+61 9555 7955Are you tired of sales training that doesn't work?
We have all engaged a sales training provider which hasn’t resulted in an uplift in sales. We understand how this can happen. Sales training programs traditionally focuses on skills development and product training.
In reality there are two areas of sales development that are critical for salespeople.
Our customised sales development programs have a unique focus – we look at two aspects of sales in combination – the sales mindset and the psychology behind how consumers buy.
Our sales training programs are founded in behavioural science, neuroscience and emotional intelligence research. We are experts in developing scientifically rigorous sales training programs that deliver tangible results.
We will help your sales team better understand the mindset and skills required to succeed in every sales interaction.
Working with us is easy
Book a consultation
We will present you with a program design specific to your business
Sign off and program start!
When you think of a salesperson, who comes to mind?
This is the question we ask at the start of every sales training program we deliver. The answers usually vary greatly and provide us with invaluable insights about whether team members have positive or negative perceptions of what it means to be a salesperson. Why is that important?
Success in sales is mostly down to mindset.
Do you find your salespeople have great relationships with their prospects but don't seem to close the deal?
Is there a discomfort to discuss money or open conversations regarding price or budget?
Do your salespeople allow their prospects to shop around rather than clarify their criteria so they can immediately meet their needs?
Do you have a mix of sales capability among of your team with some real super stars and others who are just meeting their targets?
If you answered maybe or yes to any of these questions, you are not alone. Many of the sales teams we work with have some or all of these issues.
Do you wonder whether your salespeople will take up the learning from a program you invest in?
We all habituate to ways of operating. We understand that salespeople have their tried and trusted ways of opening conversations and engaging with your clients or customers. By holding up a mirror to their current modes of operating we motivate and incentivise them to change.
Our programs:
- help them to understand where they can leverage their talents
- provide them with insight into the psychology of how people buy.
- provide them with a different view of how to engage others
- allow them to finesse their sales capability
We can integrate the use of assessments to challenge thinking around their capability and the impact of their mindset on their success. We also utilise an embedding framework that enables your salespeople to take up the learning and insights from the program to create lasting change.
If this sounds interesting, please make a time to chat
Why our sales training programs are different
Our sales development programs have raised the performance and profitability of some of our clients by over 400%. Our clients consistently tell us that our sales training and development approach is better suited to their customer-centric values, generates far less "sales" resistance from their people, and continually yields outstanding and sustainable sales growth.
Our customised sales development programs promote a culture of consistent sales success. With a greater understanding of the mindset and skills required to be successful, your sales team will be better equipped to have compelling conversations with customers, promoting a positive buying experience.
- ANZ (Home Loan Hotline) - 60% increase in sales conversion; 210% increase in dollar value referrals
- O'Brien Glass - 81% increase in sales conversion
- iSelect - 40% increase in speed to conversion
- American Express (Value Add Team) - 149% increase in offer rates
We can support you with salesperson development, sales management training, sales assessments and sales recruitment.
Solutions Showcase
Solution 1 - Sales Culture Program for large realty firm
The challenge
- Aiming to expand the sales and rental sectors by 50% within two years.
- Team had diverse skills, with many salespeople not meeting targets.
- Required improvements in both mindset and skills to boost overall performance.
- Recently developed induction program but needed to partner with a provider to streamline and systemize sales training.
- Absence of a coaching culture, pipeline focus, and structured sales management processes.
Our solution
- Implemented concurrent sales development and management programs tailored to client needs.
- Designed a 1-day workshop covering essential topics: client satisfaction psychology, building value in commissions and fees, influential language, and emotional state management.
- Blended learning approach to reinforce long-term development, including embedded skills practice.
- Provided a suite of essential sales e-learning modules, distributed over 12 months, with follow-up group coaching led by team leaders after each module.
- Trained team leaders with a mini train-the-trainer program to support effective group coaching.
- Delivered facilitation guides and implementation plans to ensure smooth integration.
Solution 2 - Sales capability program for food & beverage manufacturer/supplier
The challenge
- Increase the team’s overall sales capability for more consistent performance.
- Address variability in team members' sales skills to raise the baseline.
- Develop a sales program focused on improving commitment, controlling conversations, selling on value, and effective closing.
- Prioritise continuous development over short-term training.
- Establish a structured sales process to strengthen customer loyalty.
- Equip the team with pre-call and sales activity planners integrated into the CRM system.
Our solution
- Mapped conversational sales process and developed sales competency framework to define clear, coachable expectations.
- Used OMG Sales Profiling to assess mindset and motivation factors impacting sales performance.
- Senior stakeholders debrief of sales evaluation results, aligning on actions to support individual development.
- Conducted a 2-day workshop to address mindset barriers and strengthen skills like commitment-building, positioning value, managing objections, and establishing credibility.
- Provided four 1-hour training sessions for high-potential team members, focusing on targeted challenges.
- Delivered an 8-month embedding program, including online modules, virtual coaching, and leader-led sessions to reinforce learning.
Solution 3 - Sales culture embedding program for wool brokers
The challenge
- Aimed to drive growth by supporting clients in becoming more profitable and efficient.
- Initiating change to broaden business scope, including a consulting focus.
- Sought support for branch teams and consultants to actively engage in growth activities.
- Needed tools for structuring client interactions to foster consultative and bold conversations.
- Required a business development program to strengthen both mindset and skills aligned with sales expansion goals.
Our solution
- Conducted initial assessment of sales team (salespeople and managers) with the OMG tool to identify mindset and skill gaps.
- Individual 1-hour debriefs on OMG profiles provided each salesperson with insights into their strengths, development areas, and potential obstacles.
- Held a comprehensive evaluation debrief with the MD to discuss team insights and their impact on growth strategies.
- Sales pipeline review and alignment carried out to ensure correct stages and activity targets for ongoing accountability.
- Facilitated workshops on sales and influence skills, with topics chosen based on evaluation results.
- Provided eight online skill-based learning modules post-workshop to extend learning.
- Delivered embedding coaching sessions after each module completion to ensure effective reinforcement of new skills.
Frequently Asked Questions About Sales Training
Sales development programs empower salespeople to refine their mindset, enhance their emotional intelligence, and sharpen their ability to navigate complex selling environments.
Ensuring lasting change from sales training requires embedding new behaviours, reinforcing skills, and creating a culture of continuous learning.
The best strategies involves assessing not just results, but also the skills, mindset, and behaviours that drive performance.
A strong mindset allows salespeople to stay motivated, manage the emotional ups and downs of the sales cycle, and consistently perform at their best.
Our programs are also grounded in emotional intelligence research—a proven success factor in sales.
Blog Posts About Sales Training
Learn about the importance of asking deeper questions when selling to avoid the price talk trap.
Read about how to navigate giving feedback to your team in Australia's more relaxed work culture.
Learn about how a salesperson's intrinsic motivation can affect their sales performance.
Read about the profound impact of beliefs on sales performance and can shape how they approach challenges, handle rejection, and pursue opportunities.
Learn about what sets top salespeople apart and how you can recruit the right people for your sales team.