Championship Sales Development
System™
Elements:
- Prework
- Self-Assessment
- Leader's Assessment
- Jump Start for Company Leaders
- Sales Championship™
- Guided Instruction
- Exam for Understanding
- In-Field Coaching - Demonstration, Evaluation
- Embedding (e-learning, meetings)
- Certification
Level One - Building a Sales Foundation
The first level in the Championship Sales Development System
focuses on building a solid sales foundation through making effective
sales calls and adding value to the customer. Participants will
learn the 5 phases of customer management described as the Customer
Optimization System and the 6 steps of a successful sales presentation.
They will also learn when and how to use effective communication
skills with customers and how to improve their listening skills
to ensure a full understanding of customer needs. Finally, they
will learn how to build relationships quickly across a broad range
of personality types. Training at this level will ensure sales people
are well equipped to make an effective and logical customer call
focused on strong preparation, and achieving results against specifically
defined objectives.
Course Modules
Sales Managers
Level Two - Gaining Competitive Advantage
Level Two focuses on gaining competitive advantage through superior
industry knowledge and strong business acumen. Participants will
learn how to utilize Optimé’s 4C model (consumer, customer,
competition and company) to analyze and envision the future environment
of the North American market over the next 3 to 5 years. The goal
of this exercise is to identify the major capabilities your organization
must maintain and develop in order to meet the company’s revenue
targets. Participants will learn how to truly get inside their customers’
heads and understand their business to provide strong solutions.
They will also learn to handle objections and increase their close
ratios. This level of performance development will ensure sales
people have a superior knowledge of their industry, customers and
competition. Sales calls will be data based with a strong understanding
of where strategic alignment between your company and key customers
exists, and where your organization ultimately adds unique value.
Course Modules
Sales Managers Only
Level Three - Achieving Breakthrough Results with Customers
Level Three focuses on achieving breakthrough results with customers.
Participants will learn to utilize negotiation in the most difficult
and competitive selling environments. They will utilize Optimé’s
proven Customer Blueprinting™ process to achieve a deeper
understanding of customer decisions and how to most effectively
impact them. They will develop knowledge around key financial measurements
that are important to the customer and learn how to leverage these
to your company’s advantage. Finally, they will learn how
to create high impact presentations that truly set your organization
apart and appeal to customers’ buying mindsets. Participants
will learn to effectively integrate qualitative and quantitative
strategic imperatives to deliver a clear customer solution. Training
at this level will ensure sales people understand their customers
better than the customer understands themselves. They will achieve
consultant level status with their customers by combining both superior
knowledge and highly evolved customer management skills to deliver
breakthrough results.
Course Modules
Sales Managers Only
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