OAE will contract with an industry leader to provide consultative sales training for our Strategic Partnership Coordinators (SPCs) and other members of the Outreach and Strategic Partnership Team. Consultative selling (also known as needs-based selling) is a sales approach where representatives act more like adviser than salespeople. Instead of pushing a specific product, participants recommend various solutions to potential customers based on their needs and pain points. Learning the key concepts of this approach through pre-work, interactive and collaborative classroom sessions, post-work to reinforce and practice new skills and application assignments, and application coaching to refine their presentations, SPCs will be taught how to provide workforce solutions thoroughly and confidently to adult education employer partners across the Commonwealth. These enhanced employer partnerships will help OAE’s Local Provider Network to meet, and, hopefully, to exceed, Measurable Skill Gain and other performance requirements of the Workforce Innovation and Opportunity Act (WIOA).
