Energy Workforce recently hosted its newly revamped Sales & Business Development Program, a three-day training designed to strengthen the skills that directly impact sales performance and long-term customer relationships.
Facilitated by Franklin Covey and hosted at NOV in Houston, the program focused on helping participants shift from transactional selling to a more effective, consultative approach. The result: stronger customer conversations, clearer value positioning, and greater confidence in navigating complex sales environments.
Participants worked through three core areas critical to sales success: Engaging Customers, Advancing Decisions, and Negotiating Win-Win. Through hands-on exercises and real-world scenarios, they practiced how to lead more productive conversations, uncover real customer needs, and move opportunities forward with purpose.
Rather than relying on assumptions, the program challenged participants to slow down and ask better questions, listen more intentionally, and focus every interaction on delivering meaningful outcomes for the customer. The shift was immediate. Participants reported increased confidence in handling objections, framing value, and keeping discussions centered on results rather than price.
Several key themes carried throughout the program:
- Stop guessing. Top performers don’t assume. They ask, listen, and clarify.
- Intent matters. Customers can tell the difference between being sold to and being helped.
- Value beats price. When outcomes are clear, price becomes part of the conversation, not the driver.
By the end of the program, participants walked away with practical tools, a clear framework for managing the sales process, and a renewed focus on building trust at every stage of the customer relationship. Many noted the immediate applicability of the skills, both professionally and personally.
For companies looking to improve sales effectiveness, increase margins, and strengthen customer relationships, this program delivers practical, field-ready results.For any questions about the programs, contact Vice President Programs & Events, Peggy Helfert.
Peggy Helfert, Vice President Programs & Events, writes about the Energy Workforce’s sector-specific best practices and leadership. Click here to subscribe to the Energy Workforce newsletter, which highlights sector-specific issues, best practices, activities and more.
