Training

Training

You can choose to work with us in a number of ways.

Event Training - 40 to 100+ People

You want to give your staff and managers some core principles and ideas too. You want them to be inspired and remember the talents they used to use and have perhaps forgotten, or you want to give them some new exciting ways to do business.

You may want us to take 3 hours, or half a day of a two day conference to deliver this training. We will demonstrate our ideas, and make the training very interactive.

After we have delivered the central messages, people split up into breakout teams and develop ideas that they personalise to their language and exact way of doing things. The entire group then come back together, and we share back with everyone some of the best creative language and ideas. We can then deliver more bespoke training to groups, or work with managers or internal training teams to embed the learning.

Group Training - 12 People

You have a number of teams, or a single team, that are all based together or spread out across the UK, working from home or in regional offices. You want to develop a consistency in approach, and give your salespeople or managers some powerful ways to grow their business.

Group Sales Training works in two ways:

1) All the participants are of a similar level, but with wide experience.

2) You have a mixed ability group.

Both have their merits. Newer people learning from the more experienced, and those more experienced being reminded of the energy and enthusiasm displayed by the new hires. When people are of a similar level we are able to get more strategic in debating which approach or principal will work well in going after a certain marketplace, type of customer or business objective.

With senior people we will often share with them principals such as New Lanchester Strategy, taken from our second book The Perfect Storm, 30 ways to Grow Your Business, which they will discuss and create a sales campaign from.

After Your Internal Induction Programme

When you have staff who have been with you for 6 months or more, they now need some more sales training to get their teeth into. They need to become more skilled in the way they win new business, increase the frequency of transaction from existing customers and increase their average value orders – Geometric Growth.

Through understanding your business objectives and your culture, we will develop bespoke training content for your teams to take their performance to the next level.

Films for Intranet and DVD, Webcasts and Podcasts.

We make films that are live recordings of our event training sessions. We make location based films, where we become your customers, salespeople or managers, and act as them in the environment in which you work. We also make films in infinity studios where we make full use of the white background and overlay words and other graphics.

You may have a company intranet so the films can be uploaded that way, or you may wish to have DVD’s. We also can run live webcast training which acts as an on demand webinar. We can record bespoke podcasts for your people that they can have on a CD to listen to in their car and on an mp3 player.

For examples of films like this get in touch or see our YouTube Channel.

Small Group Training - 4 to 6 People

A small group tends to be half a dozen people who work closely together, have a very similar role but don’t see each other that much, or are a new team that have different responsibilities but need to connect better. One such example would be 3 telesales people working with 3 field sales people who need to have better communication and an understanding of each other’s role. They also need some new ideas to be able to improve the whole sales process from start to finish. For small group training you have one trainer to work with you.

Reality Training Embedding Programmes

Embedding the learning involves at least three people, the trainee, us as trainers, and the internal trainer or manager. You will have your training notes which can be laminated, blown up into posters, and kept close at hand for easy reference. We can make you films, and audio recordings too. We can also come back and do short burst refreshers. We could build you a Blog, and moderate and set challenges, check understanding of training via your own internal wiki. You may have some other ideas. Let’s look at the most practical and exciting ways to make the change in your people, become real behavioural change.

Embedding Practice calls 1-1 and Conference Calls

These are via telephone or Skype based either one to one or group sessions, which allow you to practice your skills in an environment where you can try ideas and techniques and then refine them, with feedback, before pitching to clients.

How it works:

Through an initial series of 3 telephone calls, you use the trainers to practise your new knowledge and skills on, where we play your customer, manager or member of staff.

You use the call to talk through a specific challenge that you want to work on. Have a coaching conversation. We then give you instant feedback on the phone and through asking you questions, you are able to change and adapt your conversation, so that it will become more effective.

We will also send through notes, giving you in writing, the key areas for you to consider.

Training Blog/Wiki and Moderation

You can have a specific Blog or Virtual Learning Environment where we post all of the training notes and have conversations about what is happening now. We set challenges, create discussions and capture great examples of the training in action as well as the success stories. Some people are readers, others like to comment. We can moderate your blog, or just put a post on there every once in a while, to see how you are getting on.

