New Workshop Enables Integration of Process, Methodology, and CRM Training

CHARLOTTE, N.C.--Sales Performance International (SPI), a sales training and performance improvement firm, announced today the expansion of its offerings with a new workshop that focuses on aligning Solution Selling® process and methodology with CRM technology. The market need is clear; research performed by Sirius Decisions indicates that at least 70% of the success – or failure – of CRM projects depends on how well the application is aligned with a buyer-aligned selling process. The CRM/Sales Process Alignment (CRM/SPA) workshop helps companies to both define a buyer-aligned sales process, and understand where and how to integrate this process and methods into their CRM technology.

According to Jim Dickie of CSO Insights, “Companies need to focus first on how their customers buy, and define a sales process and methods to support buyer patterns. Then by integrating the process and methods into CRM, companies can significantly improve the adoption of both the desired selling approach and technology usage.”

A unique advantage of CRM/SPA is the provision of a framework for integrating both sales methodology and CRM training into a unified learning experience. According to Tim Sullivan, Director of Product Development at SPI, “sales training and technology training are often treated as separate events, but integrating process, methodology, and technology training simulates and reinforces real usage patterns much more effectively.”

The CRM / Sales Process Alignment workshop helps sales organizations in six key effectiveness areas, including:

1. Increasing user adoption of CRM applications

2. Eliminating unproductive CRM user practices by focusing on effective selling practices

3. Reducing CRM training costs and learning curve by integrating with sales methodology, process and skill development – all in the same program

4. Tailoring the CRM system to the competitive advantages of a company’s unique selling process

5. Aligning with how buyers want to buy

6. Improving accuracy of CRM derived management reports, including pipeline analysis, opportunity management, and forecast

About Sales Performance International

Sales Performance International (SPI) is a global sales training and performance improvement firm dedicated to helping the world’s leading corporations drive measurable and sustainable revenue growth and operational sales performance improvement.

Founded in 1988, SPI has been the leader in helping global companies successfully transition from selling products to marketing and selling high-value solutions. With extensive sales performance expertise, deep industry knowledge, global resources and a proven track record, SPI collaborates with clients to deliver strategic, operational and tactical solutions.

SPI is the exclusive owner of the Solution Selling® Suite, an integrated, end-to-end training and professional development platform for sales professionals, managers, and marketers. SPI has assisted more than 600,000 sales and management professionals in more than 50 countries and 14 languages achieve higher levels of performance. Today, SPI focuses on five industry segments: technology, professional services, financial services, telecommunications, and manufacturing.

SPI clients include Microsoft, Heineken, Hitachi Data Systems, Manpower, IBM, WIX and Verizon. For more information, visit www.spisales.com.