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CHANGE CONNECT AND YOU

We are your partner in TRANSFORMATION.

We take your business to the NEXT LEVEL.

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Sales Onboarding Advanced

If Your Sales Have Hit a Wall - Or Worse Are Declining – It’s Time to Look at It Through Another Lens. Do Things Differently.

  • Did you know that approximately 75% of start-ups fail? There can be many reasons leading to failure, however most are sales related. Classroom discussions will reveal the best practices of sales. The outcome? Actionable know-hows to improve your daily sales operations immediately.

WHO SHOULD ATTEND?

  • Entrepreneurs and sales leaders who are ready to digitize, revolutionize, or simply learn more about their customer relationship management system.
     

  • Internal IT, Operations, or System Development teams.

 

LEARNING OUTCOMES

  • Gain a comprehensive understanding of sales best practices from Suspecting to Closing and beyond.
     

  • Through interactive and practical sessions, you will develop a wide array of useful content and insights, specific to you but structured within our industry-leading frameworks, which the team can refer back to when the sessions are complete.

WHY YOU SHOULD ATTEND

  • Comprehensive sales onboarding reduces turnover and gets everyone on their feet to work independently.
     

  • Equip yourself with the advanced skills and knowledge to manage daily sales operations effectively and guarantee client and sales rep satisfaction.
     

  • Investing in employee development tools is an investment with lasting effects. You will be using these resources for a long time to come.

COST

$8,900 + HST per trainee

COURSE COMPLETION SCHEDULE

24 HOURS

Pre-reading and
business analysis

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54 HOURS

Interactive classroom
sessions held over 12 weeks

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24 HOURS

Post-classroom reading
and instructor-led tutorials

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FINAL EXAM

70% to Pass

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COMPLETION OF PROGRAM

IS FINANCIAL ASSISTANCE POSSIBLE?

Upon completion of this program, learners will receive a certificate of completion from Change Connect. The program is aligned to meet partial educational requirements for industry experience hours.

Yes! Many businesses are eligible for financial assistance via the Canada Job Grant Program. Eligible employers may receive up to 83% of eligible training costs, up to a maximum of $10,000 per participant. Please contact us for more details.

MODULE 1

Identify Your Skills Gap

  • This module involves a deep dive discovery into the strengths and gaps existing in the team regarding knowledge, skills and discipline. We understand that everyone cannot be good at everything, so creating awareness of this will only help us get closer to that reality.

Learning Outcomes:

  • To define a future plan, with your vision, mission and goals defined to drive the business forwards.

  • To identify the core competencies that give you the advantage.

MODULE 2

Client Progression and Pipeline Management

  • How well do your sales reps understand your customers? Can they map their journey from start to finish? This module provides a framework to uncover that insight and create an engagement plan that ensures the right touchpoints at the right time.

Learning Outcomes:

  • A thorough understanding of the customer and customer journey

  • Knowledge of industry best practices for engaging customers

MODULE 3

Prospecting & Lead Generation Techniques

  • Is your pipeline in need of some fresh faces? Learn the latest trends and techniques to drive ideal customers into the buying journey. We show you how to utilize modern selling technology and techniques to save time, energy and money on your current outreach methods.
     

  • Who are you targeting? How are you engaging them? With a full understanding of this element we have the foundations to build a strong prospecting plan, filled with the best practices to keep you competitive.

Learning Outcomes:

  • Know how and where to find prospects

  • Understand how they engage and how to grab their attention.

MODULE 4

Cold Calling Techniques

  • This is the least glamorous part of the job for many sales reps but also one of the biggest drivers of revenue growth when done correctly. We will outline the methods that work, helping you to devise a script and effective strategy that ensures you elicit and attend to the needs and problems that your prospects are facing.
     

  • We understand that simply knowing the theory and best practices is not the same as knowing how to use it. Our interactive sessions and role playing exercises will provide practical experience to solidify everything we teach.

Learning Outcomes:

  • Know how to create an effective and dynamic cold calling strategy

  • Understand the best practices to increase success rate.

MODULE 5

Remote Selling Techniques

  • As the world pulls further away from traditional face-to-face selling, the importance of knowing how to sell remotely becomes ever more apparent to stay competitive. This module shows you how to best leverage multi-media as a selling tool.
     

  • Know the best practices to design your virtual presentation, devise a communication strategy that supports online selling, understand what both sides of the sale require to begin or maintain a successful and beneficial relationship. This module will help with it all.

Learning Outcomes:

  • Understand remote selling best practices.

  • Know how to utilize different strategies and when.

MODULE 6

Multitouch Cadences (Prospecting)

  • Music theory teaches us that a cadence is what ends the phrase, and the particular cadence you choose to use, determines how you proceed to the next phrase. This is the same in sales. How do you transition from one step to the next and how does the way you resolve one step influence how you enter the next?
     

  • This module involves utilizing automated sequenc- es to ensure your prospects are getting unique, valuable and timely touch points, crafted for building love, value and trust.

