Company: Integrity Solutions, Nashville, TN
Company Description: Integrity Solutions, the performance experts, equips sales and customer service teams to reach their full potential by building trusted customer relationships with integrity at their core. As the partner of choice for values-driven organizations, we specialize in innovative sales, service and coaching training solutions that fuel performance, grow talent, lift up customers and elevate leaders.
Nomination Category: Solutions & Implementations Categories
Nomination Sub Category: Sales Training Product of the Year
 Nomination Title: Sales Performance Reimagined: Integrity Selling
- Which will you submit for your nomination in this category, a video of up to five (5) minutes, explaining the features, functions, benefits, and results to date of the nominated product or service, OR written answers to the questions? (Choose one):
Written answers to the questions
- If you are submitting a video of up to five (5) minutes in length, provide the URL of the video here, OR attach it to your entry via the "Add Attachments, Videos, or Links to This Entry" link above, through which you may also upload a copy of your video. If you are submitting written answers to the questions for this category, provide them in the spaces below.
Today, the sales profession is more challenging than ever before. Challenges such as longer buying cycles, well-informed (and distracted) customers, the availability of self-service or digital interactions, and artificial intelligence are just a few of the variables that make sales increasingly complex and competitive. It can create doubt in salespeople about their own relevance and importance. Integrity Selling brings a fundamental belief to the forefront that the salesperson today has never been more valuable and important.
In the face of these challenges, the Integrity Selling approach reintroduces the human element into the sales conversation through a unique approach to improving sales performance. What makes Integrity Selling such a unique methodology for sales performance improvement? We view and define sales as simply the process of finding solutions to customers' problems that you can help solve and helping customers make buying decisions that are in their best interests.
Integrity is in the name of this sales training program (and our company) on purpose. When sales relationships are built on Integrity, the salesperson will be valued, respected, and sought out by customers. As a result, salespeople are more confident and motivated to succeed. This is what elevates salespeople to the status of trusted advisors.
Integrity Selling empowers salespeople with a mindset rooted firmly in values and ethics aimed at finding solutions to customer needs. By taking a disciplined approach to behavior change through practical application and practice, Integrity Selling helps unlock a salesperson's untapped potential. By applying the sales skills learned in a disciplined way, sharing wins and challenges openly, and leveraging the resources provided, the salesperson is supported with ongoing development.
Integrity's unique approach to unlocking sales performance places the salesperson at the heart of any successful sales conversation.
- Describe the features, functions, and benefits of the nominated product or service (up to 350 words):
Total 241 words used.
Integrity Selling is unique in its methodology and focus. It is easily applied, regardless of experience, products, education or geography. Clients say that this methodology, with heavy emphasis on honesty and integrity, creates a self-leveling or self-customizing quality.
Activities are structured, but designed so many of the applications are “discovered” by each person instead of being told to them by the facilitator.
Integrity Selling is paced for maximum impact. Each section is short and designed to psychologically draw people into the next session or follow-up. Instead of trying to apply everything learned at once, there is focused effort during each week of the follow-up.
Each week participants have an assignment to practice certain skills in the real world and report on progress. Having to report on personal application creates an atmosphere of positive peer pressure. With practice, personal successes and hearing successes of others, salespeople learn how to apply the ideas customized to their needs.
In addition to opportunities in the classroom to practice and receive feedback on effective application, Integrity Selling includes real-life application of those same concepts throughout the follow-up process. Experience has shown that the “real play” of application each week (not just role play) is extremely effective in institutionalizing the concepts and accelerates sustained behavior change.
Each week people have an opportunity to be recognized by their peers for practice and results. This is a very strong dynamic that builds individual’s confidence and creates stronger team synergy.
- Reference any attachments of supporting materials throughout this nomination and how they provide evidence of the claims you have made in this nomination (up to 250 words):
Total 249 words used.
Our training videos within Integrity Selling (example attached to this nomination) have been reimagined to support deeper learning outcomes. The videos provide key learnings and takeaways to ensure direct learners and certificated facilitators are introduced to the key concepts in the way we intended.
