As part of an effort to shorten the sales and delivery cycle, one leading consultant has partnered with TRACOM to change the way their consultants and business development people think about customer problems. They have developed a series of training courses built on TRACOM’s Social Intelligence assessments and models which helps in developing an insightful sales capability. This includes the popular SOCIAL STYLE program and TRACOM’s new Adaptive Mindset for Resiliency program.
Companies Involved
In the highly competitive landscape of consulting and IT services, a few colossal firms have come to dominate the global market, with operations that span the world and workforces exceeding 100,000 employees. Simultaneously, a multitude of smaller consulting firms, specialized in various areas such as mergers, corporate strategy, software deployment, and tax/finance, operate at regional levels or offer niche services. A 2016 analysis by IBIS categorized over 714,000 companies within the management consulting sector, highlighting the sheer diversity of consulting services available in the market.
TRACOM’s Role
Despite the prominence of large consulting firms with global reach and comprehensive service offerings, it is a rare occurrence for clients to engage in broad, global omnibus contracts. Instead, clients typically seek consultants for specific, limited-scope projects with the goal of achieving fast solutions to immediate problems. This shift from long-term strategy guidance to issue-based outcomes has been noted by industry leaders like Accenture CEO Pierre Nanterme, who emphasized the demand for results in consulting. To meet the evolving needs of their clients and streamline the sales and delivery cycle, one prominent consulting firm has partnered with TRACOM to transform the mindset of their consultants and business development professionals. They have developed tailored training courses founded on TRACOM’s Social Intelligence assessments and models, including the renowned SOCIAL STYLE program and TRACOM’s innovative Adaptive Mindset for Resiliency program.
TRACOM’s SOCIAL STYLE
While SOCIAL STYLE equips sales professionals to build rapport, collaborate with teams, negotiate effectively, and ultimately close more deals, the consulting firm recognized the imperative need for new selling skills in response to evolving client preferences and consumption patterns. To address this demand, they collaborated with TRACOM to introduce the “Increased Selling with an Adaptive Mindset” program. This program exposes participants to the latest findings in neuroscience and aids in rewiring their thought processes by identifying and addressing natural biases. By doing so, it empowers sales professionals to look at problems from new angles, resulting in more innovative and effective solutions. These resiliency skills are especially critical for executives in business development and sales roles as they navigate the changing landscape of the consulting industry. Now your employees are set for developing an insightful sales capability because Sales Professionals Need Resiliency Skills.