Gain Your Edge in the Competitive World of Sales and Management100% Online

No matter where you fall in the sales spectrum — from a new sales rep, to a seasoned sales manager, to a senior executive — this interactive program will help improve your performance in your current role and prepare you to take your career to the next level. You’ll learn proven sales techniques and learn how to manage everything from your time, to your customer relationships, to an entire sales organization.

Online Program Benefits

  • Learn how to implement consultative sales techniques that build better customer relationships — resulting in more closes and higher earnings
  • Distinguish yourself not only as a successful salesperson, but as a successful mentor and leader
  • Leverage your current sales job into a position in sales management, or use it to springboard into a new department
  • Develop an outstanding sales organization and lead your team to achieve unprecedented profitability

Sales & Sales Management Courses

Each course runs for eight weeks and new sessions start monthly. Enrollment is open; there are no pre-requisites.

Expert Selling $1,250

CEUs 4.5 | Contact Hours 45

In today’s competitive sales environment, customers don’t want to deal with pushy salespeople who profess to have all the "right answers"; instead, they want a business partner who asks the right questions and helps them arrive at the best solution. In Expert Selling, you’ll learn how to transcend the traditional sales role and position yourself as a consultant capable of maximizing customer value and commissions.

Who Should Register?

Expert Selling is ideal for anyone who wants to hone their sales skills: from entry-level salespeople looking to increase their close rates and income, to sales managers aiming to equip their teams with the latest tools and techniques. It is designed to bring beginners up to speed on key concepts, while helping seasoned professionals fine-tune their approach to sales challenges and opportunities.

What You’ll Study

Introduction to Sales
  • Can't-Miss Methods, Tools and Techniques to Maximize Sales
  • Roles and Responsibilities of a Sales Professional
  • Rewards and Challenges of a Sales Career
The Game Plan
  • Importance of Setting Goals and Objectives
  • Preparation and Execution of Goals, Objectives, Priorities and Daily Activities
  • Essential Factors When Setting Goals: "The Rule of 10"
  • Creating Balance Both Professionally and Personally: "Wheel of Life"
The Sales Process
  • Seven Critical Steps of the Sales Process:
    • Greeting and Introduction
    • Needs Assessment
    • Sales Presentation
    • Validation
    • Negotiation
    • Close
    • Post-Sales Activities
Time and Territory Management
  • Effective Time and Territory Management Strategies
  • Target Account Planning
  • Proactive Versus Reactive Activities
Gain Perspective From the Customer’s Point of View
  • How and Why a Buyer Buys
  • Five Pivotal Steps of the Buyer’s Process:
    • Initial Interest
    • Education
    • Transfer of Ownership
    • Rationalization
    • Decide
Prospecting and Preparation Prior to the Initial Call
  • Building a Prospecting Foundation
  • Indispensable Keys to Prospecting Success
  • Pre-Qualification of Accounts Through a Prospect Profile
  • Prospecting Sources and Methods
Qualification
  • Crucial Questions to Ask in the Qualification Process
    • Identifying the Decision Maker, Price Sensitivity and Timelines
    • Understanding the Prospect’s Purchasing Behavior and Motivations
    • Determining Your Prospect’s Needs and Positioning Your Product/Service as a Competitive Advantage
Handling Objections and Closing Skills
  • Trusted Tools and Tactics for Handling Objections and Closing
  • Types of Objections
  • Four Techniques for Addressing Objections
  • Trial Closing Versus Final Closing

Transitioning to Sales Management $1,250

CEUs 4.5 | Contact Hours 45

Whether you have your sights set on a promotion or are settling into a new managerial role, Transitioning to Sales Management will help you successfully make the leap from team member to team leader. This course will focus on three core competencies — managing processes, managing people and managing a sales culture — and teach you how to use them to your best advantage.

Who Should Register?

Designed for those who have completed Expert Selling, this course prepares you to make the move from front-line sales to senior-level management. Whether you are an aspiring manager or seeking to become a better one, Transitioning to Sales Management will empower you to build and grow a successful sales organization.

