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The Interpersonal Dynamics of the Sales Environment

The role of the technical pre-sales support consultant demands the effective management of a wide and complex range of group situations involving exchanging information, managing conflict, building confidence, and winning commitment.

Typically these would include:

For many of these situations there are no clear rules or set protocols in terms of structure and who takes the lead role. Indeed the Technical Pre-Sales Support Consultant is often required to take control of a situation without appearing to take the lead position.

Technical Pre-Sales Support Consultants have a fundamental role to play within the IT Sales Team, including offering technical expertise to their customers. This programme is aimed to explicitly support consultants in this role.

The focus of this programme is on:

This programme is experiential and works from the following basic principles:

Organizational Benefits

Through the Technical Pre-sales Programme, our clients’ sales support teams will be able to:

  • improve the personal effectiveness of their Technical Pre-Sales people by enabling them to support Sales and the Sales Teams more effectively;

  • be comfortable in unknown situations;

  • establish clearly defined roles within the sales team;

  • sell their expertise more easily both internally and externally;

  • influence others to achieve a win-win wherever possible for all involved;

  • work effectively to reduce the length of the sales cycle;

  • generate commitment from their own team as well as the customer;

  • work to increase customer loyalty to your company;

  • support the dynamics of the sales team and provide better support for the sales process;

  • manage the situation and take control for the benefit of the meeting and group and people present;

  • network more effectively in the company and gain commitment to resources.

 Individual Benefits

These objectives will be achieved by enhancing the Technical Pre-sales Support Consultants’:

  • self-awareness of interpersonal interactions and the impact of body language;

  • interpersonal skills and how to re-align the balance of power in meetings;

  • understanding of how to develop and maintain effective teams;

  • understanding of themselves and increasing options on how to deal with difficult people without conflict;

  • understanding of how to build social contracts with their own team members and with customers to develop loyalty;

  • understand how to avoid using assumptions as facts;

  • techniques and processes for managing internal interfaces to ensure alignment and commitment to meeting the customer’s needs;

  • techniques and processes to enhance the working relationship with the sales team and promote more effective customer relationships.

Target Audience

Everyone working within an organization who is involved with Sales can benefit from the Interpersonal Dynamics of the Sales Environment Programme. Common team roles, that have benefited from this programme includes:

  • Technical Pre-Sales Support Consultants

  • Post-Sales Support Consultants

  • Sales Executives

  • Project managers who will be directly involved in Sales engagements

  • Professional Services Consultants

  • Customer Services Consultants

Learning Approach And Content

The Interpersonal Dynamics of the Sales Environment Programme focuses explicitly on the actual business issues that the team currently faces within the workplace. This ensures the transition of the new learning back into the working environment as well as maintaining focus on the commercial problems at hand. In role play situations realistic scenarios are preferred which are relevant to the genuine needs of the business giving participants the opportunity to relate new learning to their individual situations at work. Workshops generally take place off-site, away from the usual work environment to allow the creative space necessary for new learning to take effect. Reference materials and visual aids help participants apply the learning both on the job and in the workshop.