Developing High-Performing Sales Teams Certificate

Program Overview

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.

Topics

• Topic 1 - Setting the Stage

  Topic 1 - Setting the Stage

  • Who In Your Business Is Involved In Selling? 
    • Introduction 
    • Who in your business is involved in selling? 
    • Definitions 

  • Trends Impacting Today's Sales Professionals 
    • Introduction 
    • Macro Trends 
    • 6 Significant Buying Trends of Today’s Market 
    • The Changing World in Which We Sell 

  • Sales as a System 
    • Introduction 
    • Definitions 
    • Capacity versus Competency 
    • The Sales System 
    • Case Study
• Topic 2 -Diagnosing Sales Effectiveness at Your Organization

  Topic 2 -Diagnosing Sales Effectiveness at Your Organization

  • Introduction to Sales Effectiveness 
    • Introduction 
    • Definitions 

  • Diagnosing Business Needs 
    • Business Goals 
    • Definitions 
    • Identify Business Goals 
    • Key Questions of Defining the Business Need and Goals 
    • Scenario Test 

  • ASTD Sales Effectiveness Levels 
    • Introduction  

  • Sales Effectiveness Assessment
• Topic 3 - Introducing World-Class Selling

  Topic 3 - Introducing World-Class Selling

  • The Need for Competencies 
    • Introduction 
    • Scenario Test 

  • Introduction to the ASTD World-Class Sales Competency Model© 
    • Introduction 
    • Definitions 
    • The ASTD World-Class Sales Competency Model© 
    • The 3 Tiers of the Competency Model 

  • The Need for the WCS Model 
    • Introduction 
    • Applications of the WCS Model
• Topic 4 - Rethink Your Sales Training Strategy Purpose

  Topic 4 - Rethink Your Sales Training Strategy Purpose

  • Three Pathways to Sales Performance 
    • Introduction 
    • Redefining Professional Development

  • Five Primary Content Areas for Sales Training 
    • 5 Primary Sales Content Areas 
    • Scenario Test 

  • Four Sales Training Metrics 
    • Key Actions of Determining Metrics 
    • Key Outcomes of Determining Metrics 
    • Factors that Influence Determining Metrics 
    • The Four Main Categories of Sales Training Metrics 
    • Methods and Tools for Collecting Metrics 

  • An Extra Thought 
    • Speed, Cost, Quality 
    • Calibrating Expectations
• Topic 5 - Practical Application Purpose

  Topic 5 - Practical Application Purpose

  • Choosing the Right Approach 
    • Key Actions of Choosing the Right Approach 
    • Key Outcomes of Choosing the Right Approach 
    • Factors That Influence Choosing the Right Approach 

  • Practical Application 
    • Turning a Realistic Scenario Into a Solution
• Appendix

  Appendix

  • Appendix Introduction and Listing  
  • Appendix A: Activity Planning Checklist 
  • Appendix B: Potential Sources for Business Goals Checklist 
  • Appendix C: The 3 Principle Sales Training Environments 
  • Appendix D: Asynchronous Sales Training Modalities 
  • Appendix E: Synchronous Sales Training Modalities 
  • Appendix F: The 6 Levels of Learning in Bloom’s Taxonomy 
  • Appendix G: The Advantages of Building v. Buying Sales Training  
  • Appendix H: Key Considerations When Selecting Off-The-Shelf Training 
  • Appendix I: Commonly Employed Sales Training Modalities 
  • Appendix J: World-Class Selling - Sales Effectiveness Assessment

Who Should Attend

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.

Credits & Attendance