Company Profile Encore Group (Pty) LTD

Background

Encore Group (Pty) LTD is the the brainchild of Andrew Horton. Between 1992 and 2004, he purchased strug-gling businesses of varying sizes. His approach to turn these businesses from loss to profit was simple. He firstly reduced costs as far as possible and trained the sales teams, to become more efficient, effective and produc-tive, so that they could optimise their ability to achieve meaningful sales results.

In 2004, after receiving numerous requests from other or-ganisations for support to train their sales teams, as they had observed the great results he was achieving with his own sales teams. He decided to form a training organisa-tion to meet the demand.

This was a natural progression as Andrew has always had a real passion for adult education and saw this as an opportunity to combine his skills a a sales trainer with his passion for adult education. Since 2004 he has changed his focus from buying, repairing and selling his own busi-nesses, to one where he now consults and trains a num-ber of organisations sales and leadership teams.

Over the past ten years the business has grown and in 2012 Encore Group (Pty) LTD was born. This consulting and training organisation, now focuses on providing sales, productivity and leadership training, to organisa-tions throughout South Africa, Africa and has now ex-panded our vision to include the USA and Europe as well.

Through our joint venture partners, who share offices with us at the Woodlands Office Park in Woodmead, we are also able to provide a number of other soft skills training programs, such as introductory team training programs, social media training, personal branding, service excel-lence and many other technical and engineering related skills development programs.

SETA Accreditation

We are in the final stages of acquiring our SETA accredi-tation for all our sales training programs. We initiated the process last March and after the various legislative in-spections by the Services SETA at our offices, their explo-ration of our procedures and training programs, we ex-pect to have the process finalised within the next few weeks.

Solid Returns on Your Sales Training

Investment Our Training processes

Sales Training

The practical and very effective sales tools, techniques and tried and tested sales principals offered in our sales training programs, come from my years of practical experience gained whilst training my own sales teams, in my nu-merous very successful businesses. This has been combined with the best ideas presented by numerous sales leaders, in the personal de-velopment industry, to create a very effective set of sales concepts, which will support your sales team to optimise their sales acumen.

All the sales tools, techniques and skills we teach, are simple, easy to understand and most importantly, when applied, they deliver out-standing results. The practical nature of all the sales tools, techniques and processes makes them easy to engage with, simple to under-stand and most importantly very effective, when applied.

Please follow the link below to view our promo-tional video:

Promotional Video

Our Training Process Your salespeople will love the format of our Sales Training Solution and will most cer-tainly benefit from the gradual long-term approach to training Tons of research clearly shows, that adult learners DON’T want; content-heavy training events. Adults just can’t sit for extended peri-ods absorbing training material. The research shows you’ll get high engagement and high knowledge retention, if you structure training events in segments, which focus on a maxi-mum of three to four concepts at a time. That’s why our Sales Training Solution is made up of a once a month full day workshop, offered over three months. This means that your sales team is not bombarded with a mas-sive amount of information, during a one or two day workshop, which leads to information over-load, overwhelm and little learning or applica-tion of the knowledge offered.

Our Training processesGradual Approach to Training

This initial sales training process is conducted over 12 weeks. The sales team will attend 3 en-gaging and interactive, full day workshops, con-ducted once a month. During each session they will be guided to adopt a few new crucial sales skills, or new sales behaviour’s, to enable them to optimise their ability to engage with their cus-tomers and prospects, positively influence them, build long term mutually beneficial sales rela-tionships, prospect effectively, handle objec-tions, ask meaningful, engaging questions, net-work more effectively, get referrals and ultimate-ly close more sales. Training continues between Workshops The workshops are designed to support, uplift and introduce the sales team to the sales tools and principles. The application of the material, however, starts after the workshops are over. • When they listen to the CD’s in their mobile

university, they get to organise the sales knowledge and skills in their minds.

• When they use the Online Sales Training So-lution for 30 minutes a day, they get to actu-ally apply the new sales skills, tools and techniques in their own work environment. This is achieved by guiding them with inter-active video, audio recordings and carefully crafted questions, to apply test and ultimate-ly acquire new behaviours. These behav-iours become their new sales routines, which with support turn into their new sales suc-cess habits.

