- Text Reading Assignments
- The Quadrant Solution
- Achieve Sales Excellence
- The Chally World Class Sales Excellence Research Report: 2007
- How To Select A Sales Force That Sells
- (Optional) Take the HR Chally Assessment online
- Welcome and introductions: Course overview
- The Participant Guide Tool Kit is introduced. It is used throughout the program and
contains information, exercise worksheets, action plans, and a place to collect notes for
future reference.
- Critical cultural issues are presented:
- Selling to Western cultures
- Recognizing different types of sales
- Recognizing business opportunities in the Western world
- The customer-driven sales paradigm supported in the HR Chally research is presented:
- Understanding the customer's perspective
- Using it to more effectively serve the customer
- Participants learn about Western-world sales elements:
- Prospects, prospecting, and customers
- Image
- Qualified sales leads
- Questioning and qualification
- Presentation
- Handling objections
- Closing the sale and opening the relationship
Session #2 — Defining The Sales Life Cycle
- Sales, product, and buying life cycles are described
- Participants learn how to analyze products and customers using these life cycles
- Participants learn how to evaluate and match customer needs with appropriate products
- Participants divide into teams to analyze case studies using what they’ve learned
- Participants gain a deeper knowledge of the four quadrants approach and customer needs
- Participants learn how to analyze the cycle of needs to effectively match products and salespeople types with customer needs
- Participants learn nine selling steps and critical sales skills
- Participants work through in-class, interactive exercises that put all the concepts of
The Quadrant Solution into action
- Participants use their Participant Guide Tool Kit to develop a quadrant-based personal plan of action.
Session #4 — The Science of World Class Sales
- Participants transition from the “analysis” found in The Quadrant Solution to the seven
key “action concepts” found in the science of world class sales
- Participants learn about Sales Effectiveness and are taught to recognize the Sales
Effectiveness Gap
- Participants learn the science of sales: What customers want from a vendor's salesperson
- Participants learn about the seven key concepts for the New Sales Professional
- Participants learn the seven behavioral rules that customers expect salespeople to adhere to and the
corresponding roles and associated skills they expect salespeople to embody
- Participants use their Participant Guide Took Kit to develop a personal plan of action.
Session #5 — Becoming a World Class Salesperson
- Participants learn more about the seven key concepts for the New Sales Professional
- Participants learn how to implement world class sales practices
- Participants work through a simulation game that reinforces the concepts learned
- Participants learn about the latest benchmarks that have emerged in HR Chally's recent
world class research
- Participants review real-world case studies that demonstrate how world class sales forces
meet these benchmarks
- Participants divide into teams to examine best practices from case studies in
The Chally World Class Sales Excellence Research Report
Session #7 — Recruiting and Selection
- Participants learn the roles and requirements of specialized sales positions
- Participants learn how to specialize their sales force to meet company objectives
- Participants learn how to systematically recruit, interview, and select the best salespeople
Session #8 – Taking Action
- The concepts learned in this program are brought together in a case study exercise
- Participants review the interpretations of their HR Chally Sales Assessments
- Participants put their Personal Action Plans together
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