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Professional Skills

In his famous play, Death of a Salesman, Arthur Miller wrote, "for a salesman, there is no rock bottom to life. He don't put a bolt to a nut, he don't tell you the law or give your medicine. He's a man way out there in the blue, riding on a smile and a shoeshine."

As we are all well aware the competence and commitment, in other words--results--of your people are due to much more than a smile and a shoeshine.

Fortunately, most professional skills can be taught once competencies are identified and the organization is calibrated against them.

 

Our Approach

   All courses are customized
   Instruction is highly interactive
   Workshops include role playing, case studies and discussion
   Personal skills assessment with audio and video playback
   Flexible scheduling (half day to 4 days in length)

 

Key Benefits

Improve sales results
Higher win rate
Immediate application

Capabilities

Advanced Selling Skills
Sales Skills for non-Sales Executives
Negotiation
Influence
Collaboration
Presentation Skills
Time & Territory Management
Team Building/Team Selling

 

Training Programs Presented

Client Need

Results
Worldwide chemical company wants to improve direct sales force .
Transferred sales skills through a Managing Major Accounts training program.
"We need to stimulate sales through our distributors."
Negotiation skills
Presentation skills
Selling skills
"Competition is eating our customer base."
Selling skills for non-sales personnel
Strategic Account Management
Time and Territory Management
Annual territory planning process implemented
Negotiation skills
"Customers say our sales force is the best trained in the industry.  We need to outsource sales training for two years without a change in quality."
Multi year program teaching the firm's sales curriculum
Superior evaluations from every class

 

Why Thomas & Company?

A co-founder and Principal of Thomas & Company, Susan Thomas manages the firm's Business Skills practice.  Holder of a master's degree, Susan is a highly sought-after speaker because of her platform skills and business savvy. She is a former operations executive and managed two hundred personnel with P & L responsibility for the company's top region.

Her ability to develop others has brought her internationally to corporations such as Union Camp, Union Carbide, Sodexho, Met Life, and Dunlop.

Susan was division training manager for for the now Marriott-Sodexho Corporation where she herself completed corporate executive programs in organizational development. She has assessed position competencies and developed programs to address skill gaps. As a headquarters manager, she supported the field through need analysis, design, development and delivery of employee training programs.

Wayne Thomas is also a skilled sales practicioner.  He is a member of the Golden Circle, IBM's highest sales award.  He was Marketer of the Year for the American Marketing Association for leading the top sales organization at what is now Bell Atlantic's northern region.   He has won numerous other sales and sales management awards including AT&T's Captain's Award for top performing Large Business Branch.

 

 

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Send mail to Wayne@ThomasAndCompany.com
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