Course Content
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Module 1 | Self-Management Skills This module focuses on critical components that are required by sales people when building a career in sales. Every individual is different in that there are certain characteristics and personality traits they have that need to be harnessed in order for them to be more effective in their jobs. Therefore we look at various inner – personal skills that need to be enhanced within your team and how to link these with what is required from them.
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Success Habits
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Expertise Development
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Sales Mindset
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Time Management
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Leadership Development
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Service Delivery
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Value Building
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Module 2 | Sales Skills Development This module focuses on the specific selling skills that are critical to the day – to – day activities of sales professionals. We get into detail in what core components need to be mastered by sales professionals. Furthermore we focus on what tactics are applicable for certain clients and what is needed to become a market leader within a territory. We also train on how to develop strategies for your sales needs.
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Prospecting and Qualifying
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Making Appointments
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Leveraging Client Track Record
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Needs Analysis
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Presenting Solutions
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Fielding Questions
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Closing Deals
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Nurturing and Growing Accounts
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Module 3 Building a Metric | Focused & Value Driven Team This module focuses on the following aspects: - Sales acumen - Interaction mechanisms between the managers, team and consumers - Individual work versus team effort, and the integration of the two. - Sales processes and strategies - Market insight - Analytics - Demographics - Buying generation types - Consumer profiling - Feedback and monitoring
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Sales Engagement Process
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Sales Activities
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Interactive Communication Tools
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Discounting
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Pipeline and Sales Cycles
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Forecasting
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Module 4 | Leading Sales Teams for Successful Results This module is all about leadership in its entity. We focus on the different tactics to employ when hiring new representatives; how to keep the team focused and setting them up for success; what it takes to create an eagle environment and why it is important to develop sales leaders within your team. This section is designed to strengthen the critical aspects of the leadership roles within the business.
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Leadership Tactics for Building Teams
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Return on Investment and Time Management
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Sales Systems and Processes
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Leadership Sales Development
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Communication Strategies
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Training Methodologies
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Benefit Structures for Teams
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Meetings with Teams
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