Developing High-Performing Sales Teams Certificate

Learn to create a sales training program that leads to effectively reaching the toughest sales goals.

This two-day workshop provides you with a foundation for the ASTD World-Class Sales Competency Model© and demonstrates how this model can be used to create an effective sales training program. A well-designed and implemented sales training and development program helps:

Drive significant top line revenue growth
Drive efficiencies that can carry more top line revenue to the bottom line
Shorten the time required to ramp new sales people up to profitability
Ensure the business delivers a more consistent and satisfying customer experience
Create and retain more top sales performers
Contribute to the success of the business in many other positive ways.

You will learn to use the Model© as a framework to strengthen their approach to defining business needs. This workshop will also present ways to align a sales training strategy with other sales development initiatives to keep sales force development focused on making business-related impacts.

The workshop includes interactive exercises designed to help you apply knowledge, skills, and tools as they partner with sales leaders and executives to develop a sales training program.

To view the participant table of contents for this program click here.

ASTD's Continuing Education Units

Earn 1.4 CEUs upon successfully completing this program. Learn More

For additional information, or to learn if this program is right for you, contact our customer care department at 800.628.2783 or 703.683.8100.

Audience

This professional certificate program for sales trainers, sales consultants, and sales coaches. Its focus is on the essential principles, strategies, and skills for designing and implementing effective professional sales training and development strategies to develop high-performing sales teams.

This workshop is meant for anyone that:

Works effectively with both Sales Leadership and the HR/Training Department to diagnose the core issues hindering the maximum level of sales effectiveness.
Needs to identify the “What”: the knowledge and skills the sales function you support needs to be most effective in the marketplace.
Designs sales development strategies and programs that address the specific professional development needs of the sales teams you support.
Works with HR and sales leaders to measure the effectiveness of training strategy, and adapt training programs to help achieve greater real business results.

About this Program

An increasingly competitive marketplace and better-informed buyers make effective sales training strategy and development more important than ever. Whether you are brand new to the role of creating a sales training strategy or an experienced pro, how current are you with the latest research, strategies, and methods? Learn the research-based essentials and tools that will guide the creation of a sales training strategy that will lead to maximum sales effectiveness. The course will highlight some of the critical challenges facing today's front line sales people and the reasons sales training strategy is needed for sales effectiveness. Examine the ASTD World-Class Sales Competency Model^©, the value of a competency-based approach to sales training strategy, and how to use the competency model to become a more effective sales training strategist. Then analyze the core components of building a sales training strategy and dive into the steps of defining the business need, conducting the gap analysis, determining the metrics, and choosing the right approach required for this process. Align a sales training strategy with other professional sales development initiatives. This alignment is essential to keeping sales force development focused on making business-related impacts without disrupting other revenue generating workflows. Finally, put all that you have learned into practice, working in teams, to build a realistic sales training strategy.

ASTD Certificate Programs are learning events and a certificate is awarded to participants upon successful completion of the program. No test is given and participants are not certified. Certification is a testing event that confirms that skills, knowledge, or competencies have been acquired. Please click here for more information on the ASTD Certification Institute’s credential, the Certified Professional in Learning and Performance™ (CPLP™).

Learning Objectives

After the workshop, you will be able to:

Diagnose root causes driving the lack of performance in relation to achieving business goals and achieving maximum sales effectiveness
Design and develop sales training strategies to meet the professional development needs of today’s busy sales professionals
Leverage the ASTD World-Class Sales Competency Model©, and other resources, to help identify performance gaps that training can help close
Deliver professional sales training and development strategies that employ training, coaching, and enabling technologies to help increase the effectiveness and performance of the sales teams you support.

Registration
Attendance Policy
Transfer Policy
Cancellation Policy

Member Price: $1,295
List Price: $1,595

By Mail: Registration Form

By Phone: Phone: 1.800.628.2783 or +1.703.683.8100

Participation in all originally scheduled days of the program is mandatory in order to receive the certificate of completion and 1.4 CEUs. Participants who miss more than two hours of the entire program will not be eligible to receive the certificate. Participants who fulfill the attendance requirement will receive a certificate at the end of the program.

