Our Process

All of BPG's sales training and consulting engagements are customized to the needs, goals, and strategies of our clients. Often, the process of customization includes some or all of the following activities:

Brown Performance Group designs and conducts face-to-face and/or telephone interviews with executive managers, sales managers, and sales people within the client organization to gain an understanding of:

• The organization's goals and strategies
• Sales persons' strengths & weaknesses
• Specific training needs and expectations
• Key performance challenges and obstacles
• What's working well/not working well currently.
  

Customer Research

To ensure a customer focus, BPG conducts research on behalf of our clients to solicit information on customers' expectations and perceptions of value and superior performance. We conduct this research through surveys, focus groups, and direct interviews with decision-makers to obtain qualitative data that serves as input into training design and development.

Sales Management Coaching and Consulting

BPG recognizes that management is the key to implementation success. In developing our recommendations, we work with line managers to build consensus around the measures for success and the behaviors and activities essential to meeting the goals. Our focus is on building a consistent sales process across the organization and a consistent sales management process to reinforce and sustain it.

Training Design and Development

Over the past 9 years, BPG has developed proven training models and methodologies, based on continuous research into the characteristics of superior performers and the expectations and perceptions of customers. In all cases, our solutions are designed to differentiate our clients from their competitors and to position them to deliver superior value from which they can receive superior revenue growth and profitability.

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