Southwestern Consulting (SWC)
Shaping the Future of Sales and Leadership through Coaching and Training

A well-trained sales team that can adapt and cater to customers’ preferred buying styles is the key to maximizing profits. Embracing a coaching-oriented approach with contextual and personalized programs goes a long way toward educating and empowering sales teams to close deals faster. Companies need a trusted sales performance partner in this endeavor – a partner who can help professionals hone their power skills, like emotional intelligence and strategic thinking, to reach their goals.

Southwestern Consulting (SWC) has mastered the art of delivering expertly crafted, customized sales training programs.

SWC is part of Southwestern Family of Companies, one of the most renowned direct sales companies in the world, with roots tracing back to 1855. It boasts a long and illustrious history of helping college students afford degrees and gain entrepreneurial skills through internships entailing door-to-door sales of educational books. For over a century and a half, Southwestern has trained over 250,000 salespeople and owns a multitude of sales-driven companies across various industries.

Upholding its parent company’s legacy of excellence and finesse, SWC elevates the practice and perception of sales by providing salespeople, managers, executives, and students with cutting-edge methodologies, tools, and techniques.

“Our training goes beyond cookie-cutter approaches that require clients to figure out their application. We have the experience and expertise to delve deep and ensure our techniques resonate with them, helping boost revenues, enhance productivity, and motivate teams,” says Emmie Brown, senior partner at SWC.

A sales psychology expert and executive-level sales and leadership coach, Brown’s expertise plays a vital role in SWC’s state-of-the-art offerings.

The SWC team works diligently to change lives by investing in purpose-driven people, inspiring growth, and creating meaningful impact. From one-on-one sales and leadership coaching to group training programs and conferences, they provide ethical, customercentric sales techniques and tools to clients across multiple industries, including insurance and real estate.
Hands-on training is offered as a one-time event or an ongoing program. While in-person training consists of role plays, exercises, and other activities, virtual training entails chat rooms and polls that deliver an immersive experience to audiences. SWC also provides sessions with celebrated keynote speakers, including Joan Lunden and Stedman Graham, who shift perceptions with presentations on sales, leadership, motivation, and productivity.

Training programs are offered through an intuitive, trilateral methodology called the ‘habits triangle.’ It focuses on three areas - skills, motivation, and systems - that form the sides of a triangle with habits at the center.

Skills for generating leads and referrals or running meetings are crucial to the success of salespeople and leaders. However, a skill without motivation is as pointless as a lock without a key because employees need to be driven to use skills correctly. By teaching them how to have a long-term vision, short-term goals, positive self-talk, and a purpose greater than a paycheck, SWC cultivates motivation. Strategies like time management and activity tracking help clients achieve tangible results.

Solutions are delivered to clients through SWC’s proprietary process comprising four steps—research, consult, create, and embed. Research helps gain a deeper understanding of a client’s business with the right questions and shadowing to chart out the proper course of action.

Based on the insights, SWC consults with clients’ leadership team to work hand-in-hand and deliver optimal solutions. Hundreds of content modules can be customized to meet clients’ specific objectives. New methodologies, scripts, and processes are embedded into the fabric of the organization through the training program.

Among its clients is Highpoint Insurance Group, which was challenged with subpar sales performance. SWC reinforced their sales manual, scripts, and activity tracking system with a combination of group training, one-on-one coaching, and supplemental training delivered to over 20 employees. As a result, the client is witnessing year-over-year growth.

A glowing testimonial by another client, David C., the owner and president of Industrial Sealing and Lubrications, reads, “The trainers and coaches at SWC understand our business, and we continue to learn, grow, and implement stronger systems into the fabric of our company.”

Building long-lasting client relationships, SWC draws upon its customer-centric mindset and rich heritage to remain an exceptional partner for clients.