• Our objective when we offer sales training, is to help your sales team to positively shift

• their behaviour, replace their bad habits so that they can build a new empowering set of sales success habits, which will guide them to take the right daily action daily, to promote ongoing, sustainable sales suc-cess.

• We know that willpower is a depletable re-source and so to support your sales team to actively engage with the entire sales training process. We offer them regular re-minders in the form of a daily inspirational message, regular sms and email re-minders. We also encourage them to form accountability partnerships to support them to learn and apply the tools and techniques in their work environment.

• Mastering the sales tools and concepts. To support your sales team to actually master each skill, we also encourage them to form groups , where they present the various tools and concepts to each other at sales meetings.

Audio Books – Help sales Team Organise Knowledge

The sales team is supported with, CD record-ings (audio books), which they listen to in their mobile university (cars), this supports them to learn and internalise all the sales skills, tools and techniques they need to learn.

Our Train- ing pro-Online Sales Training Solution

Supports the Application of the Knowl-edge We ask for an investment of 30 minutes a day from each sales team member, to use the Online Sales Training Solution. This Online Sales Training tool, supports the sales professional, to further enhance their knowledge and understanding around the sales tools and concepts we want them to learn, but most importantly it supports them to actually apply the new sales skills, tools and techniques in their work-place. We offer Regular feedback to Leadership Team on Level of Engagement The Online Sales Training Solution also offers, feedback to the leadership team as to their level of participation and commitment of each individual sales professional. This feedback serves to keep the leadership abreast of progress, so that they can of-fer the team encouragement and support. Regular reminders and additional Support Your sales team is also supported with emails, which serve to remind them to take specific action and guides them on how to apply the specific tools they learned during each workshop. Tailor made SMS messages, will also support them to remember to perform their new daily routines, un-til they become entrenched sales success habits. A daily inspirational message is sent to each mem-ber of your sales team. This is an opt-in system that delivers an inspirational message right into the email of everyone that signs up on Andrews’s website. The inspiration or motivation may fade after attend-ing my sales and relationship building workshop. This daily inspirational message is designed to help maintain the momentum created by the workshop.

Knowledge is not power, it is only once knowledge is organised and then applied

that it becomes power

Intrinsic MotivationOne of the greatest challenges, when training any sales team is to support them to be Intrinsically mo-tivated or inspired, to actively participate in the sales training process and apply the sales tools and concepts in their workplace.

This has been the focus of my research towards completing my PHD. I have researched and de-signed a number of very effective tools to support sales professionals to engage with the sales train-ing and ultimately apply the sales tools and tech-niques in their work environment.

Crucial CompetenciesThe new highly informed and competitive world we live in has resulted in the need for a new way of selling. The sales professional, who wants to excel and become very effective at sales, needs a wide variety of skills and competencies to optimise their performance and sales results. Many different researchers have conducted inten-sive research all over the world, exploring different sales environments, sales professionals and cus-tomer expectations. Based on their findings, in a number of different product and service related in-dustries, they identified a few key areas, where sales professionals needed competencies. These competencies were seen as critical to sales success at all phases of the sales process.

These competencies are as follows:• Intrinsic motivation • Character Tendencies/Disposition • Ability to be systematic and organised • Ability to understand “MY” value proposition • Ability to communicate effectively • Ability to ask the right questions and be at-

tentive • Ability to nurture long term mutually benefi-

cial relationships • Ability to perform the right sales activities

daily

Sales Competence Assessment The Sales competence assessment we have developed explores all of these areas and offers feedback, insights and coaching on the specific areas, where the individual needs support and sales training.

Pre-workshop Assessment

We conduct a pre workshop assessment to as-certain the areas, where we need to offer the most support and training. This helps us to tailor our sales training interventions, to meet your specific needs. It also gives us a mean against which we can measure any progress made as a result of the sales training offered.

Post workshop Assessment

We conduct a post workshop assessment two months after the last workshop is presented to measure the improvements achieved, as a re-sult of the sales training offered.

Your Sales Team is supported all the way

Our prime objective is to support your sales team to introduce all the new sales skills and techniques into their workday. To this end we have created a number of mechanisms and support systems to help your team remain in-trinsically motivated and committed to the train-ing process. We will guide, support and help them to stay motivated, throughout the training series.

Please see the various support mechanisms listed below. These will help your sales team achieve great results and allow you to get a re-turn on your sales training investment.

