Authentic Sales for Teams

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Authentic Sales Fundamentals for Teams (Spring 2019)

A series of 4 x ½ day workshops (1 per quarter) with pre and post assessments and supplementary management training to give your sales team the tools and knowledge they need to sell authentically and succeed in a modern, competitive sales environment.

These training sessions will provide the following outcomes:

  • Empower your sales team to take command of the sales process and execute each step consistently and to the best of their ability
  • Create a mindset framework so reps feel like they are doing the prospect a great service by selling to them and so that they also approach the sales process as a vetting process for the prospect. Your product or service isn’t for everyone and staff need to be empowered to qualify and disqualify prospects and take appropriate action as a result.
  • Empower each sales rep to determine their own recipe for sales success so that they can apply the sales processes effectively while working within their own style and bringing authenticity to each sales engagement, increasing their confidence and grit.

Training Components & Curriculum

Pre-Assessment #1:

  • Online self-assessment to identify level of sales experience, skill set, comfort with and performance of their role

Team Training #1: Sales Fundamentals (3 hours)

  • Defining what sales is and is not in 2019
  • Cultural determinants and their role in sales performance
  • Why there is no such thing as a “sales natural” and how sales is a learned skill that anyone can excel at
  • Top sales reps challenges and how to overcome them
  • 3 key elements to make sales easier:
    • Clarity
    • Connection
    • Choice
  • How to incorporate these elements into each of your sales steps to ensure the highest chance of conversion in the shortest period of time

 Post-Assessment #1 (4 weeks after training #1):

  • Online self-assessment to identify changes in comfort with and performance of their role with initial self-assessment. Survey will also review how rep has implemented specific learnings from training around Clarity, Connection and Choice in their sales process

Management Training #1 (One Hour): 

One-hour management only training to review assessments and ensure management continuity of support in day-to-day implementation of key training concepts.

Pre-Assessment #2:

  • Online self-assessment to identify rep’s understanding of ideal client, core sales messages and qualification criteria

Training #2: Understanding your Prospect and What They Really Want From You

  • Ideal client criteria development
  • How to develop a qualification criteria list that will enable you to quickly validate whether or the prospect is right for you
  • How to develop powerful sales messages using your voice that move a prospect to the next stage quickly and easily
  • How to leverage branding and marketing to help qualify (and disqualify) prospects before they get to the sales rep

Post-Assessment #2 (4 weeks after training #2):

  • Online self-assessment to identify changes in understanding of ideal client, core sales messages and qualification criteria and how they have been implementing key learnings from the training.

Management Training #2 (One Hour): 

One-hour management only training to review assessments and ensure management continuity of support in day-to-day implementation of key training concepts.

Pre-Assessment #3:

  • Online self-assessment to identify rep’s knowledge and application of sales process
  • Identify sales process gaps from the perspective of the rep prior to the training 

Training #3: Sales Process Development and Execution

  • How to identify critical gaps in your current sales process
  • How to customize your sales process so that it works for you and your prospects
  • Lead nurturing best practices
  • Buyer education and why it could be costing you sales

Post-Assessment #3:

  • Online self-assessment to identify changes in rep’s knowledge and application of sales process and how they have been implementing key learnings from the training.

Management Training #3 (One Hour): 

One-hour management only training to review assessments and ensure management continuity of support in day-to-day implementation of key training concepts.

Pre-Assessment #4:

  • Online self-assessment to identify current self-management practices and how well they have adopted process requirements 

Training #4: Self Management for Salespeople

  • Aligning job requirements with your personal work style
  • Maintaining authenticity while implementing corporate sales strategies
  • Time management best practices for sales reps
  • Energy management best practices for sales reps
  • Common limiting beliefs that affect sales performance and how to deal with them proactively

Post-Assessment #4:

  • Online self-assessment to identify changes in self-management practices and rep’s knowledge and application of self-management techniques covered in training.

Management Training #4 (One Hour): 

One-hour management only training to review assessments and ensure management continuity of support in day-to-day implementation of key training concepts.

Training Details

Location:

All training is presented online via Zoom

Dates:

Team Training #1: Tues, June 4 2019 9:00 am -12:00 pm
Management Training #1: Tues, July 9 2019 10:00 am -11:00 am

Team Training #2: Tues, Sept 3 2019 9:00 am -12:00 pm
Management Training #2: Tues, Oct 8 2019 10:00 am -11:00 am

Team Training #3: Tues, Dec 3 2019 9:00 am -12:00 pm
Management Training #3: Tues, Jan 14 2020 10:00 am -11:00 am

Team Training #4: Tues, Mar 3 2020 9:00 am -12:00 pm
Management Training #4: Tues, Apr 7 2020 10:00 am -11:00 am

Training Investment:

$1,500 per staff attendee

$2,300 per management attendee (includes all team training sessions plus management training sessions)

Note: Minimum 3 attendees required

About the Instructor

Shannon Ward has been a successful entrepreneur for over 15 years. She built her company, OnTrack, from 0 to 7 figures in just 3 short years. Since then, Shannon has transformed her deep knowledge of marketing and exceptional sales skills into a thriving sales training and coaching business where she helps entrepreneurs and their teams overcome their dysfunctional relationships with sales so that they can break through revenue barriers in record time. Her transformational approach to sales stems from a core belief that sales is an act of love.
Shannon also taught Sales & Sales Management at UBC Sauder School of Business and has been nominated for the RBC Canadian Women Entrepreneur Awards 2016, 2017 and 2018.
Shannon actively mentors rising women entrepreneurs through organizations like the Forum for Women Entrepreneurs and FuturPreneur, and donates tens of thousands of dollars each year in mentoring to entrepreneurs in need of sales training and support to achieve their next level of business success.

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GROW YOUR BUSINESSDiscover how to master the critical business skill needed to achieve the success you’ve dreamed about in your business – sales.

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