SSCPStrategic Sales Certified Program
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English
Advanced
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Course Overview
Advanced sales management training helps delegates to obtain skills in order to keep pace with all the issues that are revolutionizing sales force management. The QUOTA Strategic Selling Certification Program (SSCP) is the perfect course that can impact sales managers & professionals become a more effective manager—and advance further, faster, in their career.
The content of this program is the same material taught in the university of TORONTO, school of Continuing Studies Professional Sales Practices (PSP) Course.
This program covers advanced strategic selling practices. The module typically follows the QUOTA B2C or B2B programs which cover 30-40 competencies, respectively.
The content of this program is the same material taught in the university of TORONTO, school of Continuing Studies Professional Sales Practices (PSP) Course.
This program covers advanced strategic selling practices. The module typically follows the QUOTA B2C or B2B programs which cover 30-40 competencies, respectively.
Key Takeaways
1
Reinforce QUOTA Sales Competencies
2
Improve your Business Acumen
3
How to analyze your CUSTOMER s business environment
4
Link your CUSTOMER’s business issues to product/services solutions
5
Using CALL SHEET to focus your attention and listening on CUSTOMER s train of thought
6
Tracking of Key Performance Indicators (KPI) for self-analysis
7
Call preparation and ACCOUNT MANAGEMENT practices
QUOTA
The Quota® System provides tools/training that cover every aspect of sales development from: sales management coaching; sales conference delivery; reinforcement and follow-up; CRM tracking of sales metrics; and sales training. Quota® has combined a unique blend of over 30 years of research; practical experience and academic instruction to create an outstanding learning experience that, simply put, produces results!
Course Outline
Part 1
Introduction to QUOTA Issue Selling
QUOTA B2C/B2B Key competencies of sales
Analyzing Market Dynamics
→ Foundation of Business Knowledge
→ How is your business doing?
→ How is your industry doing?
→ What challenges do you foresee in the near future?
Strategic Planning Process
→ Vision, Mission & Values
→ Business Model Canvas
→ SOAC Analysis (Strengths, Opportunities, Areas of Improvement & Challenges)
→ Key Strategies & Tactics
Analyzing Market Dynamics
→ Foundation of Business Knowledge
→ How is your business doing?
→ How is your industry doing?
→ What challenges do you foresee in the near future?
Strategic Planning Process
→ Vision, Mission & Values
→ Business Model Canvas
→ SOAC Analysis (Strengths, Opportunities, Areas of Improvement & Challenges)
→ Key Strategies & Tactics
Part 2
Q.I.S. Pyramid
→ External Environment (PESTEL)
→ Organizational Goals (Strategic)
→ Departmental Goals (Functional)
→ Performance Duties (Individual)
Q.I.S. Orientation Exercise
Q.I.S. Note-Taking Part 1
Q.I.S. Note-Taking Part 2
Q.I.S. Note-Taking Part 3
Sales Call Agenda & Gathering
Useful Information
→ Effective Questioning
→ Listening more than Speaking
→ Taking Notes
→ Acknowledging & Summarizing
Role-Play
→ Organizational Goals (Strategic)
→ Departmental Goals (Functional)
→ Performance Duties (Individual)
Q.I.S. Orientation Exercise
Q.I.S. Note-Taking Part 1
Q.I.S. Note-Taking Part 2
Q.I.S. Note-Taking Part 3
Sales Call Agenda & Gathering
Useful Information
→ Effective Questioning
→ Listening more than Speaking
→ Taking Notes
→ Acknowledging & Summarizing
Role-Play
Who Should Attend?
This highly practical and interactive course has been specifically designed for
→ Senior Sales Professionals
→ Sales Managers
→ Sales Directors
→ Business Development Managers
→ Account managers
→ Commercial managers
→ Experienced salespeople who need a different perspective
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FAQ
What language will the course be taught in and what level of English do I need to take part in an LEORON training program?
Most of our public courses are delivered in English language. You need to be proficient in English to be able to fully participate in the workshop and network with other delegates. For in-house courses we have the capability to train in Arabic, Dutch, German and Portuguese.
Are LEORON Public courses certified by an official body/organization?
LEORON Institute partners with 20+ international bodies and associations.We also award continuing professional development credits (CPE/PDUs) for:1. NASBA (National Association of State Boards of Accountancy) 2. Project Management Institute PDUs 3. CISI credits 4. GARP credits 5. HRCI recertification credits 6. SHRM recertification credits
What is the deadline for registering to a public course?
The deadline to register for a public course is 14 days before the course starts. Kindly note that occasionally we do accept late registrations as well, but this needs to be confirmed with the project manager of the training program or with our registration desk that can be reached at +1071 4 1075 5711 or register@leoron.com.
What does the course fee cover?
The course fee covers a premium training experience in a 5-star hotel, learning materials, lunches & refreshments, and for some courses, the certification fee and membership with the accrediting bodies.
Does LEORON give discounts?
Yes, we can provide discounts for group bookings. If you would like to discuss a discount on a corporate level, we will be happy to talk to you.
Reviews
- Review:IAMM Internal Audit Maturity ModelIn recognition of their dedication and contribution supporting IKEA Saudi Arabia in arranging training programs during 2017 & 2018, looking forward for more development and exciting effort this year. On behalf of IKEA Saudi Arabia, THANK YOU!Dalal KutbiCountry Learning & Development Manager at IKEA Saudi Arabia
- Review:Certified Professional in Quality and Patient SafetyDating back to 2014, Mobily’s “LEORON” experience has grown from a single collaboration to a long-term partnership. We consider ‘’LEORON” Institute as a strategic partner, whose contribution has been nothing but premium in equipping our staff with field-based knowledge and information. Past three years have resulted with an expanded collaboration with superior customer service and support. Best Regards,Turki S. AlsahaanDir L&D, Talent Management at Mobily, Etihad Etisalat Company
- Review:Certified Professional in Quality and Patient SafetySince the partnership was signed between BAE Systems Saudi Development & Training and LEORON in 2017, we have been working together to offer the Saudi market a complete portfolio of training solutions benefiting from the wide and extensive experience of both parties. Recognizing the great success of this partnership, we are looking for further collaborations in the future that will position both companies as one of the leading training providers in Saudi Arabia. We thank the LEORON team for their full cooperation and continuing support, and look forward to further success together in the years to come.Emad AlrajihVP, Business Winning at BAE Systems Saudi Development & Training
- Review:Certified Professional in Quality and Patient SafetyWe have been working with LEORON for the past two years and will be working with them again this upcoming year. The programs they delivered were fruitful and exciting and our organization has received positive feedback from the participants. What our organization aims to do is to provide at no cost training for all the private sector employees so that they may benefit from our offered programs in Innovation and Professional development. Leoron has helped us achieve this goal. We look forward to continuing this service and wish them the best of luck. Regards,Nasser M. Al-SubaieSr. Program Officer, Enterprise Learning & Human Development at Kuwait Foundation for the Advancemen
