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ProforceSalesManagementTraining

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Cameron Kahler
Cameron Kahler

This document outlines 8 training modules covering skills for sales professionals, account managers, and managers. Module 1 focuses on professional communication skills. Module 2 covers solution selling. Module 3 involves negotiation skills. Module 4 is about powerful presentations. Module 5 is on essential account management. Module 6 is for future sales leaders. Modules 7 and 8 aim to support modern managers in areas like managing young employees, talent retention, and building high-performing teams. The modules involve practical lessons and learning objectives centered around communication, client relationships, leadership, and people management.

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MODULE OVERVIEW PROFESSIONAL COMMUNICATION This module is designed as an essential introduction to communicating successfully in the corporate environment and includes influencing skills, customer service, and social selling. 1 SOLUTION SELLING Top quality sales training is vital in today’s commercial environment and this module deals with all things sales. It is highly practical with a focus on application back in the workplace. 2 NEGOTIATION SKILLS All sales professionals are required to negotiate at all stages of the sales process. This course considers the fundamental skills and attributes of successful negotiators and how this can make an impact on the bottom line. 3 POWERFUL PRESENTATIONS Every professional person will be required to present at some point- both to groups and individuals. Powerful presentations focuses on design and delivery and creating impact 4 ESSENTIAL ACCOUNT MANAGEMENT Business development and account management require different skills and this module is concerned with how to increase revenue from existing clients and really grow your 5 TOMORROW’S SALES LEADER This module is designed for top sales performers who are looking for a learning experience which is stretching and innovative. These people are tomorrows leaders, influencers, and 6 THE MODERN MANAGER These modules are designed to support today’s manager, compliment modules 1-6, and focus on essential topics such as managing young people, attracting and retaining the best talent and building top performing sales teams. 7 8
Growing Productivity & Performance MODULE 1 PROFESSIONAL COMMUNICATION WHAT IT INVOLVES... This module is designed as an essential introduction to communicating successfully in the corporate environment and includes influencing, customer service, and basic sales training. For new sales people or professionals moving to a client facing role it can be challenging to understand the intricacies of a corporate environment and the characters, roles and responsibilities of those within. Participants will learn how to negotiate this environment, appreciating time and pressure constraints placed on different departments, to effectively communicate as the professional, consistent and authentic face of today’s modern organization. LEARNING OBJECTIVES • Introduction to Sales as a Profession • Understanding Corporate Roles and Responsibilities • Different Personality Types and Communication Styles • Email, Telephone, Meetings and Video Conferencing • Writing, Delivering and Owning an Effective Elevator Pitch • Setting Up and Presenting on LinkedIn and Social Channels • Essential Time Management
Growing Productivity & Performance MODULE 2 Solution Sales WHAT IT INVOLVES... Top quality sales training is vital in today’s commercial environment and this module deals with all things sales. It is highly practical with a focus on application back in the workplace. Participants will learn skills and techniques to be successful in all areas of the sales cycle; from preparation and strategy to the power of the elevator pitch, advanced questioning and persuasion to objection handling and closing. With an introduction to a selection of proven modern day sales methodologies, this module equips sales people with the capability and confidence to be successful sales professionals in any industry. LEARNING OBJECTIVES • Building a Personal Brand and Demonstrating Domain Expertise • The Art of Persuasive Communication • Establishing Authority with Confidence, Clarity and Authenticity • Active Listening and Successful Questioning • Highlighting Pain Points and Recommending a Solution • Objection Handling and Closing
