SALES ACADEMY PROGRAMS
Under the “Professional Selling” program, Sales Academy proposes 9 sales training courses, each grouped on three different certification levels. After going through the training programs within one certificate, each participant benefits from a free coaching session with a Sales Academy consultant, from an online assessment and online follow-up modules.
1 Sales Professional Certificate (SPC)
This certification level covers the main general and sales abilities that are necessary for a professional salesman regardless to his career level. In order to receive the certificate, you have to go through three training programs, in 6 training days. It is recommended that these 3 programs to be delivered within 6 months.
1.1 Discipline for High-Achievements in Sales
There are abilities, beyond the sales one, that are influencing the success of a professional salesman. The capacity to manage time, the interpersonal communication abilities and the way he is building his own image, the understanding of his own role within the organization – all can positively or negative impact upon the short or long term success of the salesperson. The course proposes a practical approach of these topics, accompanied by tools for later application and development. more »
1.2 Non-Aggressive Consultative Selling
The course aims to help participants get familiar with basic notions necessary for a sales professional: the needs of the client, the steps of a sales visit, listening, questions, objections etc. Beyond the discovery of general principles that are governing the client’s sales decision, the participants also have the opportunity to integrate the new notions in real life, through simulations and applications. more »
1.3 Negotiation Skills
Negotiation Skills is the course where the participants will learn how to obtain the result they want in a negotiation by balancing the positions and interests of the two parties and by applying the most suitable behaviour for the given situation. This is a training that proposes to the participants to treat every negotiation process according to its specifics (situation, involved people, interests etc.). more »
2 Strategic Sales Certificate (SSC)
The level covers the strategic sales abilities that are necessary for professionals in high value sales or for the management of accounts. In order to get the certificate, the participant has to go through 4 training programs, in 11 training days. It is recommended that these 4 programs are delivered within 12 months.
2.1 SPIN® Selling Skills
Created on the ground of 35.000 sales visits, the SPIN® method is the direct response to two questions: “What does a successful sales person do?” and “How exactly does he do what he does?” It is one of the few trainings that is not limited to the discovery of necessary sales behaviours, but it also changes the basic behaviours of participants, by replacing them with a successful model. more »
2.2 Huthwaite Negotiation Skills®
The critical role of negotiations in the commercial relations can not be denied: the negotiation is the process that closes a high value sale and in fact determines the profitability for a salesman. Also, the negotiation is the process that allows commercial partnerships to either evolve towards a mutual profitability, or to slip towards resentment. The course proposes to the salesmen a series of behaviours that enable them not just to increase the profitability of closed deals, but also to ensure that the negotiation partner is happy with the result, and thus opening the way towards a long term successful collaboration. more »
2.3 Key Account Management
The role of the salesmen responsible for a certain account would not close with the signing of the contract. Keeping the client and turning him into a loyal client – materialized in re-selling or expansion of the sale opportunities – all depends on the ability of the salesman to stay close to the client all along the purchasing cycle. The training proposes participants specific behaviours for every key-moment from this cycle, with the aim to create long term successful relationships. more »
2.4 Strategic Sales Presentations
A sales presentation can not be limited to transmitting a message with maximum accuracy. Its main role is to trigger a certain action on behalf of its target; either it consists in buying or in recommending the product. The training proposes to participant’s different ways to build and deliver their presentation, by starting from its objectives and knowing the target. Also, it presents the presentation abilities necessary to transmit the specific message. more »
3 Sales Management Certificate (SMC)
This certification area refers to the management, leadership and people training abilities towards the subordinates necessary for a sales manager. The program is not limited to general abilities; it also goes further, to knowledge, abilities and specific tools for the sales field. The granting of certificate includes going through 3 training programs, in 6 training days. It is recommended that these 3 programs are delivered within 9 months.
3.1 Managing Sales Teams
The results of the manager depend on the results of the team he is managing. What does a manager need to do in order to increase the performance of the sales team he is managing? The answer is given by an intensive training that establishes a connection among the sales system, the processes controlled and the individual abilities of the subordinates. Among the topics presented one can find the use of CRM in order to increase the sales team performances, planning, team time management, delegation etc. more »
3.2 Leading Sales Professionals
The coordination of some people that most of the times act independently, their motivation, the consolidation of the team in order to generate a certain level of quality and results; these are the challenges that put the manager’s leadership abilities to trail. The training proposes participants an approach that allows them to generate results from their people through relationships and communication, established both at individual level, as well as at the team level. more »
3.3 Modelling Sales Behaviours
By being responsible with the performance of their teams, the sales managers have sometimes the role to support the professional training of their team members. The training aims to provide the answer to 2 questions: “How do I know what behaviours of an employee must be changed in order to improve his performances?” and “How do I generate this change?” more »
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