RemindersAs the success of our training is dependent on your sales team members, actually applying all the tools we teach, we will provide them with a number of daily and weekly reminders, to help them to carry out and use the sales tools and techniques we teach.

Daily Inspirational MessageYour sales team members will be asked to opt in to receive a daily inspirational message. This message is their daily call to action, a reminder to apply and utilise all the sales tools and tech-niques, which they will learn, throughout the process.

They will be introduced to these tools and tech-niques during the Face-to Face Sales Training workshops; the message is reinforced by means of the audio books, which they will listen to in their cars and through the Online Sales Training Solution.

ANNUAL REPORT | ! 7

Emails

We send out a specific email the day after each session and then weekly thereafter to remind your sales team members to apply the specific tools and integrate specific sales processes into their sales day.

Training CD’s

Each team member will receive an audio book containing all the material we covered during each workshop. This CD contains all the impor-tant tools and techniques we want your sales team members to master before the next work-shop.

Your sales team members will be encouraged to use their mobile university (their car), to listen to the audio book. This constant daily reminder is designed to reinforce the concepts we cover during each sales training workshop. The con-stant reminders will help your team members to internalise the information and to adopt and ap-ply the sales skills they need to learn.

Weekly follow-up session

We encourage the sales management team to run a follow-up session every week, sales train-ing workshops, in which the team members watch a video and hold discussions about the training. A reminder email will be sent to you to remind you to watch the video recording and hold the follow-up session between workshops.

Accountability Partnerships

We encourage all participants on this training series, to form accountability partnerships. The purpose of these accountability partnerships is to allow fellow participants on the program to support each other. They arrange a day and time of the week when they will call each other, to offer support and to see how the other person is doing.

On completing the call they give each other three things they want to be held accountable for during the next week. When they call each other the next week, the first thing they would ask each other is how they did on those three things. This support mechanism, offers our sales professionals an opportunity to support some-one else and in return, they receive support themselves.

As Zig Ziglar so aptly said, “The more people you can help to get what they want, the more people will help you get what you want”. This is one of the cornerstones of what we teach. All sales professionals, who do training with us, will be taught this crucial principal. We do not teach people how to “SELL”, we teach them how to form mutually beneficial relationships with the right people, who they can “HELP” to solve a challenge or satisfy a need

The Accountability partnership concept, does not only provide a wonderful support mecha-nism for our students, but also helps, them to embrace and utilise the crucial principal of de-veloping mutually beneficial relationships with their prospects and customers.

Positive Affirmation CD

The challenge most sales professionals have and one of the greatest factors limiting their per-formance is a lack of belief in themselves and the sales abilities. We have designed a CD, which is filled with positive statements, designed to help your sales team members to gradually grow their belief in themselves and their sales abilities. This CD is an audio recording contain-ing positive affirmations.

This resource is used daily to create a positive start to your sales team members days and helps them remove those nagging negative thoughts, which flow so freely through their minds every day. When used consistently this CD will give your sales team members a posi-tive start to every day, set the tone for an amaz-ing day and program their minds to start believ-ing in themselves.

Follow-up Emails

After the initial 12 weeks is over, we still contin-ue to send reminder emails to your sales team members for a further 12 weeks. These emails are designed to support them and guide them to completely adopt and apply all the sales tools and techniques they have learned during the ini-tial 12 weeks of training. This means that the training is effectively carried out over 6 months.

Measurable Outcome

We will decide up front on a realistic and measurable outcome, which we want your sales team members to achieve after par-ticipating in the training series. I want your organisation to get a great return on your investment and for your sales team to im-prove their sales performance and results.

I also want you and your organisation to be so satisfied with the results you see af-ter the training, that you will refer me to other businesses, whose sales team would also benefit from the comprehen-sive Sales Training programs we offer. A strong referral strategy is one of the tech-niques we will teach to your sales team, during this training series.

Sales Management Team

We enjoy the best results when we can get the support and buy-in from the sales leadership team. We have measured re-sults over the past few years and have noticed that when Sales Management is intimately involved and participates in the sales training process, the team members support the training initiative far more and enjoy far greater results from our sales training.

It is for this reason that I recommend that we hold a session with the sales man-agement team, where we will invest a few hours introducing them to the proposed processes to get them to support it and to help with the implementation of the process going forward.

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