Customer Advantage Process
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The Leveraging Customer Advantage process consists of five steps,
all designed to create sustainable results. These steps are:
Assessment. In this proposal, the assessment phase consists
of interviews with key members of your organization to pre-plan
how the Sales Academy will be implemented in your organization.
The assessment phase also consists of an instrument designed
to determine your salespeople’s selling styles and other
important aspects of selling experience.
Design. The second step involves designing the specific
strategy for your organization. This step may include a facilitated
strategy workshop, a session which introduces your executive
team to the Leveraging process and facilitates the development
of the appropriate implementation. Following the facilitated
strategy workshop, we design the training for your organization.
Delivery. Delivery begins with the management workshops.
In addition, delivery includes handing over materials to continue
the Leveraging process by your management team. Delivery also
includes the appropriate modules.
Follow-up. As your management team implements the follow-up
plans, Team Fulcrum provides support to ensure that this implementation
runs smoothly.
Evaluation. A final stage is an evaluation of the results.
The evaluation is based upon the design developed in the facilitated
strategy workshop or agreed upon after the assessment phase
– we use your objectives to determine how to measure
the effectiveness of the training. The evaluation may be reviewed
in a second facilitated strategy session in order to develop
a strategy for going forward.
