more challenging. To stand out and earn
new business you must be able to differentiate and compel, bring value and insight, and
leverage the full value of your organization (firm to firm). This requires exceptional
selling skills. So, the question is, where are your strengths and where do you need to
improve?
If you have a strong unique value proposition (UVP), can your team clearly tell your
story in a valuable and compelling way? Is your team, including your subject matter
experts (SMEs), able to understand customer needs, known and unknown, and bring
insight in a way that differentiates you from your competitors? Are you able to mirror
your selling process with your customers’ buying process to persuade through
involvement, and close deals in effective and efficient ways? It’s essential to bring value
across each stage of the selling process and negotiate in a way where both you and the
customer win.

Don’t Defend on Price Alone

In the absence of preparation and a consultative selling approach, you lead customers
to a more commoditized, price-oriented decision – relegating you to defend on price
alone.
Sales must prepare, anticipate and convey ideas and insights – thus creating value –
otherwise you’re defending mostly on features as well as price. The ultimate goal is to
create a consultative, values-based sales experience.
How We Can Help You Win More Opportunities
DoubleDigit Sales can help your salespeople and sales teams develop the confidence
and competence to win more deals. We do this through developing the mindset, skills,
and processes required to be highly consultative salespeople, that are focused on
bringing value to every interaction. In addition, we build the capabilities to effectively
prepare for, and have, better business conversations, bring more insight, and convey
them through stories and presentations to increase credibility, value and trust.

Solutions

Winning Negotiations
Get what you want and maintain important relationships.
 Consultative
Selling Skills
High performing salespeople are consultative in their approach.

Story Selling
Stories are remembered up to 22 times more than facts alone.

Insight Selling
Due to an increase of information, customers are more educated than ever before.

Influential
Presentations
Capture attention and differentiate to win with a highly engaging presentation.
 Leaders Are Key
Sales managers are the linchpin to change. If you want to get traction on a
transformation, change behaviors, or adapt a new approach, managers must model,
coach, and reinforce to ensure change happens. To develop a performance culture,
managers must be able to create clarity and buy-in for where they are going (the
strategy), develop the teams’ skills and capabilities to execute against those objectives,
and then measure and hold people accountable for performance. Critical to a manager’s
ability to drive motivation and accountability are coaching skills, an ability to provide
effective feedback, lead disciplined approaches, and instill processes to create a
predictable and consistent culture.
 Focus, Activity, Pipeline and Results
We all start off the year with high aspirations of meeting and exceeding our targets. Yet,
experience shows somewhere into the year our best laid plans are often not realized. In
fact, research shows 50% of salespeople miss their targets annually.
To ensure teams hit their numbers managers must be clear on what’s required, and
coach and manage people to those expectations. Interestingly, our research shows that
a participation rate (the percentage of sales team members who are at or above plan) of
60% or less will give sales managers a 10% chance of making their revenue plan. Sales
managers must aim for at least a 70% participation rate to have a good chance of
making plan, and even then, it is not guaranteed. Ensuring individuals are tracking
against activities and plans increases the likelihood of meeting your numbers and
relieves the hope for some “blue birds” to close the gap.

Know Your Metrics and Processes

While each industry is different, falling off pace quickly leads to short and long-term
implications. Managers must know the key metrics and processes that drive success.
Their ability to coach, and manage risks and requirements, mitigates the inevitable dips.
 How We Can Help You Hit Your Numbers
DoubleDigit Sales works with you to instill the necessary disciplines that build a
predictable cadence into the workflow, enhance leader’s abilities to coach, and provide
effective feedback as well as drive accountable for productivity – pace, pipeline
management, activity goals, etc.

Smart Selling
Work smarter, not harder for better business results.
 What Good is a Strategy Without Good

Execution?
Too often, executives spend intensive hours crafting their sales strategy. Typically, once
complete, it gets rolled out at the beginning of the year and then is rarely seen. It is no
wonder people are challenged to articulate the strategy, understand what it means to
them and their customers, and how to make smart decisions that are aligned to the
strategy.
Research suggest that only 14% of employees understand their organization’s strategy
and less than 10% of all organizations successfully execute the strategy. – Larry Miller,
CEO of By Monday Inc.
The opportunity for leaders is to ensure alignment and buy-in across the leadership
team and throughout the sales organization, helping people make smarter decisions
day in and day out to drive the strategy.

Alignment Drives Smart Decisions

The risk of not creating alignment, clarity and buy-in of your strategy is the equivalent of
5 year old’s playing soccer – everyone chases the ball and goes off to do their thing –
opposed to executing the game with people in positions, in clear roles, and with
purpose. Ultimately, without alignment, people don’t know how to make smart decisions
that help support the execution of a plan, leading to a lot of wasted money, and effort.
 How We Can Help You Execute Your Sales
Strategy
DoubleDigit Sales helps leaders address this unique challenge of implementation
through two capabilities. One, a sales culture survey that assesses the strengths and
opportunities of your sales organization to help in the creation of your strategy, to drive
predictable performance.
And two, a process and tool to articulate the strategy in a clear and concise way with
measurable tactics and outcomes. This tool – combined with a cascading consistent
communication process – helps build the clarity required, and the ability to course
correct throughout the year – thus ensuring greater likelihood of achieving the strategy.
 Solutions

Sales Culture
Diagnostic
Benchmark your sales culture against sales organizations across North America.

Strategic Sales
Blueprint
Align your organization by planning today for success tomorrow.

Sales Leader
Blueprint
Translate your organization’s goals into individual action.

Individual Sales
Blueprint
Develop a sales plan that motivates and inspires salespeople to be their best.