Partnerships, Not Transactions

Training > Training Programs > Partnerships, Not Transactions

What Happens

The program begins with a welcome to our simulation, Rattlesnake Canyon. The “settlers” and “merchants” of Rattlesnake Canyon have been offered a challenging proposition. The locals have four weeks to secure all the materials necessary to build a railroad as well as acquiring a camp and supplies for the workers.

This fast-paced powerful program forces participants to face the challenges and rewards of real market scenarios. As the sights and sounds of the great frontier surround them, participants maximize profit through a series of buying and selling transactions where rapidly turning inventory is key to success.
Rattlesnake Canyon focuses on maximizing sales performance in a market scenario characterized by competition, rapid pace and tight deadlines. Participants learn how to look beyond their current environment and commit their resources to the potential of “what could be”. They also discover the benefits of building effective sales and distribution partnerships. Participants achieve an understanding of throughput of both goods and services and an appreciation for the value of less tangible resources such as ideas, information and trust.

During the second part of the program, participants assess their current business relationships to determine how close they are to true partnerships. In a non-threatening environment, they will pinpoint their own challenges and barriers that hold them back from achieving the most desirable outcomes.

The Key Learnings

  • Discover how to create sales opportunities and respond to them quickly
  • Build lasting partnerships in sales and distribution to gain a competitive edge
  • Align personal and team initiatives with corporate direction for maximum results
  • Maximize results under strong environmental pressures
  • Learn to manage profitability, not just revenue
  • Identify and address bottlenecks in the system

Applying the Spark

The last portion of the program is dedicated to each individual’s action plan. Participants review their current business relationships and put together their own Applying the Spark, a 90-day implementation plan. This plan considers the current status of each participant’s business relationships as well as the desired results for that relationship at the end of the 90-day period. Specific, time-bound steps built from the skills and behaviors learned are identified to close the gap. This plan is shared with the participant’s leader within 5 days of the training once the participant is back on the job.

Practical Information

  • The ideal audience: all levels, sales, distribution, customer service, vendor relations — anyone who manages external relationships
  • Timeframe: 6 – 7 hours
  • For group sizes that range from 18 to 50 or more participants