Summary:
Expert defined content framework for all levels in the organisation developed in conjunction with the London School of Sales, an established sales training academy based in the UK covering : Foundation In Sales, The Sales Person, The Sale, The Sales Team.
Duration:
52 weeks
Suitable For:
Sales professionals who are looking to sharpen their sales skill towards the desired business results.
| TITLE | DESCRIPTION |
| Foundations of Sales | |
| Demystifying Sales | This pathway provides the reader a high level introduction to sales. |
| Sales Function | Learn about the sales function and its role in the organization. |
| Sales Cycle | Gain an understanding of the sales cycle, and elements that affect it. |
| Golden Rules in Sales | This pathway introduces the reader to the golden rules in sales. |
| Sales Audience | Learn about the sales audiences that a sales person will be interacting with. |
| The Sales Person | |
| Selling to Different Personality Types | This pathway introduces the reader to personality and its effects on sales. |
| EQ in Sales | Learn about the different aspects of emotional intelligence and their importance in sales. |
| Sales Mindset | Learn about the mindset that empowers high performance in sales. |
| Selling Yourself | Learn about why selling yourself matters in sales. |
| Sales Competencies | Learn about competencies that are important to have in sales. |
| Creative Thinking for Sales | Discover why creative thinking is an indispensable tool in the sales process. |
| 8C’s of Communication | Learn about the 8C model of communication. |
| Sales Writing Skills | Understand strategies and rules for effective sales writing. |
| Body Language for Sales | Discover how body language can influence the outcome of a sales process. |
| Sales Presentation Skills | Learn about the sales facilitation, as well as how to present effectively in sales. |
| Art of Sales Questioning | Discover why questioning is important in sales, and learn to ask effective questions. |
| Storytelling for Sales | Find out how storytelling can add to the sales process. |
| Networking for Sales | Discover the importance of networking in sales, and learn about some best practices behind effective networking. |
| Social Selling | Learn about the why and how behind social selling. |
| The Sale | |
| Buyer Person | Discover how creating buyer persons can help you target more effectively in sales. |
| Prospecting | Learn about the process of prospecting, as well as how to protect effectively. |
| Pipeline Management | Learn about pipeline management in sales. |
| Metrics and Forecasting | Learn about how to measure performance in sales, as well as forecast sales. |
| CRM Management | Discover how you can use CRMs to effectively manage sales pipelines. |
| First Customer Meeting | Learn about how you can prepare for the first customer meeting. |
| Selling: The Next Step | Learn about “the next step” in sales, and how to maintain commitment and move sales forward. |
| Handling Objections | Learn how to effectively handle objections in sales. |
| Maintaining Urgency | Find out why maintaining urgency is important, and how to do it. |
| Focusing on Pain Points | Learn about pain points, and how they can drive a buyer to act. |
| Decision Making for Sales | Learn about the decision making process in sales and how to influence it. |
| Competitive Advantage | Learn about competitive advantages, and how to use them to create a positive sales outcome. |
| Sales Negotiation | Learn about negotiation in sales, and how you can negotiate effectively. |
| Non-negotiable and Tradeable | Learn abut non-negotiables as well as tradeables and how to use them in sales discussions. |
| Closing the Sale | Learn about the what and how behind closing the sale. |
| Opportunity Management | Learn about validating, planning and managing sales opportunities. |
| Amount Management Basics | Understand the basics of the account management function. |
| Renewal / Upgrade Management | Learn about renewal and upgrade management. |
| Account Management Metrics | Understand the important metrics related to account management. |
| Relationship Management | Learn how to manage and maintain relationships in account management. |
| Partnership Review Planning | Learn about how to perform partnership review planning effectively. |
| The Sales Team | |
| Sales Manager Competencies | Discover important competencies required of sales managers. |
| Onboarding Planning – New Starters | Learn how to onboard new members into the sales team effectively. |
| Sales Team Administration | Learn how to administer the sales team effectively. |
| Sales Team Meetings | Discover how you can run effective sales team meetings. |
| Understanding Your Habits / Routines | Understand habits, routines and how they can make or break your sales career. |
| Sales Decision Making | Learn about the difference elements in the decision making, an how to make the best decisions. |
| Managing Under Pressure | Learn how to mange a sales team while under pressure. |
| Sales Team Motivation | Discover how you can engage and motivate a sales team. |
| Sales Team Growth | Learn about growing a sales team. |
| Team Objectives | Discover how you can address and manage objections and difficult conversations when working with sales team members. |
| Sales Team Conflict Management | Learn about effective conflict management and resolution. |
| Change Management for Sales | Learn about best practices related to managing change in sales. |