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COMPETENCE BASED:
All our training programmes are linked to management and employee competence. This enables DOOR to offer specific, competence-based training programmes, instead of the traditional “off-the-shelf” training programmes. So what are the benefits for a potential customer?

PERFORMANCE AND INDIVIDUAL ORIENTATION:
Training programmes are implemented after the individual competencies of the participants are measured. Consequently, these aspects and competencies identified as gaps between the current and the ideal situation are directly addressed by DOOR during the implementation of the the training programmes.

TRAINING EMPLOYEES AND MANAGEMENT IS AT ALL TIMES ALIGNED:
Training programmes can only be effective if programmes for management and employees are aligned. Management must be responsible for making sure that the programmes are firmly rooted in practice and that the necessary instruments and competencies are available.

TRAINING EFFECTIVENESS MUST BE MEASURABLE:
Training is not an end in itself, but a means by which your bottom line results can be improved. For this reason, DOOR Training & Consulting measures all aspects of the services provided.

TRAINING IS TAILOR-MADE:
By listing the individual needs, expectations and practical situations of the participants at the same time the Internet-based zero measurement is being performed(before training takes place), DOOR can ensure that the training programmes are always tailored to your requirements.

MODULAR CONSTRUCTION:
Wherever possible, the programmes are modular in structure, enabling us to tailor-design the training to target any gaps that were identified during the initial measurement process.

CERTIFICATION:
Before DOOR trainers can carry out certain training programmes, they themselves undergo training and strict certification procedures. This practice ensures a worldwide uniformity of quality throughout the DOOR training programmes. A distinguishing feature of our training service, is the underlying philosophy of ‘One-face-to-the-customer’.

CORPORATE UNIVERSITIES:
Multinational organisations have to create their own training universities to use the full potential of the company’s belief system and to enhance a real solution for company-wide learning. Universities create learning solutions for staff ranging from junior to top management, both technical and non-technical.

PROGRAMME MANAGEMENT:
Our experience in running multinational training and consultancy programmes allows you to fully trust the delivery and implementation of our company-branded solutions. Dealing with a large number of organisations from different countries all over the world, different languages, trainers certification and quality control, master training and train the trainer structures make DOOR Training & Consulting your strong partner.

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A razor-sharp X-ray picture of your people, your management, your market, your sales organisation, as a starting point for an implementation plan that will lead to a dramatic improvement in sales performance.

E-INTAKE AND DIAGNOSIS

SET THE RIGHT PRIORITIES:

Your Sales Strategy is the starting point for an E-Intake and Diagnosis to get a clear picture of your current situation. DOOR starts by applying one or more effective performance scans, which depends on your objectives or on the problems/challenges you are facing. DOOR offers internet or intranet-based measurement to identify the measurable improvement potential of your organisation, people, sales processes, sales organisation and sales management. The outcome of this measurement can lead you to reconsider your strategic choices or help you to set the right priorities for implementation and execution.

SALES EXCELLENCE SCAN:

Measures internally how your organisation scores in relation to the 17 critical factors, in order to build a world-class sales organisation.

SALES PROCESSES SCAN:

Measures internally the actual sales process indicators in your organisation: activity and results, time management, sales channels and conversion rates.

MARKET PERFORMANCE SCAN:

Measures externally customer loyalty, satisfaction, and perception of your company’s performance versus the competition.

SALES COMPETENCE SCAN:

Measures the competencies of effective sales professionals during the short, mid and long-term sales cycles.

SALES LEADERSHIP SCAN:

Measures internally individual competencies, leadership styles and coaching skills of your sales managers.

SALES CHANNEL MONITOR SCAN:

Measures externally your position amongst resellers in your sales channel with respect to third parties.

SWOT AND DRIVERS OF CHANGE SCAN:

Measures internally the criteria to start a strategic planning process according to the middle and top management’s perception.

EMPLOYEE SCAN:

Measures internally the perception and satisfaction of employees.

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The ‘Account Management‘ E-assessment is a web-based skills questionnaire sent to a maximum of 10 customers of your Account Manager. The opinions of these customers are compared to those of your Account manager. The final results are benchmarked in the top 10 of the relevant sector or country.

Target group
Account Managers

Procedure
Your trainer will be notified beforehand of the ‘Account Management‘ E-assessment. The Account Manager will subsequently take part in the assessment. Your Account Manager indicates how he believes his or her performance is.

This questionnaire will also be sent to a number of customers. The answers are processed anonymously.

The E-assessment will be concluded within two weeks, and the report drawn up. The report will be discussed with your Account Manager and with you. Your Account Manager will then set out his envisaged goals in a 5×4 action plan.

Topics
The main topics of the ‘Account Management‘ E-assessment are as follows:

• Attracting accounts
• Analysing
• Taking stock
• Structure the account plan
• The account team
• Gauges ideas
• Presenting
• Negotiating
• After-sales support
• Customer Relationship Management

For each main topic, approximately eight in-depth questions will be asked.

Result
The results perfectly pinpoint the development opportunities, and open the DOOR to the future career prospects of your Account Manager.

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The “Sales” E-assessment is a web-based skills questionnaire sent to a maximum of 10 customers of your sales rep. The opinions of these customers are compared to those of your sales rep. The results are the starting point for the continuous improvement and development of your sales rep.

Target Group

Sales reps

Procedure

Your sales rep will be notified beforehand of the “Sales” E-assessment. The sales rep will subsequently take part in the assessment. Your sales rep indicates how he or she rated his or her performances. A minimum of 10 of his customers will then receive the same questionnaire. The answers are processed anonymously. The E-assessment will be concluded within two weeks, and the report drawn up. The report will be discussed with your sales rep and you. Your sales rep will then set out his envisaged goals in a 5×4 training plan.

Topics

The main topics of the ‘Sales’ E-assessment are as follows:

• Preparation
• Making appointments
• The initial contact
• The needs analysis
• The Presentation
• Closing
• Overcoming objections
• After-care

For each main topic, approximately six in-depth questions will be asked

Result

The ‘Sales’ E-assessment is conducted annually, enabling you to get a clear picture of his progress and turnover trends.

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The “Negotiating” E-assessment is a web-based skills questionnaire sent to the managers of the MA and immediate work colleagues. The opinions of the management and colleagues are compared to those of your management assistant. The final results are benchmarked in the top 10 of the relevant sector or country.

Target Group

Negotiators in a commercial setting.

Procedure

Your negotiator will be notified beforehand of the E-assessment. Your negotiator will subsequently take part in the assessment. Here, your negotiator will indicate how he or she rates his or her own performance. The managers and colleagues will then receive the same questionnaire. The answers are processed anonymously. The E-assessment will be concluded within two weeks, and the report drawn up. The results will be discussed with your management assistant and with you. Your management assistant will then set out his/her envisaged goals in a 5×4 DOOR growth plan.

Topics

The main topics of the Negotiating E-assessment are as follows:

• Preparation
• Opening
• The Presentation
• Closing
• Overcoming objections
• Follow-up

For each main topic, approximately six in-depth questions will be asked.

Result

The results perfectly pinpoint the development opportunities for your negotiator.

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