Train the Trainer

We look at how to deliver completely new concepts that require people to change quickly. Additionally, how the trainer can present something as ‘different’ not ‘difficult’. We work on developing a trainer’s humour and insight, so that they are able to be empathetic, but always visionary, and not too close to being drawn into discussions about process.

We then train the trainers in the new content as if they are delegates. Then, when they are clear on the content, they take turns in delivering sections of the content back to the other trainers. We make sure they are comfortable to set up the exercises, get feedback, check understanding and run the whole programme. We finish by making sure that each trainer’s trainer notes are just as they need them to be, so they can go off and deliver the training straight away.

This option may be useful to you if you have a very large amount of people that need to be trained in small groups, and over a long period of time.

All of the train the trainer fees are structured to include many years worth of re-delivery of these courses within the same organisation, saving thousands in external training costs.

Training Programme Development

You’ve got the trainers, you just want great content. We would love to give you the very best ideas we have, and create some new content just for you. We can create new language and terms for concepts and actions, that is in keeping with your culture and ethos. We can also update successful programmes that you run, that just need a fresh overview when it comes to analogies and examples.

Conference and Event Speaking

"A stimulating session, you really got the troops thinking more deeply about their sales role and how they can get more out of it." Yell

Reality Training are becoming the default double act of choice for company sales conferences. We are both trained actors, who now train sales people and managers. As business speakers we bring 30 years of sales experience to life, to amuse, challenge and motivate others to achieve more. Our self deprecating humour, underpinned by a library of classic business stories, guarantees that our sessions are memorable, entertaining and positive. As eternal students of Sales & Communication, what underpins our philosophy is the belief that to be a professional sales person is a huge privilege.

Business Knowledge: We have worked with some of the UK's leading companies including TUI, The Co-operative Group, The AA, Channel 5 and United Business Media. Our ideas are a challenge to traditional thinking, and are delivered with practical examples of how businesses can change for the better, by adopting different principals and attitudes.

We can speak on many business topics, and can deliver challenging presentations on subjects which include:

Charisma Versus The Click – the uneasy marriage between face to face selling and the internet
Changing the Way We Sell
Call Centre Strategy In the New Decade
Service Recovery – Empowering Managers to Deal with 100% of Customer Complaints
Ensuring Your Recovery Through 5 Key Strategies
Sales Management in the Next Decade
Hitting the Ground Running – Recruitment, Induction and Development
10 Ways to Drive Your Business
Dealing with your Customers
Maximising Your Earnings
The History of Sales
The Art of the Business Conversation
Marketing Wine in Ancient Rome
and other talks relating to Customer Relationships, Change, Innovation, People Motivation, Motivation for Sales, Teamwork, Empowerment, and The Bigger Picture, Status & People Types.

All of these are presented in an amusing, interactive, thought-provoking, and memorable way.

Authors & Trainers

Our day to day work is delivering training to top companies. We work with sales and management teams to improve their skills and knowledge, and support directors with strategic thinking. We have written 2 business books ‘The Perfect Storm 30 Ways to Drive Your Business' and also 'The Death Of Late Space - Your Guide to Success in Media Sales’.

Keynote Speaking

We are able to tailor speeches for Keynote events and conferences. If you are trying to get across something specific to your staff (it might be positive and upbeat - it might be something they at first don’t like the sound of), we will develop relevant, positive and memorable material to make the most effective impact. We relish the chance to work with clients to perfect the delivery of essential keynotes.

A Word on Measuring the Impact of Training

We have developed a version of The Kirkpatrick evaluation method so you are able to see very clearly the effect our training has had on your people above and beyond the Hawthorne effect. See Wikipedia for an overview of Donald Kirkpatrick and Hawthorne.

We have our own initial feedback forms and then over a period of time through using an online system we help you to measure your people’s Retention of Knowledge, Change in Behaviour and ultimately Increase in Results. We work with you to achieve a great IOI Increase on Investment rather than ROI.

Let us get an understanding of your training needs and find out how best we can help you. Just give us a call on +44 (0) 1580 752 987 and we can talk about what your people need to get better at. Then you can see what kind of training will help them achieve more, very quickly. Or email us here >>