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Developing High-Performing Sales Teams Certificate

Lead your organization to maximize sales effectiveness.

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This 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 ASTD World-Class Sales Competency 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.

  • Face-to-Face2 days
  • On-SiteFlexible dates & duration

Dates & Locations

At this time, there are no scheduled dates for this program. Please check back for updates or bring it on-site to your organization.


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Program Overview

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

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.



  • Topic 1 - Setting the Stage
  • Topic 2 -Diagnosing Sales Effectiveness at Your Organization
  • Topic 3 - Introducing World-Class Selling
  • Topic 4 - Rethink Your Sales Training Strategy Purpose
  • Topic 5 - Practical Application Purpose
  • Appendix
Who Should Attend

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

Credits & Attendance

Continuing Education Units (CEUs)

Earn 1.4 Continuing Education Units (CEUs) upon successfully completing this program. Learn More

CPLP© Recertification Points

This program may be eligible for up to 14 CPLP recertification points. Learn more at

HRCI Recertification Credits

This program has been pre-approved for 14 (General) recertification credit hours toward PHR, SPHR, and GPHR recertification through the HR Certification Institute.

Attendance Policy

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.

To view our transfer and cancellation policies, please click here