Sales Skill Development and Sales Leadership Skill Development – Learning Content:
Level One: Inside Sales or Service Professionals.
Skill Development Content: aiming for flawless transactions and cross-sell / up-sell skill capability.
Conversation connectivity skills.
Effective Listening skills.
Opportunity spotting skills, cross sell and up sell questioning skills.
Product benefit and product presentation skills.
Level Two: Territory Managers and Account Representatives
For Sale Professionals who have a defined territory and a large number of accounts to manage.
Skill Development Content:
Time and Territory Management.
Account Management Planning
New Customer Acquisition skills.
Consultative selling skills, effective questioning skills, listening skills, product presentation skills.
Competitive Analysis.
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Level Three: Key Account Sales Representatives
For Sales Professionals who have a defined number of Key Accounts.
Skill Development: demonstrates expertise, industry knowledge and problem-solving skills.
Sales Forecasting.
Strategic Account Management Planning
Consultative selling skills, understanding Key Measure and Results within the customer organization.
Relationship skills, accessing the Decision Influence Group.
Competitive Analysis.
Business Reviews
Effective Presentation Skills.
Negotiation Skills.
Industry Specialization.
Networking Skills.
Level Four: National Account Managers
For Sales Professionals who are managing team accounts; they have team leadership responsibilities and manage the account at the National or Global level.
Customers are relying on level four sales representatives to help them solve problems, seize market opportunities.
Skill Development Content: demonstrates expertise, industry knowledge and problem-solving skills.
Sales Forecasting and Strategic Account Management Planning
Consultative selling skills, understanding Key Measure and Results within the customer organization.
Relationship skills, accessing Decision Influence Group.
Competitive Analysis.
Business Reviews
Effective Presentation Skills.
Negotiation Skills.
Industry Specialization.
Networking Skills.
Facilitation Skills.
Team Building Skills.
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Professional Sales Management
Professional Sales Managers who are leading, managing and coaching sales teams.
Skill Development Content: demonstrates, leadership vision, business management and Talent Management skills.
Managing Sales Performance, tracking sales data and understanding conversion rates.
Coaching Sales Professionals, goal setting and review coaching one on one discussions.
Providing “Coaching Feedback” to stimulate change and self-discovery.
Meeting management skills.
Conflict resolution skills.