Growing Productivity & Performance MODULE 3 Negotiation Skills WHAT IT INVOLVES... All sales professionals are required to negotiate at all stages of the sales process. This module considers the fundamental skills and attributes of successful negotiators and how this can make an impact on the bottom line. A highly practical and engaging module, Negotiation Skills provides participants with a blueprint to effectively execute complex negotiations with a favorable outcome. This module explores strategic planning, the relationship between power and control, linguistic techniques, managing tension in negotiations and more. LEARNING OBJECTIVES • Strategic Goal Planning and Developing Concessions • Understanding Personas and Effective Positioning • Empathy, Persuasion and ‘Going to the Balcony’ • Recognising and Avoiding Buyer Traps • Trading Concessions and Gaining Commitment • Developing and Retaining Highly Profitable Customer Relationships
Growing Productivity & Performance MODULE 4 Powerful Presentations WHAT IT INVOLVES... Every professional person will be required to present at some point – both to groups and individuals. Powerful Presentations focuses on design and delivery and creating impact with confidence. A highly interactive, engaging and stretching module, Powerful Presentations is all about enabling and empowering participants with the confidence and ability to present like a star. Focusing on all elements of a presentation, participants will learn what makes a great presenter: structure, mirroring, audience engagement, body language, tonality, confidence, visual aids, being memorable and more. Plus all will leave with a clip of themselves presenting like a pro. LEARNING OBJECTIVES • The Structure of Effective Presentations – Opening, Connecting and Closing • Understanding, Engaging and Interacting with your Audience • Dealing with Fear and Nervous Energy • Advanced Body Language, Tone and Projection Techniques • Using Visual Aids and How to Use (and not use) Powerpoint • How to be Memorable – Command, Compel and Connect
Growing Productivity & Performance MODULE 5 Essential Account Management WHAT IT INVOLVES... Business development and account management require different skills and this module is concerned with how to increase revenue from existing clients to really grow your business. Great Account Managers are viewed as trusted advisors, consultants, confidantes and pivotal to a clients’ business. Participants will look at the core characteristics of what makes a great account manager: developing valuable and long lasting relationships, territory mapping and strategic planning, building trust and delivering value, and more. LEARNING OBJECTIVES • Building, Managing and Developing Professional Relationships • Strategic Account and Territory Planning • Organisational Contact Mapping • Effective Time Management and Prioritisation • Providing Value in Every Interaction • Consultative Problem Solving as a Trusted Advisor • Conflict Resolution and Managing Expectations
Growing Productivity & Performance MODULE 6 Tomorrow ’s Sales Leader WHAT IT INVOLVES... This module is designed for top sales performers and Business Development Managers who are looking for a learning experience which is both stretching and innovative. Run as an open module with top sales performers from other organizations, the Tomorrow’s Sales Leader Program covers advanced rapport building, persuasion, probing and listening techniques, enabling participants to confidently engage and persuade in peer to peer discussions with senior executives. The module is also an excellent introduction to mentoring, coaching, and becoming a leader for the wider sales team. LEARNING OBJECTIVES • Recognise, Analyse and Manage the Political and Emotional Drivers of Senior Executives • Social Selling, Building a Personal Brand and Demonstrating Domain Expertise • Understanding Personality Types and Using Advanced Communication Triggers • Advanced Mirroring, Anchoring and Eye Accessing Cues • C-Level Negotiation • Coaching and Mentoring
Growing Productivity & Performance MODULE 7 & 8 Modern Manager WHAT IT INVOLVES... These modules are designed to support today’s manager and focus on essential topics such as managing young people, attracting and retaining top talent and building great teams. In today’s fast moving commercial environment the challenges that face managers are wide ranging. The Modern Manager Programme has been specifically designed to support managers to meet these challenges and to improve both their own and their team’s performance. The main focus is on managing people who are new to the workplace and the specific issues that arise from this such as motivation, retention and the development of business skills. There is a big risk in not training managers how to manage. The costs of losing staff due to untrained managers is hard to measure but dangerous to ignore. Management is a specific set of skills very different from the role that the person has progressed from. This Modern Manager Programme provides the essential skills and knowledge to build on for future success. LEARNING OBJECTIVES • Recognise, Analyse and Manage the Political and Emotional Drivers of Senior Executives • Social Selling, Building a Personal Brand and Demonstrating Domain Expertise • Understanding Personality Types and Using Advanced Communication Triggers • Advanced Mirroring, Anchoring and Eye Accessing Cues • C-Level Negotiation • Coaching and Mentoring