What You’ll Study

Benefits and Challenges of Transitioning From Sales to Sales Management
  • Vital Tools and Techniques for New Sales Managers
  • Roles and Responsibilities of a Manager
  • Making the Transition and Overcoming Common Obstacles
  • Short-Term and Long-Term Benefits of a Managerial Role
  • Change in Paradigms: People/Process-Focused Versus Customer-Focused
Dealing With Change
  • Change-Management Strategies to Drive Cohesion and Productivity
  • Common Reactions and How to Handle Them:
    • Denial and Disbelief
    • Exploration
    • Commitment
    • Attitude
    • Action
Communication Styles
  • Top Tips for Managing Four Basic Behavior Types:
    • Dominant
    • Influential
    • Steady
    • Conscientious
  • Shortcut to Determining Behavioral Styles
  • Understanding How to Effectively Communicate With Others Based on Behavior
Listening Skills
  • Effective Listening Skills to Foster Better Communication
  • Four Modes of Communication: Reading, Writing, Speaking and Listening
  • Proven Tools and Techniques to Enhance Relationships and Partnerships
Interviewing and Hiring
  • Proven Tactics for Recruiting, Interviewing and Hiring the Right Individual the First Time
  • Where to Find the Best of the Best
  • Top Tips for Evaluating Resumes
  • Mastering Interviewing Techniques and the Interview Process
The "A" Team
  • Developing and Analyzing Your Sales Organization
  • Keepers and Sleepers: Identifying A, B and C Players and Their Impact on the Sales Organization
  • Time Zones: Time Management Tool for Both the Salesperson and Manager
Sales Meetings, Training and One-on-Ones
  • Leveraging Sales Meetings, Training and One-on-Ones to Connect and Motivate
  • Using Sales Meetings to Instruct, Inspire and Implement
  • Training Methods to Get Employees Involved and Motivated
  • Using One-on-Ones to Create Standards, Measurements and Objectives
Coaching and Counseling
  • Top 10 Behaviors of Great Coaches
  • The Learning Cycle: When to Use Specific Coaching and Counseling Methods
  • Termination: When, How and Where to do it
  • Appraisals: Examples, Guidelines and Measurements

Expert Sales Management $1,250

CEUs 4.5 | Contact Hours 45

As a sales manager, you’re required to juggle many different responsibilities — from building, motivating and training a team, to establishing sales goals and budgets, to interfacing with the company at large — and you must be proficient at all of them to achieve optimal results. Gain the edge you need to survive and thrive in this demanding role in Expert Sales Management. By the end of this program, you’ll have the knowledge and skills to lead your sales organization to unprecedented success.

Who Should Register?

This course helps participants become more effective and successful managers and positions them for advancement into executive-level roles.

What You’ll Study

Culture, Communication and Vision
  • Proven Strategies for Managing Multiple Attitudes, Behaviors and Personality Styles
  • Top Tips for Creating a Strong and Successful Culture
  • Developing Company and Team Mission Statements
Leadership and Coaching
  • Understanding the Role of a Leader
  • Best Coaching Strategies
  • Characteristics of Great Coaches
  • Effective Leadership Methods
  • Use of Storytelling to Lead, Inspire and Motivate
Tactical Versus Strategic Management
  • Setting Short- and Long-Term Goals
  • Optimal Coaching Approaches for Tactical and Strategic Situations
  • Tool: 30/15/5 Model
  • Leadership Perspectives: Team, Company and Customers
Sales Team Assessments
  • Proven Methods for Accurately Measuring and Evaluating Team Members' Performance to Increase Results
  • Identifying Resource Needs and Planning for Future Performance
Delegation and Time Management
  • Empowerment Through Delegation: Building a Self-Sustaining Team
  • Four Types of Delegating Managers: Directing, Influential, Supportive and Contemplative
  • Deciding What Tasks to Delegate
  • Time Management: Developing Short-Term Wins
  • Managing Information Efficiently
Motivating Your Sales Organization
  • Understanding Key Motivators and Maximizing Sales Momentum
  • Psychology of Sales:
    • Maslow’s Hierarchy of Needs
    • Herzberg Model
  • Rewards and Recognition: Motivating Your Team Through Internal Competition
  • Developing Employees Through a "Learn-and-Grow" Strategy for Long-Term Results
Teamwork, Team-Building and Mentoring
  • Essential Teamwork, Team-Building and Mentoring Strategies
  • Focusing Your Time in the Right Areas
  • Developing and Instilling Confidence and Trust in Your Sales Team
  • Establishing a Mentor Program
Putting It All Together
  • Putting New Tools, Techniques and Concepts Into Action
  • Culture First: Building for the Future; People, Processes and Resources
  • Self-Development: 360 Degrees of Coaching