Sales Culture to Drive Growth and Profitability

UPCOMING DATES

Will be announced soon! Stay tuned!

Overview

This course is designed for ALL. If you are a sales person, a business development manager, an entrepreneur, Chief Executive Officer of small or large business, this is a course for you.

 

Everything in life is Sales.

People just do not see it this way. John D. Rockefeller said that “The ability to deal with people is as purchasable commodity as sugar or coffee. And I will pay more for this ability, then any other under the sun”. Define key success drivers; develop your people and drive business outcomes. Sounds very simple but there is a science behind it. Regardless of how brilliant your product is or how critical your service is, without sales there is no business. In this course students will learn Discovering Markets to Sell Into, Executive Sales Skills, Professional Sales Management, Successful Negotiations, Client Development, Selling Process, Presenting Solutions to Buying Team, Recruiting Sales People, Building Sales Team and Creating Customer Focused Culture throughout organization.

 

Course Structure

  • 10-month program
  • Class size is limited to 40 students
  • Student meet once per month for 2.5 hour class
    • During the class students learn new material and create action plan on how to incorporate new knowledge in to daily operations of their business
    • Students go back to their business to implement on trial basis the material learned in the classroom
    • During the first part of the following class, students share positives and negatives from the experience. All students will be required to collect data on all actual activities – internal metrics. Each student receives feedback form other students and faculty based on Gestalt Protocol. 
curriculum
Class Topic
Description
Class 1
Client Development
The Pareto principle is generally true when it comes to where sales business is generated. That is, 20% of your largest clients produce 80% of your revenue.
Class 2
Executive Sales Skills
You will look at ways to gain commitment at each stage of the sales process, eventually leading to an order from the customer. You will examine techniques for maintaining customer interest over a long selling cycle and methods for gaining favorable client decisions in challenging economic times.
Class 3
Outside Sales Skills
The sales process starts by building a rapport, then continues by establishing credibility, uncovering customer needs, and solving problems from a buyer’s point of view. At each step of the process, you must communicate your ability to bring value to buyers. Sales people also need to create value for themselves, as business professionals.
Class 4
Generate Interest Through Informed Discovery
We will analyze several ways to acquire the information necessary to provide successful solutions while also establishing your professionalism and impressing the client with your expertise. Asking informed questions based on research and analysis of the client’s business and industry helps you earn the client’s trust, and gives them ample motivation to want to do business with you.
Class 5
HR for Sales – Hiring Sales People
Following a structured, objective approach to hiring new salespeople creates better hiring decisions. Effective hiring includes identifying candidate criteria, promoting the position, screening applicants, interviewing, analyzing to make the decision, and planning the first day, week, month and quarter for the new hire.
Class 6
Motive & Commitment
Toward the end of the sales process it becomes important to create a sense of urgency for the buyer and to find a natural way to ask for the commitment. You do this by communicating what the buyer lacks and painting a clear picture of what they will have with your solution. You ask for commitments through the sales process, then use one of six options to close the sale.
Class 7
Negotiations: Collaboration for a Win-Win
Let’s build a foundation of understanding and develop some of the skills necessary to be successful in this arena. You will identify the variety of negotiation points, besides price, that add value to our offer. Understanding the negotiation process helps you respond logically rather than react emotionally. This allows you to reframe conversations and create collaboration rather than confrontation.
Class 8
Pipeline and Territory Management
Effective pipeline and territory management begins with the end in mind. As a salesperson, you first need a specific sales revenue target, then you need to analyze each of the elements that make up that target. Effective planning requires a thorough understanding of projected business from existing accounts as well as current and new prospects.
Class 9
Sales Performance Defined
Defining clear performance expectations that relate to the organization’s vision, mission, and values creates win-win outcomes. Identifying key result areas and SMART performance standards in these areas develop clarity. Duties and activities, and skills, knowledge and abilities are aligned to create measurable results. Regular follow up through status meetings and measuring skills and activities creates consistent feedback and results.
Class 10
Successful Sales Leadership
Leading salespeople is one of the most challenging jobs, requiring the ability to manage yourself and a team of people who are generally high achievers and have demanding personalities. Effective sales managers need to recognize and avoid common leadership mistakes, prioritize to avoid the tyranny of the urgent, and understand the factual, causative, and value-based motivators of their salespeople.
Class 11
Uncover Sales Opportunities
We will create a map that will help strengthen your network within existing accounts and capitalize on your existing champions. Enthusiastic champions will be more likely to provide you with referrals, references, and testimonials.
Class 12
Sales Meeting
Salespeople often look on sales meetings as an interruption rather than adding value to their time. Agenda items for high performing sales meetings include inspiration, goal reporting, customer success stories, skill training, recognition, and commitment to new targets.

Admission and Selection Process

  1. Application & Picture

  2. Essay – 3 pages maximum.

  • Topic – Why should you focus on sales every day?

  • Helpful Hints: What is sales? Does customer service contribute to sales process? Do all of your employees know how and what to sell based on the position they hold in the company? How would you want to change what you do now? If you create a “perfect” salesforce where do you see your business go? 

  1. Video presentation from employees, friends and family taking about applicant, business and why he/she should be part of the program. Length: 1- 3 min. 

 

 

Payment Terms

Total cost for 12-month program is $4,000

 

Non-refundable deposit of $100 with application.  If selected, deposit will apply toward tuition.  If applicant is not accepted into the program, he/she can reapply to be admitted during next enrollment period without additional application fees.

 

Upon receiving letter of acceptance into the program from CSEAA the following payment options are available:

  • Payment in Full: 10% discount - $3,500 ($100 application fee applied)
  • Monthly Payments
    • First Payment of $500 is required upon acceptance ($100 application fee applied)
    • 6 payments of $585 per month

 

Refund Policy 

  • CSEAA will refund 100% of paid fees (excluding non-refundable application fee) upon request within 30 calendar days from the start of the program
  • In case of medical or family emergency, after 30 days from the start of the program, CSEAA will credit apprentice account full tuition to be redeemed in the future. 
more questions?
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