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ProforceSalesManagementTraining

  • 1. MODULE OVERVIEW PROFESSIONAL COMMUNICATION This module is designed as an essential introduction to communicating successfully in the corporate environment and includes influencing skills, customer service, and social selling. 1 SOLUTION SELLING Top quality sales training is vital in today’s commercial environment and this module deals with all things sales. It is highly practical with a focus on application back in the workplace. 2 NEGOTIATION SKILLS All sales professionals are required to negotiate at all stages of the sales process. This course considers the fundamental skills and attributes of successful negotiators and how this can make an impact on the bottom line. 3 POWERFUL PRESENTATIONS Every professional person will be required to present at some point- both to groups and individuals. Powerful presentations focuses on design and delivery and creating impact 4 ESSENTIAL ACCOUNT MANAGEMENT Business development and account management require different skills and this module is concerned with how to increase revenue from existing clients and really grow your 5 TOMORROW’S SALES LEADER This module is designed for top sales performers who are looking for a learning experience which is stretching and innovative. These people are tomorrows leaders, influencers, and 6 THE MODERN MANAGER These modules are designed to support today’s manager, compliment modules 1-6, and focus on essential topics such as managing young people, attracting and retaining the best talent and building top performing sales teams. 7 8
  • 2. Growing Productivity & Performance MODULE 1 PROFESSIONAL COMMUNICATION WHAT IT INVOLVES... This module is designed as an essential introduction to communicating successfully in the corporate environment and includes influencing, customer service, and basic sales training. For new sales people or professionals moving to a client facing role it can be challenging to understand the intricacies of a corporate environment and the characters, roles and responsibilities of those within. Participants will learn how to negotiate this environment, appreciating time and pressure constraints placed on different departments, to effectively communicate as the professional, consistent and authentic face of today’s modern organization. LEARNING OBJECTIVES • Introduction to Sales as a Profession • Understanding Corporate Roles and Responsibilities • Different Personality Types and Communication Styles • Email, Telephone, Meetings and Video Conferencing • Writing, Delivering and Owning an Effective Elevator Pitch • Setting Up and Presenting on LinkedIn and Social Channels • Essential Time Management
  • 3. Growing Productivity & Performance MODULE 2 Solution Sales WHAT IT INVOLVES... Top quality sales training is vital in today’s commercial environment and this module deals with all things sales. It is highly practical with a focus on application back in the workplace. Participants will learn skills and techniques to be successful in all areas of the sales cycle; from preparation and strategy to the power of the elevator pitch, advanced questioning and persuasion to objection handling and closing. With an introduction to a selection of proven modern day sales methodologies, this module equips sales people with the capability and confidence to be successful sales professionals in any industry. LEARNING OBJECTIVES • Building a Personal Brand and Demonstrating Domain Expertise • The Art of Persuasive Communication • Establishing Authority with Confidence, Clarity and Authenticity • Active Listening and Successful Questioning • Highlighting Pain Points and Recommending a Solution • Objection Handling and Closing
  • 4. Growing Productivity & Performance MODULE 3 Negotiation Skills WHAT IT INVOLVES... All sales professionals are required to negotiate at all stages of the sales process. This module considers the fundamental skills and attributes of successful negotiators and how this can make an impact on the bottom line. A highly practical and engaging module, Negotiation Skills provides participants with a blueprint to effectively execute complex negotiations with a favorable outcome. This module explores strategic planning, the relationship between power and control, linguistic techniques, managing tension in negotiations and more. LEARNING OBJECTIVES • Strategic Goal Planning and Developing Concessions • Understanding Personas and Effective Positioning • Empathy, Persuasion and ‘Going to the Balcony’ • Recognising and Avoiding Buyer Traps • Trading Concessions and Gaining Commitment • Developing and Retaining Highly Profitable Customer Relationships