Learning Outcomes:

  • Create a sequence of touchpoints that will target and engage your customers

  • Understand the power of automation

MODULE 7

Sales Call Planning

  • Calling is a vital part of selling, and perhaps the most daunting. With the right tools and strategies it can be the most rewarding and certainly one of the biggest drivers of progress through the sales cycle. In this module we will outline the methods that work, helping you to devise a script and effective strategy that ensures you elicit and attend to the needs and problems that your prospects are facing.
     

  • We understand that simply knowing the theory and best practices is not the same as knowing how to use it. Our interactive sessions and role playing exercises will provide practical experience to solidify everything we teach.

Learning Outcomes:

  • Know how to create an effective and dynamic calling strategy

  • Understand the best practices to increase success rate.

MODULE 8

Goals and Performance

  • Look ahead with the goals that drive results. Having already developed a full understanding of our market segments and opportunities, we establish goals to take them by storm. At the individual level we help you to keep your team accountable for their own performance and take ownership of their success.

Learning Outcomes:

  • Understand the key concepts and principles around goal setting and forecasting.

  • Understand how activity targets drive results.

MODULE 9

Business Development Through Building Relationships

  • Traditional selling strategies fall on deaf ears in the modern era. Buying power now sits absolutely with the customer and so the importance of establishing a strong and lasting relationship is paramount. The customer is buying you as much as they are your product or service.

  • In this module we outline how to build trust and value with your customers. This includes communication strategies that best help you to convey your message and active listening to ensure the message you are conveying matches your knowledge of your customers situation and needs.

Learning Outcomes:

  • Understanding your audience and how they engage.

  • Using that understanding to build trust, add value and solve problems.

MODULE 10

Multitouch Cadences (Nurturing)

  • Be sure to not neglect the customers who already know and love you. Just because they know and love you, it doesn’t mean you have reached a peak. This module helps you to keep your existing customers engaged and up to date with automated and manual touchpoints.

Learning Outcomes:

  • Document cadences based on client scenarios

  • Understand sequences as they relate to sales stages and maturity of client relationship

MODULE 11

The Art of Storytelling

  • What makes a good story good? How do some people manage to rally an audience to hang on to their every word? It’s not as hard as you might think and practice makes perfect. This module provides you the frameworks and the space to apply them in real time.

Learning Outcomes:

  • Understand how individuals and audiences engage.

  • Know the storytelling structures that will keep them engaged.

MODULE 12

Questioning Techniques & Library

  • How do we know when we are asking the right questions? How do we know how to provide the right answer to questions?
     

  • This module will help you to uncover the common questions you receive from prospects and clients and will show you the strategies to deal with questions effectively.

Learning Outcomes:

  • Develop a question library

  • Understand the interpersonal factors that impact the effective asking and answering of questions

MODULE 13

Presenting like a Pro

  • Wish you could present to a crowd with ease and articulation? We can show you some of the tricks that the best presenters in the business make look so easy.
     

  • Captivating your audience need not be so daunt- ing and challenging with the proven techniques outlined in this module.

Learning Outcomes:

  • Understand the four P’s of presentations

  • Create an engaging deck and learn how to better engage an audience

MODULE 14

Objection Handling

  • Whether it is anticipating in advance or handling on the spot, this module helps you to understand the reasons why some objections can occur, as well as how to respond to them. With our objection Framework you can be more equipped to resolve doubt and keep the sales process moving forwards.

Learning Outcomes:

  • Gain an understanding of the objection handling framework

  • The ability to apply these in real time and in anticipation.

MODULE 15

Closing Techniques

  • 40% of salespeople find closing the hardest part of the job. With the learnings of Module 8 in mind, your team will be well equipped with the skills that the best salespeople deploy to to smash their year end or quarter-end targets.
     

  • While it is true that some are natural born closers and some are not, that does not mean it can;t be learned. We will go through various closing techniques as well as the foundations that need to be in place before getting there.

Learning Outcomes:

  • Understand what leads to a close and what doesn’t.

  • Know which closing technique to use and when to use it.

MODULE 16

Strategic account management

  • Those who already know love and trust us are not to be taken for granted. In fact, they provide some of the biggest potential for growth and customer insight. This module gets you to think about how to unlock that potential with client business reviews, strategic account plans, financial cases for growth, and how to consistently deliver value throughout.

Learning Outcomes:

  • How to engage productively with key accounts and gather the right data

  • How to develop account plans that deliver higher value, ensure retention and achieve growth.

MODULE 17

Referral Techniques

  • Multiply your best customers by becoming a referral-generating machine. With industry best practic-es we will help you to plant the referral seeds throughout your prospect and client base.
     

  • This module will teach you the phrases and answers that can encourage your customers to provide you with introductions and details for new customers.

Learning Outcomes:

  • Know the communication strategies that generate referrals.

  • Understand the referral mindset, how to adopt it and how to empower others with it.

MODULES

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CHANGE CONNECT AND YOU

We are your partner in TRANSFORMATION.

We take your business to the NEXT LEVEL.

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