Sales learning program for commercial excellence

During this three months commercial learning program three sales topics will be covered. 

The program consists of:

- a kick-off

- weekly sales feed

- a sales learning game

- three live group sessions

- four individual coaching sessions

- a live debrief session

Live sessions can be facilitated in face2face of virually. A blended approach creates highest learning impact. 

In this three months program any of the following three sales topics can be part of this program:

- DISC and sales styles: Participants take a short DISC test and are introduced to the four selling styles. They examine their own preferred style and that of colleagues and explore the advantages and pitfalls of the different sales styles.

- Sales framework: participants go through all phases of the sales process and discover which dynamics, tools and activities per phase are crucial to achieve commercial success. This includes the lead funnel, sales pipeline, suspects, leads, prospects and sales opportunities.

- Social selling plan: participants make a three-month plan in which they determine how their presence on social media has the greatest possible impact on their selling activities. In any case, LinkedIn usually plays an important role in this.

- Sales qualification. Being able to determine on the basis of objective criteria whether an opportunity is promising or underprivileged is a crucial commercial skill that ensures that time is spent on sales opportunities that are promising, profitable and current.

- IPO sales model: the IPO model is an example of a consultative selling model that also incorporates elements of SPIN and solution selling. Participants practise applying this sales approach their own.

- Inventory (approach): participants learn and practice mapping the customer situation and ambitions. They examine the client's 'ist' and 'soll' and the need to slow down and delve into the inventory phase.

- Paying attention to pain. Once the existing and desired situation of the customer has been mapped out, it is important to gain a good understanding of the challenges. The customer buy-in takes place at the deepening of pain. Finding relevant business issues that stand in the way of achieving ambitions is a condition for selling.

- Solution pitching: Participants make a distinction between pitching features, benefits and meaning to the customer and learn what is needed in the preliminary phase to gain knowledge of the customer to be able to present a valuable solution.

This program starts with a Sales Questionnaire to determine which topics participants and management feel are most appropriate to spend time on.