Curriculum
First, let’s acknowledge that there are some excellent sales training materials available today in the form of books, podcasts, webinars, and more. In fact, in our program we recommend specific book chapters or podcasts to reinforce our teachings. Our curriculum has been influenced by current sales leaders and exceptional sales trainers of the past 40 years. While many of the skills needed to thrive in sales are timeless, the sales landscape has evolved significantly. Each topic within our curriculum falls into one or more B. E. S. T. categories, and understanding their interrelationships is crucial in mastering the art of selling. By leveraging these relationships, sales professionals can create ideal selling environments time after time.
Sales Professional - Year One
Early in year one, we concentrate on skills, emotions, and behaviors that will immediately impact the sales representative's execution and confidence. We then progress to skills and behaviors that empower the sales representative to control the sales process, followed by a focus on the value of their time and how to maximize it.
- Objections
- Questions
- Emotion - Prospect’s Emotion
- Emotion - The Sales Professional’s Emotions
- Behavior
- Time – Valuation
- Time with your Prospect
- Meeting Management
- Pipeline Management
- References/ Referrals / Introductions
- High Impact Activities
- Continuous improvement
Sales Leader
At the core of any successful team is the "Coach." Consider any elite team, whether in the military or a professional sport, a strong leader is part of the formula. There is always someone who creates a culture of success, fosters continuous improvement, and provides a north star for the team to remain focused on. The Manager must understand and have the ability to execute their role in the team's development process. Their training begins the moment they "buy-in" to the Sales Success Playbook. This commitment to improving their sales representatives is the first significant step toward becoming a sales leader. Our program's structure enables the manager to integrate leadership actions into their daily routines.
- Leadership – culture of continuous improvement
- Intentional Coaching – without it training will not be maximized
- Production Bell Curve Management - it's not about the tails
- Metrics - that count