  • 5. Growing Productivity & Performance MODULE 4 Powerful Presentations WHAT IT INVOLVES... Every professional person will be required to present at some point – both to groups and individuals. Powerful Presentations focuses on design and delivery and creating impact with confidence. A highly interactive, engaging and stretching module, Powerful Presentations is all about enabling and empowering participants with the confidence and ability to present like a star. Focusing on all elements of a presentation, participants will learn what makes a great presenter: structure, mirroring, audience engagement, body language, tonality, confidence, visual aids, being memorable and more. Plus all will leave with a clip of themselves presenting like a pro. LEARNING OBJECTIVES • The Structure of Effective Presentations – Opening, Connecting and Closing • Understanding, Engaging and Interacting with your Audience • Dealing with Fear and Nervous Energy • Advanced Body Language, Tone and Projection Techniques • Using Visual Aids and How to Use (and not use) Powerpoint • How to be Memorable – Command, Compel and Connect
  • 6. Growing Productivity & Performance MODULE 5 Essential Account Management WHAT IT INVOLVES... Business development and account management require different skills and this module is concerned with how to increase revenue from existing clients to really grow your business. Great Account Managers are viewed as trusted advisors, consultants, confidantes and pivotal to a clients’ business. Participants will look at the core characteristics of what makes a great account manager: developing valuable and long lasting relationships, territory mapping and strategic planning, building trust and delivering value, and more. LEARNING OBJECTIVES • Building, Managing and Developing Professional Relationships • Strategic Account and Territory Planning • Organisational Contact Mapping • Effective Time Management and Prioritisation • Providing Value in Every Interaction • Consultative Problem Solving as a Trusted Advisor • Conflict Resolution and Managing Expectations
  • 7. Growing Productivity & Performance MODULE 6 Tomorrow ’s Sales Leader WHAT IT INVOLVES... This module is designed for top sales performers and Business Development Managers who are looking for a learning experience which is both stretching and innovative. Run as an open module with top sales performers from other organizations, the Tomorrow’s Sales Leader Program covers advanced rapport building, persuasion, probing and listening techniques, enabling participants to confidently engage and persuade in peer to peer discussions with senior executives. The module is also an excellent introduction to mentoring, coaching, and becoming a leader for the wider sales team. LEARNING OBJECTIVES • Recognise, Analyse and Manage the Political and Emotional Drivers of Senior Executives • Social Selling, Building a Personal Brand and Demonstrating Domain Expertise • Understanding Personality Types and Using Advanced Communication Triggers • Advanced Mirroring, Anchoring and Eye Accessing Cues • C-Level Negotiation • Coaching and Mentoring
  • 8. Growing Productivity & Performance MODULE 7 & 8 Modern Manager WHAT IT INVOLVES... These modules are designed to support today’s manager and focus on essential topics such as managing young people, attracting and retaining top talent and building great teams. In today’s fast moving commercial environment the challenges that face managers are wide ranging. The Modern Manager Programme has been specifically designed to support managers to meet these challenges and to improve both their own and their team’s performance. The main focus is on managing people who are new to the workplace and the specific issues that arise from this such as motivation, retention and the development of business skills. There is a big risk in not training managers how to manage. The costs of losing staff due to untrained managers is hard to measure but dangerous to ignore. Management is a specific set of skills very different from the role that the person has progressed from. This Modern Manager Programme provides the essential skills and knowledge to build on for future success. LEARNING OBJECTIVES • Recognise, Analyse and Manage the Political and Emotional Drivers of Senior Executives • Social Selling, Building a Personal Brand and Demonstrating Domain Expertise • Understanding Personality Types and Using Advanced Communication Triggers • Advanced Mirroring, Anchoring and Eye Accessing Cues • C-Level Negotiation • Coaching and Mentoring