The Science of Sales Certification Program

Every 3 years since 1992, HR Chally has conducted World Class Sales Research to understand the international business climate and how companies successfully evolve in the marketplace. In its recent 2007 World Class Sales Excellence Research Report, new changes were discovered in the demands that customers are placing on salespeople and the ways that sales forces are responding to those changes.

In light of this data-driven research and in order to increase its success in business in the, the international business community has identified the need to better understand the more Western “New Business Development” concept of “selling.”

In response to this specific need, The HR Chally Group has developed an International Sales Certificate course based upon its research findings found and analyzed in the books The Quadrant Solution, Achieve Sales Excellence, and The Chally World Class Sales Excellence Research Report: 2007.

The course curriculum is designed to train an international contingent of business people with diverse backgrounds to understand how to succeed amidst the emerging changes in highly competitive global markets. It also creates an opportunity for participants to develop personal action plans to put what they learn into practice.

Core Instructional Methods:

• Course material is delivered via an assortment of multimedia and facilitator/instructor-directed presentations and discussions.
• The foundation of the course includes session lectures, activities and exercises, team competitions, group activities, participant/facilitator interactions, open-ended questions, case studies, presentations, and role plays.

What do participants learn?

• Participants learn about the most successful new business development sales processes as well as the most effective traditional relationship and service based account maintenance techniques. They learn to recognize different types of sales and sales opportunities found. They also are introduced to and become familiar with new Business development sales elements that include: company/salesperson image, leads, qualifying, making presentations, resolving objections, customer relations, customer service, repeat sales, major account development, telesales, negotiation, and territory management.
• Participants learn a disciplined, results-oriented approach to identifying the most important differences and needs of the globally diversified markets they serve. They learn the four stages of the customer life cycle and systematic processes to help them successfully analyze where a customer and its products or services fall within the natural business and product lifecycle. This teaches participants how to best analyze and approach a customer with the best business solution to their needs.
• Participants are introduced to The World Class Sales Excellence Research. The findings indicate that the new leading indicators of salesperson’s success in today’s marketplace are the following seven factor-based customer expectations of a salesperson:
  
  
  1. Be personally accountable for desired results;
  2. Understand the customer’s business;
  3. Be a customer advocate;
  4. Be knowledgeable of applications;
  5. Be easily accessible;
  6. Solve customer’s problems;
  7. Be innovative in response to customer needs.

Participants learn how to meet each of these expectations in order to win customers’ business and loyalty.

• Participants also learn the science of sales excellence that has emerged in the Chally research.

What do participants learn how to do?

• Upon completing the course, participants are able to effectively analyze how best to present business/product solutions to specific prospective customers.
• Participants are able to establish successful business relationships by applying what they learn about customer expectations to their daily selling activities.
• Participants are able to build these business relationships into long-term customers who return with repeat business.
• Participants learn how to begin to identify new business opportunities with both prospects and established customers, and how and when to approach both with new ideas.
• At the end of the course, participants have an “action plan” process and outline upon which they can continue to successfully apply the knowledge and skills they have learned.

What are the key courseware materials?

• There is a Facilitator’s Guide that is used to help a course facilitator present the material in a consistent manner.
• Facilitators are also provided PowerPoint presentations and charts throughout the course to present information and demonstrate concepts.
• Each participant receives a Participant Guide which includes worksheets, exercises, activities, case studies, and their personal Action Plan journal. The Participant Guide is designed to be a valuable selling resource that individuals will continue to use and reference in their selling careers.
• The facilitators also are provided with DVD video disks that contain interviews with top, global-corporation sales executives. These video interviews are integrated throughout the course. The video interviews are used to support the research data, add credibility to the instruction, and reinforce concepts.
  

Intro

Syllabus Info

Certification Info