Program Overview

This Sales Training Program includes the systems, skills and methods need to thrive in Professional B2B Sales.

Below is an overview of the B2B Sales Training Program Units.

Metric Based Sales

Metric based sales is about creating certainty within your sales role. The removal of Peaks and Troughs in your sales performance is achieved through sales funnel management and the use of your sales funnel as a lead indicator of your future performance.

To remove these Peaks and Troughs you need to know what the benchmark of your sales funnel needs to be and how to improve the progression of opportunities through this sales funnel.

This is the first topic covered in the sales training program due to its overall effect on your Return on Investment of Time (ROIT). The “three levers” that can be used to adjust your sales funnels effectiveness are explored to increase your ROIT.

Prospect Phase

This phase of your sales cycle is known as the “Prospecting Phase”. It provides  a “straight forward explanation” of how to approach the three stages within this phase.

The decision of ”who” to approach and then ”how” to approach them is covered. Prospecting is not selling – it is looking for people in a buying cycle now or in the near future.

Sales Phase

Once an opportunity is identified, the sales phase is the process of understanding, collaborating and paraphrasing how you will help your customer.

There are many skills and processes within this phase for you. This is the customers buying cycle and your ability to offer a matching sales cycle for them.

Agreement Phase

Agreement Phase is the process of moving from the proposal to a signed agreement. These are the last three stages in your sales cycle for one given opportunity. The delivery of a completed agreement into the operations of your organisation.

Business Relationship Phase

The Business Relationship Phase is where you look after your customer. How to strengthen the business relationship is explored for you.

How and when to listen for new sales opportunities is covered in this section. The business relationship needs to be healthy for additional business opportunities to present themselves and when they do you will be well positioned to take advantage of them.

Sales Planning Phase

The Sales Planning Phase is about “becoming proactive” in everything that you do. The two stages within this phase are: Sales Plan and Milestones & Activities. This phase of the sales training program puts everything into action.

The assessments in this Program consist of:

• 35 Short Answer Questions
• 10 Short Assignments – based on downloaded templates
• 1 Completed Sales Plan – approved by your immediate report
• 1 Referee Testimonial – verifying you have displayed the required Knowledge and Skill

All assignments are conducted online or are based on downloaded templates which are uploaded online once completed.

Unit Competency Codes included in the program:

Cert Iv in Business Sales Career Pathway Information: Click here
If applicable, Cert III in Wholes Career Pathway Information: Click here

The Federal Government will fund $4,000 to employers for each eligible employee under a traineeship arrangement. The funding is paid directly to the employer organisation.

Note: this will decrease to $3,000 for existing workers (employed longer than 90 days) as of 1 July 2012.

The $4,000 funding per eligible employee paid in two parts:

• $1500 ninety days from commencement; and
• $2,500 upon competent completion.

There are guidelines that govern the eligibly for funding, such as the employee

• Must be a permanent employee (full-time or part-time employment)
• Must be an Australian resident
• Must not have a qualification at or above the Certificate IV level.

Other minor conditions apply. To find out if employees are eligible complete the Funding Eligibility Form.