TOOLS

Karin Walcher and her team of consultants rely on field-tested, certified tools that have been internationally and successfully proven in a variety of industries for corporate consulting and sales optimization. Regardless whether EPU, small business or an international group, these tools can be perfectly adapted to the size of the business and corporate structure and are characterized by high efficiency and flexible implementation options.

STRATEGY DEVELOPMENT

SPS Scorecard^©

Fred R. Strauss, founder of the SPS Institute in Germany developed the SPS Scorecard^© as a tool to manage success. The implementation of a sales strategy developed together with your team is based on action plans. The implementation steps are coupled with corresponding measures of success analogous to the SPS Scorecard^© to monitor levels of success.

SPS Sales Excellence Program^©

This approach is a multi-level sales development program and supports the effective and sustainable development of sales and executive staff members. The demonstrable increase in market share, a higher degree of innovation and a stronger identification with the company are just some of the benefits of a successful application into everyday practice.

MODULE 1: Sales Analysis – An objective appraisal

You want to increase the productivity of your sales force? This objective can only be reached if the direction of the upgrading measures is correct. To determine how your sales are currently positioned, what skills are available within the team and how sales performance can be increased, Karin Walcher first conducts a thorough sales business analysis.

In workshops, the company's goals and responsibilities are defined. This is followed by both a static and dynamic analysis of your sales business. Here the strengths and weaknesses can be clearly identified. Based on the analysis results, Walcher Consulting can then develop a concept for optimizing your sales combined with the corresponding training measures (see figure below). All measures also take into consideration the overall strategies, sales trends and market developments.

The sales business analysis is the basis for continued realization of significant growth rates.

MODULE 2: Basic Training – Extending Competencies for more sales

The classic “product-based selling” has had its day. An enhanced product knowledge or product application expertise within the sales teams is important, but it is not everything in a sales department. A paradigm shift is taking place and completely new skills are needed to continue selling successfully. The Basic Training by Walcher Consulting shows your sales team how they can systematically apply the elements of the strategic selling and increases both the behavioral and methodological skills within your sales organization. You are then in a position to focus on the customers goals and successfully conclude the sales process.

Our training content focuses on

• Recognizing the demand structure of the client organization and using this knowledge to distinguish your business from the competition
• Achieving a high quality contact which serves as the basis for sustainable business success
• The ability to recognize the buying centers and roles and deal with them effectively
• Identifying areas of need within client organizations and developing common solutions
• Optimizing interview techniques and learning to successfully apply these in practice

MODULE 3: Training on the job – Successful practice transfer

Theory is good, but the sales are made in real life situations! To ensure a consolidation of the new skills acquired by the sales team, Walcher Consulting teaches your sales executives how they themselves can effectively coach their team. The aim of this module is to solidify the newly-learned acquisition behavior within your sales organization on a practical level for everyday usage and for long-term application. The training includes three upgrading priorities.

3.1. Sales training 

• Learning from practical experiences based on case studies of your daily business
• Implementing and evaluating role simulation and business games
• Feedback and upgrading suggestions
• Recognizing and enumerating the knowledge skills within the team 
• Highlighting the effects and demonstrating the commercial benefits because the quality of the contact counts!
• Discussing the sociogram within the buying center and outlining possible measures
• Drafting bid proposals based on both product and service features
  
  

3.2. Coaching on the job

• Using checklists, the  team will be evaluated based on the extent to which they implement skills learned into their daily practice
• Creating individual training plans
• Monitoring the skills and mapping each team member’s know-how in an on-going developmental chart
  
  

3.3. Handling conflicts 

• Situational leadership behavior based on case studies
• Clear position for each task and to each team member
• Increase the implementation skills through targeted, customized coaching programs

MODULE 4: SPS Business Map^© – Strategic Sales

With the SPS Business Map^©, Karin Walcher offers a practical tool to analyze complex decision-making structures of key customers and organizations and to organize a more efficient customer acquisition. In this phase, your sales team learns how they can situationally use your company’s strengths (product suitability, product knowledge, marketing strategies ...) as well as the processes directly within the customer’s organization as factors for success.

The application of the unique strengths of the SPS Business MAP^© strengthen your sales business 

• The management of key customers as a holistically structured process rather than a single measure  
• Involvement of all decision-making levels of the customer’s organization
• Orientation of each team member’s actions to the strategic decisions of key customers
• Structured analysis of key players involved in important decisions and their networks
• Targeted and differentiated treatment of the varying roles in the decision-making process of key customers
• Analysis of the phases of the decision-making process at the client organization level
  

MODULE 5: DISC-Profil^© – Everyone ticks differently

The DISC Profile^© is a tool for personality analysis and is based on a 4-factor map to better understand human behavior. It is now one of the world's most widely used instruments for personality analysis. It helps you to improve your communication, increase your productivity and make your teamwork more effective. With DISC^© you create a secure basis for decisions, to facilitate a type-specific approach to team members, clients and partner organizations. Karin Walcher works with this tool as it helps people get to know themselves better and, as a direct result, become more effective when dealing with others. Over 30 years of research and development have resulted in this scientifically-tested, highest-quality product.

The benefits for companies and organizations: Using this analysis of behavioral preferences of team members, you create the foundation for effective staff development and training policies, better staff selection and a more effective integration of new team members into your existing teams. It supports the recognition of customer types in a sales process context, the understanding of characteristics and language codes and the adaptation of consequent actions.

The benefits for you personally and your company: The DISC^© model describes a person's behavior and explains why we behave as we do in certain situations. Improved self-knowledge thus leads to a better understanding of others. Instead of judging another person when we do not understand them, we learn new ways of dealing with them. You as a person are most effective when you understand your own style of behavior. You can then better assess the requirements of the situation and more flexibly adapt your behavior accordingly.

Walcher Consulting applies the DISC Profile^© in the following areas

• Personnel and Executive development
• Management
• Sales situations
• Team and organizational development
• Coaching and personal development
  
• Change Management
• Recognition of potentials
• Selection of  personnel

The Reiss Profile^© - From Life Motives to Motivation

The Reiss Profile^© was developed in the 1990s by Professor Dr Steven Reiss (USA). It is a testing procedure that identifies one’s unique individuality and allows a look beneath the surface of human behavioral patterns. Unlike the usual personality tests which merely describe a person and how he behaves, the Reiss Profile^© takes the analysis one step further. Divided into 16 psychological needs, this tool illustrates what motives in our lives drive our behavior – what is our motivation. The motives are combined and weighted differently in every individual - and that's exactly what determines our personality!

Only someone who definitively knows what drives them can shape their life accordingly! Knowing what motivates others can effectively be used in personnel management and for increasing motivation.

Walcher Consulting uses the Reiss Profile^© because it is particularly valuable as a self-reflection tool regarding one's own actions, drive and motivational patterns. It can be used anywhere your own behavior and the underlying motivations are an important issue: in professional situations, in business and in one’s personal life. Wherever it is important to understand one’s own behavior patterns - and to also understand others’ behavior – this tool can be used to enable positive cooperation and harmonious interrelations. When working with client organizations, Karin Walcher has seen over and over again how important it is to recognize that although others are not motivated by the same factors as we are, they still make an equally important contribution to our mutual success!

Walcher Consulting uses the Reiss Profile^© in the following areas

• Executive development and team building
• Increasing motivation within a business
• Human Resources and organizational development
• Recognition of  potentials and selection of personnel
• Coaching
• Work-Life Balance evaluations