FAQ

  Q. With so many training companies out there, why would we want to hire MPI?

A. Typically we hear from our clients that they consider us to be their "last stop". They tell us that they have tried the big name stadium one-day workshops, which we all know only produce short term results. They have tried in-house trainers, most of which earn far less income then the salespeople they are training, so that model is flawed. And finally they have tried other outside trainers, but whose material is a bit stale and uneffective. By reading the rest of this document, we hope you will be able to confidently answer the question ''Why hire MPI?"

Q. How does MPI's programs integrate with in-house product knowledge and Company Pitch training modules? 

A. MPI recognizes the critical nature of salespeople knowing the company's "value proposition" and appropriate product knowledge, however they should not be mistaken to be "sales development". 80/20 Selling Strategies augments these necessary training efforts by serving as a professional skill set to overlay atop any company's existing product knowledge trainings. 

Q. How does MPI assure its clients that their trainer will deliver the program to achieve the intended objectives?

A. Let's face it, the right trainer may be one of the toughest job descriptions HR or VP's of Sales is faced with hiring. One of two descriptions unfortunately are more often true than not. Either, the superstar salesperson gets promoted to trainer, and sadly his/her success turns out not to be transferable and duplicable. Or the other extreme is the well-spoken and polished platform speaker who is lacking in the sales experience portion of their credentials. 

MPI's team of hand picked trainers' experience and education and testimonials speak for themselves. Each combine multi-industry professional sales track record, in some cases post graduate education and extensive platform experience. They command the attention and respect of the attendees each and every time they appear in front of the room

Q. Management wants to know that since typically 70% of workshop education is lost 48 hours after the session, "why do it then"? 

A. For those companies that are only doing the "chalk and talk" training method, that is, the trainer lectures the salespeople with minimal if any interaction, frankly we agree with the skepticism. MPI recognizes that lecture-style training sessions only produce minimum buy-in and minimum learning, clearly the wrong style to impact sales. 

MPI facilitates highly interactive, in-the-trenches sales training, which includes humor, challenging the attendees to real-life role-plays and problem solving, which increases the attendees' retention levels and actual use of the materials in the field. 

Q. What is MPI's position on sporadic training sessions?

A. Just as with any other learned activity such as sports or language, there can be no expectations of ownership of the material, so too with sales development from one or two sessions. Most sales development fails either because of outdated material, or not enough reinforcement.

Q. How can MPI assist us in refining our sales force beyond sales development workshops and coaching sessions?

A. Our support services include sophisticated employee profiling and analysis which assist at the HR and senior management level to assure ideal candidate hiring and placement practices. MPI's profiling system also provides management with insights to the do's and don'ts with its sales staff and provides appropriate motivation techniques unique to each individual salesperson. 

Q. What accountability and support tools does MPI make available for monitoring individual performance?

A. MPI's easy to use accountability system supports both the saleperson's self-facilitating tracking as well as provides an excellent management tool to monitor performance. Reinforcement modules include live or telephone coaching sessions, weekly online accountability and coaching to monitor and maintain the improved behavior.

Q. How does MPI deal with the "Give Us a Proposal" demand by Prospects, which is growing by epidemic proportions reeking havoc on corporate margins and frustrating sales managers?

A. 80/20 Selling focuses on strategies and techniques that specifically address this concern. Our clients tell us that their proposal to closing ratios improve significantly soon after the first 2-3 Day Workshop. By utilizing our advanced system of disqualifying, salespeople learn how to detect those prospects that should be deemed ineligible to receive proposals.

Q When can we expect to see results begin?

A. On average one third of attendees adopt (but not own) the material right from the first workshop and management observes mindset and behavior improvement almost immediately. This segment's activities generally translate into rapid increases in productivity and sales and continues to increase with the first few support sessions. Experience shows us the next third requires additional follow up support and reinforcement sessions over the next 6-12 months, as they are typically slower adopters. As to the balance of the group, improvement typically is minimal as they are stuck in a comfort zone that they are unable or unwilling to shake or simply they are unreceptive to new tools. 

Q How are your fees calculated? 

A. Our pricing is tailored to the number of groups our clients require us to train. Our in-house corporate workshops are structured to enable our clients to send a maximum of 25 participants per session. Engagements are either per diem or project based. Keynote speeches and breakout sessions are charged based on the experience and tenure of the speaker hired and can range from $5,000 to $25,000. 
 


Mission Profitable, Inc., 11777 San Vicente Blvd. Suite 710, Brentwood, CA 90049  
Phone (310) 684-3839    Fax (310)
388-0542    info@missionprofitable.com