Designed using a collaborative, cloud-based video authoring platform supported by AI, we’ve created content that is more contemporary and inclusive than ever before. This technology allows us to customize, translate, and update content regularly to ensure that learning remains fresh, topical, and aligned with emerging best practices and accessibility standards. These videos have been designed with ADA standards in mind and come fully subtitled as part of the sales training experience.
Our print-based learning materials have also been reimagined to support better sustainment and learning in the flow of work.
Following extensive market and client research, we heard what learners wanted and have responded. Designed with an exceptional user experience as our standard, we redesigned our print materials to maximize their value and application to learners during and after our engagements. Our learners have told us that when it comes to print materials, less is more – and we’ve responded with a more focused and user-friendly Participant Guide and new Desktop Aid. The Desktop Aid, for example, is a departure from traditional “classroom” materials in favor of a job aid that can be easily referenced in the flow of work—either when prepping for a high-stakes negotiation or in the moment on a customer follow-up call.
- If you are nominating a brand-new product or service, state the date on which it was released. If you are nominating a new version of an existing product or service, state the date on which the update was released:
Values and ethics are the foundation for lasting sales success. Originally developed and introduced more than 35 years ago, Integrity Selling has well over two million graduates in over 100 countries. Integrity Selling balances the three essential components to sales success: Skillset, Mindset and Process.
At Integrity, we believe improved sales performance is rooted in a customer-centric mindset. Learning experiences are no different. That is why we have spent 2024 reimagining our video and print learning materials better to reflect the emerging expectations of today’s sales professionals.
We also believe that when the business does good, we also do well. When it comes to our programs, doing good means 1) creating learning experiences that are inclusive and more accessible to different learning types and abilities; and 2) behaving as a good corporate citizen in how we manage our environmental footprint. How we have reimagined our materials and videos for Integrity Selling is an expression of both.
Industry-specific versions were also enhanced & upgraded, including for healthcare, banking, credit unions and call centers. Other sustainment add-ons like Integrity Selling Refresh and Integrity Selling Elevate have also been included in the enhancements.
- Outline the market performance, critical reception, and customer satisfaction with the product or service to date. State monetary or unit sales figures to date, if possible, and how they compare to expectations or past performance. Provide links to laudatory product or service reviews. Include some customer testimonials, if applicable (up to 350 words):
Total 343 words used.
As our flagship program, Integrity Selling accounts for over 76% of our annual revenue and has been the primary driver in our record growth the past 4 years. Multiple examples of the tangible business impact of Integrity Selling are attached to this nomination.
Our clients say it best:
"Integrity Selling helps you sell the way a buyer wants to buy. No one wants to be sold to or feel like they’ve been manipulated. The Integrity model helps customers uncover needs that maybe they didn’t even realize upfront that they had." - VP Field Sales, Leading Medical Devices Manfacturer
"In 33 years of (sales) management, I have never had any selling system deliver results as dramatic or as sustained as Integrity Selling. What's made it unique is that it has been extremely effective with brand new producers and experienced veterans while spanning a time of tremendous change in our industry." - Regional Managing Director, Midwest, Principal Financial
"The investment we have made is paying huge dividends in shaping a performance-driven culture – where people are motivated and engaged to perform at their highest potential." - VP Sales, Medical Device Company
"Finding a sales process that reps can cling to and is an easy adaptation to what they already know is vital. We found that with Integrity Selling. Our sales team spans the entire country. So having a virtual environment is a necessary part of our overall training program. The remote training classes are incredibly engaging and super insightful. I get a resounding 5 stars from our participants. I not only love the way they are able to refine their sales process during the program, but the fact that they come out feeling more confident and prouder to do what they do. Great program." - RVP Sales, Marketing.com
"Integrity Selling has equipped our sales associates with a systematic and common approach for preparation, qualifying the customer and sales call follow up. Integrity Solutions was the right investment at the right time for our business.' - SVP Sales, Delta Faucet
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