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SALES CAPABILITY COURSES

THE SALES DEVELOPMENT FRAMEWORK


  The Sales Development Framework PROGRAM OVERVIEW 

The Sales Capability Development Curriculum is an extensive matrix that guides professionals through the sales skill acquisition process.  It additionally trains those responsible for sales teams and bottom line group financial targets.

Let us know of your objectives and we will tailor a sales program to specifically satisfy your needs.

STRUCTURE
The Sales Capability Development Program can have the following structure and elements:
 
Category Program Modules Days Purpose of the Program
Foundation Level -
Selling 101
Best Practice Selling Skills workshop 2 Identify and capture the best practices and key expertise from top sales people across the business

'Excellerated' Selling Skills 1 - Acquisition 2-3 How to win new business - prospecting, first meeting, second meeting, positioning your company high quality questioning, handling objections, price issues and closing.

'Excellerated' Selling Skills 2 - Retention and Growth 2 How to retain and grow existing customers, understanding behavioural styles and preferences
  Telephone Selling Skills 2 Ensures that telephone sales people are skilled to maximise phone sales and handle customer issues
  Product Knowledge ongoing Enhanced product knowledge provided by SME's in the business
  Retail/Showroom/Trade Centre Selling 2 Ensures that counter/showroom/trade centre sales staff maximise sales and service interactions
  Selling Skills Assessment 4 hour session Each sales person is assessed on the integration of the training and Sales Managers create a development plan for each sales person
Intermediate Level -
Selling 201
  2  

Consultative Solution Selling for Professionals 2 This program concentrates specifically on the consultative or ‘solution-selling' concepts and techniques appropriate to the professional world.
  'Excellerated' Selling Skills 3 - Negotiation 2 How to conduct negotiations on a day-to-day basis so that maximum margin and price are achieved
  Goal Achievement, Time Management and Ill-Being for Sales People 2 How to achieve goals, stay motivated, manage time efficiently and manage stress
  Strategic Selling for Major Sales 2 How to sell into complex multi-player accounts that have long sales cycles
  Presentation Skills 2 How to present effectively in front of both small and large groups
  Business Acumen 2 How to understand the financials of your own business and the client's business so that the saes person can sell higher margins and more complex solutions
Advanced Level -
Selling 301
Key Account Management 2 Maximising the spend and the relationships in key accounts and protecting from competitors
  Advanced Solution Selling 2 Identifying strategic opportunities and developing advanced solutions for key accounts
  Leadership Skills for Emerging Sales Managers 2 Providing leadership skills to experienced sales people who are being groomed into sales manager roles
Foundation Level -
Sales Management 101
Sales Management - Tools and Processes 2 Tools for managing and measuring sales activity to achieve sales results
  Train the Trainer to run ‘The Skills Drills for Review and Reinforcement' Sales Coaching program 1 ‘The Skills Drills for Review and Reinforcement' enables Sales Managers to regularly train and coach their sales people on weekly basis

Leading and Coaching for Sales Excellence 2-4 How to lead, motivate and coach sales people, joint sales calls, developing and training your sales team
Intermediate Level -
Sales Management 201
Leading the Sales Team 2 Leadership skills, hiring, retaining, building high performance teams
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To obtain more information on how you can have this training delivered to your people please contact us.
    © 2013 Walk at Jara