Participants may transfer their registration to another seminar free of charge. The transfer request must be received in writing five (5) business days prior to the first day of the seminar for which you were originally scheduled. A $50 transfer charge will be applied to all transfers received less than five (5) days prior to the first day of the session. Participant substitutions may be made at any time with written notification to ASTD. If the substitute participant is not an ASTD member and the original participant was, the difference between the member and nonmember rate will be billed.

If cancellation should be necessary, written or email notification to ASTD is required five (5) business days prior to the first day of the seminar. You may receive a full refund, minus a $100 administrative fee, up to and including the 5th business day before the seminar. If you find that you cannot attend, and it is less than five (5) business days before the start of the seminar, you may send a replacement, with written notice to ASTD. If you are unable to send a replacement, you forfeit your registration fee. All credits must be used within 1 year from the date of issuance.

On-Site Offerings

ASTD can make arrangements for this program to be offered on-site at your organization. Your attendees participate in the same learning experience offered at our public workshops, but have the convenience of being at your site and the benefit of covering the material with company peers.

Interested in bringing this program on-site to your organization? Please contact Amanda Miller at amiller@astd.org or 703.683.9215, or request information through our online form.

Facilitators

Jim Harwood

President, 20/20 Consulting Group

Mr. Harwood is an experienced consultant and facilitator with expertise in sales strategy & tactics, problem solving, sales management, and sales leadership. He has extensive international experience in facilitation of a wide variety of sales management and planning workshops including Account Planning, Sales Opportunity Planning, and Sales Leadership topics.

Mark Meredith

Mark is a facilitator, trainer and executive coach who has been working with clients world-wide since 1995. Specializing in sales and leadership development, team development and managing personal change, Mark’s thirty five years of corporate experience includes being a thrice certified professional coach. Mark has coached executives, sales professionals and leaders in the transportation, information technology, communications and financial services industries to name just a few. Mark is an acclaimed professional facilitator, speaker with five patents pending in the field of organizational culture transformation

Mark established a sales training curriculum for professional hires coming into IBM’s Global Services organization. This required hiring and training a team of instructors and staff to deliver an expanded and accelerated new hire curriculum that trained 1200 professionals annually. This resulted in over $55 million dollars of incremental revenue to the North America organization alone. He was also was the Leadership Portfolio Executive supporting IBM’s Global Services organization. This entailed identifying, selecting and marketing a robust portfolio of educational offerings in the leadership and relationship fields and becoming certified as an executive coach with a number of IBM C-suite executive clients.

As Client Relationship Manager for a leadership development organization, Mr. Meredith delivered an executive development curriculum for a number of different organizations companies including BellSouth, American Express Financial Services, Boeing - McDonnell Douglas, Emory University and the American Cancer Society. He also provided executive development for a number of senior executives ensuring that a multi-million dollar worldwide training budget was prudently invested and executed for over fifty-five thousand employees of a large IT services provider.

Mark was chosen by a large outsourcing provider to facilitate a major culture change initiative for over two hundred leaders and three thousand employees spread over seventeen states. Results to-date includes customer satisfaction improving seven points and employee morale increasing ten percent

A graduate of San Jose State University, Mark is a certified Hay McBer executive coach, certified by the Coaches Training Institute, and a recipient of the Professional Certified Coach designation from the International Coach Federation.

Mark stays busy with community and charitable activities as well as running a successful consulting and coaching practice located in the metropolitan Atlanta Georgia area.

Tim Ohai

Tim Ohai is the founder and president of Growth & Associates, a consulting group that focuses on solving sales and marketing problems. With well over a decade's worth of experience in developing sales team performance, he consistently helps Fortune 500 companies design and implement selling solutions internationally, build sales systems that increase revenue and customer loyalty, and create genuine coaching cultures. He is often asked to consult larger, more complex issues, especially around the topics of redesigning sales organizations and leading organizational change.

As a researcher, author, and recognized thought leader in modern selling, Tim's expertise and enthusiasm have taken him to Latin America, Europe, Africa, Asia, and the Middle East as both consultant and keynote speaker. His most recent book, Sales Chaos: Using Agility Selling to Think and Sell Differently, is on sale now.

Upcoming Programs

Dallas, TX
May 17-18, 2013	Enroll now
Alexandria, VA
Oct 21-22, 2013	Enroll now