Sales training is only worth the money if practice changes after the room empties. Our approach therefore starts from the real need, works on the participants' live deals, and defines from the outset what happens between sessions. The individual programmes are described on the /en/trainings page.
Why training often leaves little behind
Many companies have already paid for a sales day and kept very little from it. The causes are well known: generic content that never mentions the company's own products or customers, a single day with no follow-up, participants gathered without knowing why, and a manager who never raises the subject again afterwards. None of that reflects the quality of the person delivering it. The format itself is the cause. Training that makes no plan for the following week produces satisfaction in the evening and very little measurable effect after that.
Clarifying the need before choosing a programme
Before any content is proposed, it has to be clear what is blocking. A team that gets meetings but does not close has a different need from a team that cannot open doors, or from one that sells decently but concedes on price every time. That clarification happens beforehand: a conversation with management, an exchange with the sales manager and, where possible, a few questions to the participants themselves. It prevents the most common outcome, a programme picked off a catalogue that addresses a problem the team does not have.
A short format, in-company, in your language
Sessions take place on your premises, as half-days or separate days spaced several weeks apart rather than one continuous block. That spacing allows people to apply the work between meetings and return with fresh situations. Groups stay small, around six to ten people, so everyone can work on their own files. Delivery is in French, German, English or Turkish depending on who is in the room, which matters in a Swiss team where colleagues do not always share the same working language.
The areas covered, without detailing them here
The usual subjects are preparation and prospecting, running the meeting and uncovering the need, benefit-led argument, handling objections, negotiation and defending price, then closing and looking after the account afterwards. Each subject exists as a separate programme with its own objectives, duration and exercises. The full catalogue, with a description of every programme, sits on the /en/trainings page. This page is about how we train rather than about the detailed content of each module.
Working on participants' real deals
Invented case studies have one flaw: everybody knows nothing is at stake. So each participant brings two live files, with the customer name, the history and the difficulty encountered. The exercises run on those files, which is less comfortable and considerably more useful. Comments stay inside the group. That rule is set at the start, otherwise nobody brings a difficult case and the room falls back on harmless examples from which no real learning emerges.
The gap between sessions
The gap is part of the training. Each session ends with a short, verifiable application task attached to named customers rather than a general intention. The next session opens with the account of that application, including when it did not happen, because the reasons for failure are often more instructive than the successes. Without that back and forth, participants retain the ideas they heard while the way of working built over years reasserts itself within a few days.
Who attends and in what mix
Groups often bring together different roles: field salespeople, inside sales staff, technical specialists who meet customers without holding a formal sales brief. That mix helps when it is deliberate, because it exposes the breaks in the customer's journey. It gets in the way when experience levels are too far apart and the less experienced stop speaking. The composition is decided during scoping, with management, according to the objective and the number of people concerned.
The manager's role before, during and after
Training a manager never mentions is read as a break from normal work. Their role starts before, by explaining to the team why this work is happening, continues if they attend part of the sessions, and matters most afterwards. Picking up the application tasks in the weekly meeting is often enough to make the difference. Conversely, a manager who sends the team and never raises the subject again sends a clear message: the content commits nobody and can be forgotten without consequence.
Evaluation, possible follow-up and how Swiss Sales Partners works
Evaluation stays modest: what participants report having applied, what the manager observes, and the simple indicators the company already tracks. No percentage improvement is promised. Depending on the situation, the follow-up takes the form of individual support, another programme from the catalogue, or work on the organisation itself. Swiss Sales Partners builds its sessions on more than 30 years in B2B selling, field sales and sales management, with experience gained at Hilti, Egli Fischer (efco), Berner and Bouygues.
FAQ
Where can we see the individual training programmes?
On the /en/trainings page, where each programme is described with its objectives and duration. This page covers how we train rather than the content of each module.
How many participants per session?
Six to ten as a rule. Beyond that, the exercises stay superficial and some participants go through the whole day without ever working on their own files.
Do sessions take place at our premises?
In most cases yes. Running the training in-company makes it easier to work on your real customers and cuts travel time for the team.
Which languages are the sessions delivered in?
French, German, English and Turkish, depending on who is in the group. The language is agreed during scoping, before the first session.
Can everything be covered in a single day?
That is not advisable. Two or three half-days spaced a few weeks apart leave time to apply the work between sessions, which is what makes the effect last.