Colleen Francis, C.S.P. - McKinney Associates Inc.

Design: Why does most sales training fail? Sales training is doomed to fail without strong unified support from management, and a customized design to suit your selling environment. At the end of the initial program, Colleen's goal is to ensure that every key leader has the tools to successfully execute the selling process on a daily basis. Each manager must be committed to the message and empowered to support and reinforce it.

Execute: Why does most sales training fail? Because it is treated as a quick fix, with no attempt to effect real and lasting selling behavioral change. Working with your management team, Colleen will develop a program customized to your selling environment, which your reps can take with them and use in the field. These tools include a sales readiness tool kit with relevant examples of problems and solutions for your industry, and your company. The program is offered at your choice of location, and for all employees - sales, customer service, professional services, consultants - whoever you wish. The goal? Your entire sales team obtaining a high level of buy-in, understanding and information retention that you didn't expect was possible.

Reinforce: Why does most sales training fail? Because the effort is not ongoing. Sure, your team will pick up a few tips to try, and will remember to implement at least one of them on a regular basis even if the training and trainer is mediocre. However, even the best sales training, delivered by the most exciting and persuasive facilitator, will be ineffective within a few weeks if there is not consistent reinforcement. It's good that your sales people know what to do, but its better if they can do it under pressure, in all sales situations.

"Engaging" will ensure that your management team can reinforce the message consistently throughout your organization using customized coaching tools and programs:

Specialized focused programs reinforce core concepts and/or additional problem areas (Negotiation, Objections, etc)

Colleen Francis is a top-notch sales pro who knows how to make progress in a difficult market. Bad economy. Government sales. Makes no difference - she can get the job done.

Meet Colleen Francis, C.S.P.

Colleen Francis is driven by a passion for people.motivating them to reach for the highest standards of success. For over 15 years, she has studied the business habits of the top 20% of sales performers in organizations of all sizes and shapes-from Fortune 500 companies, to small- and medium-sized businesses. Through her company, Engage Selling Solutions, Colleen has condensed that winning formula into an internationally acclaimed sales-training approach, helping sales and marketing professionals everywhere achieve their maximum potential.

Distinguished by the Canadian Professional Sales Association as a Certified Sales Professional (C.S.P.), Colleen thrives on challenging conventional assumptions about the winning edge needed to stimulate profits, grow new markets and sustain a loyal customer base. Her savvy, no nonsense approach to sales is rooted in the belief that there really isn't a single magic formula to success. Rather, her researched, field tested approach is about emulating the winning ways of those top 20% achievers. Colleen helps find ways to consistently apply a common-sense process for working with, listening to, and tending to the needs of customers.

Ask any of Colleen's clients about why they call on her services again and again, and you're likely to hear a common refrain: she inspires results! Her refreshing candour, her genuine, sincere message, and the personal experiences she relates as a top ranked sales executive--all are inspiring motivators for sales and marketing professionals who strive to get to the top--and stay there. Just as important, Colleen is unwavering in her commitment to sales training that makes a lasting and meaningful impact on the corporate bottom line. That's why her services are regularly sought by leading private- and public-sector organizations across North America. These include Canada Post, Corel, JDSUniphase, Eastern Financial, Ajilon, Clarica Life Assurance, the Government of Canada, Bell, and Skyline.