Policies & Procedures
The KTG Workshop (2.5 hours)
The program kicks off with the KTG Workshop which is customized to your industry and tailored to support your unique sales culture and training objectives. The number of attendees is determined by you and the Kingston Training Group (KTG). Workbooks and KTG binders are included for each attendee and manager. Each will include our Vertical Marketing Guide with proven live call, voicemail, and email templates for up to the top 50 industries (legal, medical, education, etc) answers to all objections and instructions for getting past the gate keeper to consistently schedule more C-Level meetings and drive more revenue. KTG will also supply additional workbooks for future reps that may be coming on board throughout the year. The “Workshop” will be recorded and delivered to management and all sales people for further learning.
This crucial element to the training program includes One-on-One small group training. The one, three and six month programs all begin with the exact format of the one month training program.
We are onsite live for Weeks One and Two. In Week Three, your Managers conduct the One-on-One training to encourage ownership of the process. KTG is the virtual partner during Week Three. KTG is again onsite live for Week Four. The sales team members are individually “out of the field” for only 6.5 hours during the entire month of this training. The rest of this month they will be selling!
- Training will be conducted for 1 hour per group. There will be 4-5 sales people per group.
- The KTG methodology will be implemented by making real calls to real prospects to make real meetings.
- Training sessions will be recorded for each sales person. Digital MP3 recordings will be emailed to the managers. The managers will then make them available for each rep so that they may listen and practice the KTG Methodology.
- Prospect objections will be discussed. KTG will help trainees answer and counter objections.
- Prospect Binders will be provided to manage and organize prospecting.
- The training location will need to be equipped with a room that can accommodate the group with a phone. If multiple trainers are involved, we will require multiple rooms to facilitate the training at your location.
- The One-on-One training will increase company call volume and improve talk track technique across all industries pursued. KTG will address each salespersonâ€™s and managerâ€™s needs and skill base level and will enhance their expertise and performance results to make more sales each month.
KTG trains Sales Managers to continue momentum by establishing them as leaders in KTG-structured sales-calling plans. Managers are required to attend a minimum of one One-on-One session with their individual reps. This exposure enables them to learn the program, continue the momentum with the sales assignments and manage the new improved level of meetings each member of their team is now able to achieve.
The Managers will be provided with a “Weekly Assignment” workbook in order to implement the training program techniques. This is designed to secure the sustainability of the KTG prospecting program and should take less than 10 minutes a week to accomplish. Here are some examples of the weekly assignment topics:
- Weekly Prospect Binder Check in
- Checking the Outgoing Message
- Asking for the Meeting on the :45
- 50 Calls a Week is a Hobby
- Appointment-Based Phone Blitz
The Three and Six Month Programs Sustain Your Results
KTG ensures the sustainability of your results by offering many training touch points to your salespeople and managers. It is our goal to infuse the KTG method into the daily habits of your current and future sales force so that you continue to reap the benefits of KTG training for years to come.
Tele-Training is delivered each month starting the month after the workshop to sustain the growth in new meetings and sales revenues by reinforcing the skill base, organizational practices and delivery of KTGâ€™s methodology. Tele-training is provided to both your Sales Team and Managers/Trainers to keep everyone on task:
The First Friday of Every Month at 12 noon EST, KTG conducts Sales Tele-training. The teleclass is conducted live by our founder, Kate Kingston. She provides further focus on various aspects of the training including how best to pursue specific industries and C-Level executives to reinforce and reintroduce skills to your sales team. KTG invites each member of your sales team to these trainings every month. MP3 recordings of the Tele- Training will be provided to management.
The Second Friday of Every Month at 12 Noon EST KTG conducts Manager/Trainer Tele-training. This teleclass is conducted live by our founder, Kate Kingston. She addresses aspects of the training and manager/trainer responsibilities and tools needed to sustain and hone their teamâ€™s skill base so they sell more every month by making more meetings. KTG invites each of your management team to these trainings every month. MP3 recordings of the Tele- Training will be provided to management.
Touch- Base Training: Open Office Hours
The Third Friday of Every Month from 11AM â€“ 2PM EST, Kate Kingston will have open office hours for additional Touch Base Tele-training for managers, trainers, or sales people. These calls (five minutes each) will be on a “first come, first served” basis and be scheduled in advance beginning the Monday of that week. Management and Sales Team will be notified that Monday about scheduling these Touch Base Training opportunities.
Three and Six Month Program
KTG takes your team to the next level with live follow up trainings. After testing numerous follow up formats, KTG has determined that this is the most effective way to continuously increase momentum, sharpen and enhance expertise and maximize team results. KTG schedules these visits and confirms dates with management. This one-on-one training consists of 1 hour per group set by KTG. A Mini-Workshop can also be supplied for new reps. The following is a sample agenda:
- Providing in-depth understanding, talk tracks and email templates for the top 10 major law disciplines e.g. real estate, corporate, personal injury, etc.
- Delivering talk tracks and emails targeted by C-level title as well as by industry
- Evaluation of Client Success Story at Night Results and how to maximize them.
- Connecting with ideal prospects through associations and networking; KTG will provide list of local networking associations
- Working with managers on team accountability e.g. hitting goal number of appointments.
Training for Additional Hires
KTG will conduct training for any additional hires (up to 10% of initial sales force trained) that join your company during the six month contract only. This training will include all materials and recordings. The workshop will be delivered by recording and One-on-One training will be delivered virtually.
I highly recommend it. It has give me confidence to call c level people I feel like it helps set me apart from my competitors and places me in a position to sell more solutions.
Applied Imaging has used Kate Kingston’s training to produce more appointments for our sales force. There has been a 25% increase in our monthly revenue. We have experienced a 50% increase in the weekly appointment’s schedule. She taught us time management and appointment closing techniques. I recommend Kate without reservation.
I was at 33% of plan before my training with KTG, after her knowledge and expertise, I’m now at 155% of quota of which 45% is net new business.
Being a tenured an employee (18 yrs.) I know changes have to be made along with our changing times. Since our initial meeting I have improved (I had 4 appointments last week and 2 sales). I am very pleased with this training and look forward to much more guided victory.
Kate has her S*** together. C level meeting setting as an art, presented with style and confidence. She really has something that can help your reps get more C level meetings.
I am a huge advocate of your program and would be pleased to be a reference for you. We have seen huge success in our prospecting over the last 4 months. Once we changed our structure, all the reps seemed to have had great improvement in their ability to make more meetings. Though we were slow to start, the KTG helped Cobb dramatically. We will continue to use the program and may engage you with a sight visit as time moves on to recharge our team. Again, many thanks!
How to succeed with Kate Kingston training… Kate Kingston’s program became part of the Fraser culture when we committed to an Annual Retainer, which replaced the 1-day data dump… Kate Kingston’s program has evolved into a customized BEST PRACTICE program for Fraser over a 3-year period!
I’ve learned a new approach in setting up an appointment on the voicemail. This workshop was absolutely eye opening! Moneymaking! Exciting!